---
title: "The War Mindset of Regional Market Offensives: Strategy, Alliances, Force, and Siege"
description: "Why is regional marketing linked to warfare? This is determined by the current competitive environment and situation. Currently, the growth of Chinese baijiu is stock-type and squeeze-type, whereas in earlier years it was expansionary and incremental. Stock squeeze-type growth means that the consumption capacity of Chinese baijiu is not growing and may even be declining. Facing this, the only way to grow is to squeeze competitors' sales. Only by eliminating rivals or causing their sales to decline can we achieve growth."
author: "朱志明"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2016-07-14"
language: "en"
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original_source: "https://mp.weixin.qq.com/s/WE6_pxE1qd1SbElQ6PQEfQ"
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---

# The War Mindset of Regional Market Offensives: Strategy, Alliances, Force, and Siege

> Why is regional marketing linked to warfare? This is determined by the current competitive environment and situation. Currently, the growth of Chinese baijiu is stock-type and squeeze-type, whereas in earlier years it was expansionary and incremental. Stock squeeze-type growth means that the consumption capacity of Chinese baijiu is not growing and may even be declining. Facing this, the only way to grow is to squeeze competitors' sales. Only by eliminating rivals or causing their sales to decline can we achieve growth.

Why is regional marketing linked to warfare?
This is determined by the current competitive environment and situation.
Currently, the growth of Chinese baijiu is stock-type and squeeze-type, whereas in earlier years it was expansionary and incremental.
What is stock squeeze-type growth? It means that the consumption capacity of Chinese baijiu is not growing and may even be declining. Facing this, the only way to grow is to squeeze competitors' sales.
Only by eliminating rivals or causing their sales to decline can we achieve growth. At this point, regional market competition has truly entered a life-and-death war state, no longer the previous win-win state where everyone was happy.
At this time, only those brands that truly occupy and dominate the market, becoming regional kings or kings of regional price bands, can survive better. Other mediocre brands face reshuffling or extinction in this regional market battle.
Chinese baijiu is facing a real war in regional market competition, which is the core reason why I link regional marketing with warfare.
In fact, regional marketing warfare is a battle for living space and competitive position.
First, through product positioning or market positioning, segment to find your own living space. This is strategy; strategy is positioning; strategy is choice. The ultimate goal is to occupy or dominate the market.
The means of regional marketing warfare are similar to those of military warfare.
In Sun Tzu's Art of War, the chapter on offensive strategy contains four phrases: The supreme art of war is to subdue the enemy without fighting; the next best is to break their alliances; the next is to attack their army; the worst is to besiege fortified cities.
Now let's look at the application of strategy, alliances, force, and siege in regional marketing warfare.
**1. Strategy (Mou): Divided into three steps.**
**1.1 Find competitive opportunities.**
Find opportunity points and gaps, segment the market, because the characteristic of competitive activity is to create living space; win in spaces where there are no competitors or where competitors are not strong, because the highest realm of competition is no competition.
**1.2 Create consumer demand points.**
Dig or find pain points (demand exists but not satisfied), itch points (not buying makes you feel uneasy), and scream points (wow, this is great, just what I wanted, as good as described) in consumer demand. This is the fundamental support for a feasible demand-based strategy (demand-based strategy is a differentiation strategy for segmented groups, which will be detailed in the four strategic forms of marketing warfare below). We must always remember that the key to competition is creating new positioning points and support points.
**1.3 Rapid promotion and dissemination.**
Use resources to quickly interact and create momentum, quickly create consumer influence, and achieve your market position and consumption trends; otherwise, it is easy for strong competitors to imitate and steal.
**2. Alliances (Jiao):**
This is about creating competitive advantages by occupying core resources. For example, locking in core distributors + core key accounts (second-tier wholesalers, terminals) + core consumer public relations; this is similar to military warfare where you make the enemy's alliances your own, or break the enemy's alliances or interest chains.
**3. Force (Bing):**
This is about squeezing competitors' living space through terminal occupation; terminal beautification + terminal promotions + terminal stocking + terminal customer relations + terminal buyouts + terminal interception (similar to attacking the enemy's formation or defeating their generals in war).
**4. Siege (Gongcheng):**
This is terminal positional warfare. Although the opponent's position or competitive advantage at the terminal is gradually lost, the opponent still does not give up the position, and both sides engage in fierce battles using shopping guide wars, promotion wars, price wars, consumer interception, and other means.
-END-
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