塑箱啤酒的销售终端为社区内的食杂店以及街边小餐厅。在上海市区,食杂店约有5万家左右,小餐厅的数量也在1万家上下。这些销售终端分布广泛,地形位置比较复杂,并且店家资金薄弱,进货坚持勤进快出,不愿意压仓,怕影响资金周转。对于啤酒厂家而言,面对这样的销售终端,惯用的是两种分销策略,一种是直营分销模式,由厂家绕过批发商直接与零售商发生关系。由于渠 Plastic box beer sales terminal for the community Grocery store and street cafeteria. In Shanghai, there are about 50,000 grocery stores and the number of small restaurants is about 10,000. These sales terminals are widely distributed, the location of terrain is more complicated, and the store is weak in funds. The purchase keeps insisting on diligence and quick recovery, and is unwilling to press the storehouse for fear of affecting the cash flow. For brewers, the face of such sales terminals, the usual two distribution strategies, one is the direct distribution model, by manufacturers bypass the wholesalers directly with retailers. Due to the canal