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Articles by 陈思廷
Browse 124 New Distribution articles by 陈思廷.
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Xinchao Media Zeng Jian: Everything for Growth, Everything for Winning!
On August 18, at Xinchao Media's Shanghai headquarters, New Distribution interviewed Zeng Jian, co-founder and senior vice president of Xinchao Media. As China's largest community media platform, Xinchao Media serves as a barometer of the FMCG economy's prosperity. The interview provides a comprehensive perspective on the 2023 FMCG economy. Zeng Jian, a serial entrepreneur, led the company's expansion from regional to national, building the largest advertising sales team in China's offline media industry. Since 2020, he has built the KA team, serving nearly 300 well-known brands and creating several classic brand cases.
陈思廷Fan Shikai: Jinsha Distillery Integration Proceeds Smoothly, Will Achieve Set Goals as Planned
On September 2, the third 'Celebrate Harvest, Promote Harmony: Jinsha Red 2023 Harvest Celebration' was held in Jinsha County, Guizhou Province. Since 2021, Jinsha Distillery has held this event for three consecutive years, making the 'Jinsha Red Sorghum Festival' a unique annual brand IP event. In the afternoon, Jinsha Distillery also held a symposium with nearly a hundred media representatives. This year, after China Resources Beer officially took over Jinsha Distillery, the industry and media have paid close attention, with various opinions circulating. At the symposium, Fan Shikai, Vice President of China Resources Beer and General Manager of Jinsha Distillery, responded positively and in depth to many industry concerns for the first time.
陈思廷“Going Premium, Winning Battles”: A Brand Sample That Penetrates Fujian's Premium Beer Market
Focus and forging swords are the two magic weapons for breaking through in a weak market. The landscape of Fujian, a key battleground for premium beer, is changing. With a population of 41.88 million and a total beer capacity of 1.55 million kiloliters, Fujian has the highest premium structure among the three major markets, making it a must-win region for premium beer brands.
陈思廷Hou Xiaohai: Growth, Rapid Growth, and Quality Sustained Growth is the Primary Strategy
China Resources Beer (CR Beer) released its impressive 2023 interim results on August 18, with revenue of RMB 23.871 billion, up 13.6% year-on-year, and profit before interest and tax of RMB 6.245 billion, up 21.1%. The company continues to lead the beer industry, with premium beer sales surging 26.4% and Heineken® brand growing nearly 60%.
陈思廷“Where to Go and How to Get There” Are the Two Most Important Strategic Questions Today
A Shandong distributor, Mr. Zhou, flew over 60,000 kilometers in the first half of the year to visit distributors across China, seeking direction for his company's transformation. The article argues that with the decline of traditional growth drivers—population growth, rising purchasing power, and increasing product penetration—brands and distributors must abandon illusions and prepare for battle, with the key being to go out and find answers to the strategic questions of direction and method. The 5th China FMCG Conference and 1st China FMCG Distributor Conference in October will provide a platform for this exploration.
陈思廷"Please Don't Send Me Back to the Pre-Liberation Era Overnight" - Distributors in Beijing's 'July 731' Heavy Rainstorm
Editor's note: According to the Beijing Meteorological Observatory, from 20:00 on July 29 to 11:00 on August 1, 2023, the average precipitation in Beijing was 263.8 mm. The maximum rainfall in the city occurred at Wangjiayuan Reservoir in Changping, reaching 744.8 mm, the highest in 140 years of instrumental records in Beijing. On August 1, Xi Jinping, General Secretary of the CPC Central Committee, President of the country, and Chairman of the Central Military Commission, made important instructions on flood prevention and disaster relief work. Heavy rain in Chengdu, Zhengzhou, typhoons in Fujian, and heavy rain in Beijing - every major natural disaster reminds us of the awe we should hold for nature. And in every disaster, distributors are often the group suffering the most severe property losses. This article documents the current situation of some distributors during the July 731 heavy rainstorm in Beijing, hoping that manufacturers and distributors can unite to overcome difficulties. At the same time, it also hopes that distributors will always have a safety bottom-line awareness in their operations and not put their businesses at great risk.
陈思廷Eighteen Years After Losing Everything in Futures Trading, She Made Premium Beer the Regional No. 1
A former accountant who went bankrupt speculating in sugar futures in 2004 started a beer distribution business from scratch, eventually becoming the top seller of premium beer in her region by transforming her traditional wholesale model into a direct-to-retail operation.
陈思廷After a Beer Distributor Was Caught in More Than 30 Cases of Cross-Region Dumping
A beer distributor for a leading brand faces severe penalties after being caught in over 30 cases of cross-region product dumping, despite claiming innocence. The article explores how he can clear his name by writing a formal report to the brand, emphasizing the importance of written communication in modern brand-distributor relations.
陈思廷Winning in the New FMCG World Means Winning in the Supply Chain
As the FMCG industry enters a new world of transformed consumption, branding, marketing, and technology, the supply chain must also evolve. Ande Zhilian (annto) is at the forefront of this change, advocating for a collaborative approach to supply chain reconstruction that empowers both brand owners and distributors to achieve end-to-end efficiency and business transformation.
陈思廷China Resources Beer Announces 2022 Results, Continues High Growth in the New World of Alcoholic Beverages
Despite a complex and challenging 2022, China Resources Beer achieved sustained growth. On March 24, 2023, China Resources Beer (Holdings) Company Limited (HKEX stock code: 00291) held its 2022 results announcement. The report showed that China Resources Beer's 2022 revenue was RMB 35.263 billion, a year-on-year increase of 5.6%, with net profit of RMB 4.344 billion. Excluding a one-off after-tax gain of RMB 1.316 billion from land transfer in 2021, net profit grew 32.8% year-on-year in 2022. Additionally...
陈思廷How to Deliver a Hot Starbucks Coffee to a Customer's Car Within Ten Minutes?
Starbucks China is preparing a major customer experience innovation to deliver hot coffee to customers' cars. The challenge is to ensure the coffee stays hot, meaning it must reach the customer within ten minutes of being made. This involves complex coordination of maps, real-time traffic data, store location matching, production, and third-party tasks. The article also discusses how the BIP platform from Yonyou supports such innovations by enabling agile business transformation.
陈思廷How to Achieve 'High-Quality Growth' in the 'New World' from a Supply Chain Perspective?
What kind of enterprises are lost in the 'old world'? Everyone knows cycles exist and that we live within them, but not everyone or every enterprise can successfully cross them. The cycle for grass and trees is mostly one year. The difference is that herbaceous plants mostly wither every winter, while trees can cross winters, turning each winter into a growth ring, even spanning millennia. An enterprise that has not crossed a cycle cannot be considered successful. Only those that have traversed multiple cycles can be considered excellent. Every century-old enterprise in the world has successfully crossed multiple cycles.
陈思廷Frontline Interview | The Snack Track Is Hot, Why Is This Veteran Snack Distributor Not Optimistic?
Recently, the snack collection store brand 'Zhao Yiming Snacks' completed a 150 million yuan Series A financing round, led by Black Ant Capital with Bestore following. Combined with previous financing news from brands like 'Snack Busy', 'Snack Youming', and 'Panda Momo', snack collection stores focusing on bulk low prices have suddenly become hot. What is a snack collection store? Simply put, it removes the snack food distributor link, directly sourcing or OEMing products from factories, offering low prices and product variety. In other words, it can be seen as a low-end version of 'Bestore'.
陈思廷China Resources Beer CEO Hou Xiaohai: People from the 'Old World' Can't Understand How China Resources Will Do Baijiu
On the evening of February 22, at the 'Golden Seed Brand Night' event of the Wine Industry Innovation and Investment Conference held in Haikou, Hou Xiaohai, CEO of China Resources Beer (Holdings) Co., Ltd., delivered a keynote speech. In his speech, Hou Xiaohai clearly and directly answered the industry's main concerns: 'Why does China Resources Beer want to do baijiu?', 'Why can it do baijiu well?', and 'How will it do baijiu?'
陈思廷Why Must We Continue on the Path of Digitalization?
Let's meet in Shanghai to step into digitalization and move towards an intelligent future. Understanding the essence of digitalization is crucial for FMCG companies to avoid mistakes in direction, goals, organization, and methods, and to persevere through difficulties.
陈思廷How to Build a Household Name in the Premium Chilled Pork Brand?
China's chilled pork industry should be built on a solid whole-industry chain and create product value centered on consumers. In China, pork is never just a simple dish; it is the most important symbol of happiness for thousands of households. Pork is a super huge industry. According to the latest data from the Ministry of Agriculture and Rural Affairs, in 2022, China's pig slaughter totaled 699 million heads, averaging about one pig per two people. But it is also a super volatile industry. The 'pig cycle' is a unique phenomenon in this industry, where pork prices fluctuate sharply every so often...
陈思廷Without Adding a Single Employee, How Did This Distributor's Sales Surge 60% in 2022?
Distributors must excel in two strategic choices: 'path selection' and 'digital operations.' This article introduces the experience of Beijing Guoyingjian, a distributor that achieved a 60% sales increase in 2022 despite market challenges, by focusing on brand operation and digital transformation.
陈思廷Auspicious Start to Work | In 2023, How Can Manufacturers and Distributors Win the Battle in Winter?
Adapting to winter and turning it into a spring that changes one's destiny is what truly makes a new distributor. This survey shows that over 92% of respondents believe this Spring Festival market was better than previous years or the best since the pandemic, despite earlier pessimism. The key is to correctly understand the low-growth era and act accordingly.
陈思廷Surviving the Critical 100 Days!
No matter how long and dark the night, the sun will always rise as usual! Simple blind pessimism or optimism is wrong. During pandemic controls, believing all difficulties were caused by controls and there was no hope without lifting them was wrong. After lifting, believing all difficulties were over and everything would return to normal was also wrong. Half a month after lifting, with soaring infections and consumers avoiding offline consumption, thinking all efforts were in vain is still wrong. Any simple and blind pessimism or optimism will prove to be a big mistake.
陈思廷Six Years of Hard Struggle in a Low-Ground Market: Why Can't He Get Artillery Support?
The more challenging the market, the more important it is to build market fundamentals, team, and channel capabilities. A regional manager of a leading beer brand in a northwestern city has been fighting for six years in a weak market without significant improvement, blaming insufficient resources and unequal allocation from headquarters.
陈思廷After Three Years of Pandemic, Victory Is in Sight: China's FMCG 'Returns to Growth' in 2023!
As 2023 approaches, the end of China's three-year fight against COVID-19 is in sight, with the Omicron variant showing significantly reduced pathogenicity and policies being optimized. The article urges FMCG marketers and distributors to prepare for a return to growth, emphasizing the need to strengthen teams, finalize growth strategies, and mobilize channels early.
陈思廷How Should Distributor Alliances Be Organized?
A Shandong distributor, surnamed Ji, recently asked how to establish a distributor alliance in Jinan. This topic has gained attention as regional distributors explore alliances for mutual support or growth. While the logic of such alliances seems sound, success depends on rules and benefit distribution that align with market realities and human nature.
陈思廷Why Is It Increasingly Hard for FMCG Distributors to Make Money Despite Their Hard Work?
A financial journalist's encounter with a beer distributor who personally delivers goods highlights the grueling reality of FMCG distribution. The article analyzes why distributors are working harder yet earning less, and offers strategic paths for future growth, including brand operation, terminal refinement, digital capabilities, and premium product focus.
陈思廷Why Have Some Distributors Become 'Hopeless Cases'?
As the FMCG market enters a new era of competition, the traditional 4Ps of marketing have undergone profound changes. As key players in the channel, distributors' roles and positions are also fundamentally shifting. In recent years, Nongfu Spring has proposed 'strategic distributors,' and Snow Beer has also advocated building a 'customer system with Snow characteristics.' In fact, more and more manufacturers are clearly stating their intention to 'grow and strengthen distributors.' Reversing the fate of being flattened by manufacturers and 'revolutionized' by e-commerce in recent years, FMCG distributors are now facing new development opportunities. However, beneath these opportunities, we must also confront a stark and cruel reality: even with strong support from excellent brands, many distributors still seem to be 'hopeless cases,' neither growing nor strengthening. Why is this?
陈思廷