传统经销商到了最危急的时刻

Core Viewpoint - The traditional distribution model in China's consumer goods sector is facing a critical crisis due to rapid changes in retail channels, leading to significant declines in sales for many distributors [5][12]. Group 1: Three Major Impacts on Distributors - The first impact is the structural replacement of traditional stores by snack discount stores, which have rapidly increased their market share, leading to a significant drop in sales for traditional retailers [7][9]. - The second impact is the rise of instant retail, which has siphoned off a large volume of orders from distributors through online platforms and fast delivery services, undermining traditional distribution systems [9][10]. - The third impact involves the disruption of pricing structures by new retail formats, causing traditional retail channels to struggle, with some experiencing sales declines of up to 70% [10][12]. Group 2: Survival Paths for Distributors - Path 1 involves optimizing existing business operations through aggressive cost-cutting and restructuring, including external partnerships and inventory management [12][14]. - Path 2 focuses on transitioning from a distributor to a brand operator, leveraging professional capabilities to achieve higher profit margins and deeper integration with upstream suppliers [14][15]. - Path 3 emphasizes a shift towards a zero-sum integration of supply and retail capabilities, allowing distributors to enhance their bargaining power and operational efficiency [15][16]. Group 3: Lessons from Failures - Many distributors have faced failures due to reactive transformations driven by market pressures rather than proactive strategic planning [16]. - A lack of thorough market research and understanding of successful models has led to misguided attempts at transformation [16]. - The importance of taking time to observe and learn from both domestic and international cases before implementing changes is highlighted as crucial for survival [16].