Hello, Nongfu Spring mainly adopts the first-class distribution mode, and distributes their products through dealers. Distributors directly distribute products to supermarkets, chain convenience stores, small retail stores, e-commerce platforms, restaurants and so on. As of 20 19 12 3 1, Nongfu Spring * * has 4,280 dealers, covering more than 2.37 million terminal retail outlets nationwide. Why do FMCG companies emphasize the number of outlets and the market distribution rate? Just look at Nongfu Spring. In 20 19, Nongfu Spring's revenue was 24 billion, covering 2.37 million outlets, which is equivalent to each outlet only contributing 1 10,000 yuan per year, and it reached its sales volume. In 20 17, 20 18 and 20 19, Nongfu Spring had 3,876 dealers, 384/kloc-0 dealers and 4,280 dealers, respectively, and the sales revenue realized through dealers accounted for 95.0%, 94.6% and 94.2% of the total sales. In other words, most of its income is contributed by dealers, and the average sales scale of dealers is about 5 million. It can be said that the dealer scale is not large. They themselves said in the prospectus that sales do not depend on a single customer, that is, there is no big customer system, and the largest dealer accounts for less than 1%. Their model is a small-scale and large-scale dealer team. So they don't pursue exclusive dealers, that is, they don't require dealers to only distribute Nongfu Spring (in fact, this is corresponding, and dealers are small, so it is impossible to survive only by distributing one brand). In fact, whether it is a big distribution system or a small distribution system, there is no saying who is better than who, and there are both big and small benefits. The key is how to manage and how to do it. Large distribution, exclusive distribution, can cooperate with manufacturers to do a lot of actions, and even can properly do some early market investment, but once the dealers do not cooperate, it is also very troublesome; Small dealers are not demanding, but easy to control and switch. Therefore, in 20 17, 20 18, and 20 19, 1, 325, 995, and 489 dealers were changed, and 884, 960, and 928 dealers were newly opened. Nongfu Spring adopts a small distribution system, which shows that their requirements for dealers are not high, or the front end is doing well, which can empower dealers and make them operate the market like fools. Only in this way can they live well in this mode.