Core Insights - The article emphasizes the increasing importance of product selection capabilities for distributors in the current market environment, shifting from a focus on brand representation to a more nuanced understanding of consumer needs [2][13][24] Historical Context - Distributors previously undervalued product selection due to the dominance of leading brands, which dictated market rules and consumer preferences, leading to a focus on securing brand agency rights for stable sales and profits [2][4][10] - The traditional business model favored brand recognition over product differentiation, resulting in distributors primarily following manufacturer directives rather than actively assessing market demands [5][12] Market Dynamics - The emergence of e-commerce has transformed consumer access to products, leading to a diversification of consumer preferences that were previously limited to well-known brands [20][21] - The current market is characterized by an oversupply of products and increasingly diverse consumer demands, necessitating a better alignment between product offerings and consumer needs [16][17][24] Strategic Shift - Distributors are now recognizing the need to develop strong product selection capabilities as a competitive advantage, moving from a "channel king" mentality to a "demand king" approach [10][24] - Successful distributors are focusing on category management, providing tailored product offerings that meet the specific needs of retail partners and consumers [13][23] Conclusion - The evolving market landscape requires distributors to adapt by enhancing their product selection skills, which are becoming essential for maintaining competitiveness and effectively serving retail partners [24]