In Vietnam, the operation of the traditional distribution model (General Trade) is undergoing significant changes from 2025-2026. Pressure from modern channels, e-commerce, and new tax regulations is causing many businesses to change. Traditional stores tend to reduce inventory, order in smaller quantities, and have a faster turnover rate.
This shift has forced FMCG businesses to adapt. Instead of relying entirely on intermediary wholesalers, many businesses have begun to expand. Direct Coverage distribution model To maintain coverage and be more proactive in reaching points of sale.
However, as the number of sales outlets and field sales teams increases, the operational challenges become more complex – especially in managing and controlling market costs. Expenses such as travel, business trips, displays, and point-of-sale support arise continuously and are dispersed among employees and territories, making it difficult to consolidate, reconcile, and control the budget if handled manually.
To help businesses see this picture clearly, Bizzi has designed this ebook: "Direct Distribution Model: The New Wave in the FMCG Industry in 2026 and the Challenge of Field Sales Cost Management."
The ebook includes the following main contents:
- Part 1 The FMCG industry race for market coverage: Why do businesses need to expand direct coverage?
- Part 2 Expanding the Field Sales team: What trade-offs does a business have to make?
- Part 3: Digital Model for Field Sales Cost Management Process
