TOPIC ARCHIVE
Management & Methods articles
管理/团队/方法论
Browse 3961 New Distribution articles about Management & Methods.
Published articles
3961 articles · Page 1 of 166
The Internal Friction Between Private Label and Procurement: Ten Directors Won't Fix It
In a meeting, tensions hit a low point for the third time. The procurement director pushed a display adjustment plan to the center of the table, saying, 'We've spent three years maintaining this prime shelf space, and the original brand pays us millions in annual support. Why should your private label SKU take up two facings?' The private label lead countered, 'Why? Because this SKU has a gross margin 14 points higher than the brand product in the same spot after three months, because company strategy requires private label to lead this category, and because the boss decided at the start of the year that private label should have dedicated displays.'
薛文发“E-commerce prices are even lower than our wholesale price” – what should distributors do?
E-commerce prices have dropped so low that distributors are baffled. Some products are sold online for less than the distributors' own purchase price, undermining offline sales and trust. This is driven by platform subsidies, brand e-commerce teams chasing KPIs, and distributors dumping stock to meet sales targets, creating a vicious cycle that erodes offline margins and price perception.
周群Channel Co-creation in High-Trust Categories: From Brand Innovation to Retail Product Innovation
Amid nationwide consumption upgrades and rapid offline retail iteration, consumer demand is shifting from basic needs to experience, aesthetics, health, and emotional value, while store operations evolve from simple selling to refined user management and restructuring of people, goods, and scenes. However, the contraceptive products sector, characterized by high trust, faces industry-wide challenges of severe product homogenization, lack of innovation, and outdated terminal tactics. How to revitalize offline stores and tap new customers through brand innovation has become a shared concern. In June 2026, at the '2026 China Private Brand Industry Chain Conference' co-hosted by the 'Private Brand Production-Research Collaboration Platform' and 'New Distribution', the Daxiang brand delivered a keynote on channel co-creation in high-trust categories, sharing insights on integrating brand innovation with retail channels.
大象安全套 艾丹Breaking Through Beverage Innovation in 2026: Four Trends Reshaping Growth
Beverage innovation is moving beyond flavor, packaging, and price competition toward emotional occasions, precise light-function benefits, category fusion, and data-driven channel customization.
New DistributionZhongju Hi-Tech Terminates 2024 Equity Incentive Plan: Responding to Market Concerns and Protecting Minority Shareholder Interests
On June 11, Zhongju Hi-Tech (600872.SH) announced the termination of its 2024 restricted stock incentive plan, along with the corresponding share buyback and cancellation. The company stated that the termination was primarily due to industry adjustments, which rendered performance assessment targets ineffective and led to changes among some incentive recipients. The decision followed compliant review procedures and aligns with regulatory requirements. This move aims to focus on optimizing long-term incentive mechanisms, as the company remains committed to incentivizing its core team and will continue to refine its incentive schemes in line with strategic and operational realities.
品牌发声Premium Milk Sales Slump: Where Is the Next Growth Story for China's Dairy Industry?
Premium milk sales are declining as consumers realize the nutritional gap between expensive and cheap milk is minimal. The industry is shifting from marketing-driven premiumization to evidence-based value, with growth in functional, fresh, and deep-processed dairy products.
卜晚乔How Can Supermarkets Crack the Homogenization Problem in Private Label?
From the perspective of modern commercial retail, the development of private labels in China's retail industry has spanned about 30 years. During this period, private labels have grown from nothing to something, and the issue of homogenization has become increasingly prominent, drawing widespread attention from retailers. The industry's development pattern has always been that leading benchmark products are imitated by peers, while all parties continue to break through and innovate in the process of benchmarking, competing and cooperating with each other, ultimately driving the entire industry forward. Innovation is the driving force of industry development and the core weapon to escape homogenized competition.
汤洋The Wave of Store Closures in County Towns Is Far More Brutal Than We Imagined
A set of data from McKinsey is changing the face of China's county towns. It predicts that by 2030, over 66% of China's personal consumption growth will come from markets in third-tier and below cities, county towns, and townships. For a time, the 'sinking market' became a new trend in the national consensus. Public opinion praised it, capital rushed in, and brands went down-market. Everyone was convinced that county towns would be the core battleground for boosting consumption in the next decade. But when we actually took a tour of county towns, we found that many storefronts had already pulled down their rolling shutters, and printed 'prime location for transfer' signs were even fading. Most of the stores still open had empty seats and owners scrolling through Douyin. The wave of store closures in county towns is far more brutal than we imagined.
五童五童Process Control in FMCG Enterprises Is Turning Salespeople into Tools
Salespeople complain that logging into systems, taking photos, clocking in, and following procedures leave them less time to sell. Sales operations departments counter that without process data, they cannot verify performance or mitigate risks. This article explores whether typical process-control thinking should be abandoned in digital channel management and how to balance result orientation with process control.
JackIndustry Milestone | FMCG KBS Officially Launched: Large Models Don't Understand FMCG, So FMCG Professionals Take Matters into Their Own Hands
At the AI Application Forum of the 2026 China FMCG Conference (CFC) held in Hangzhou on May 27, 2026, Ren Wenqing, CEO of New Distribution, delivered a keynote speech highlighting the core challenge facing the FMCG industry: large models are powerful but don't understand FMCG; companies want to keep up with this major technological transformation but generally don't know where to start—so how should the FMCG industry navigate its AI path? After the speech, representatives from five parties jointly launched FMCG KBS. Tsinghua University's Institute for Digital Government and Governance, Turing Artificial Intelligence Research Institute, and Qingtu Data jointly initiated the KBS concept in July 2025...
New DistributionPrivate Label Is Not a Mandatory Question
In recent years, a phrase has become increasingly common in the retail sector: 'Private label is not a choice, but a mandatory question.' The author argues this oversimplification is dangerous, as private label success depends on enterprise stage, supply chain management, product capability, and organizational strength, not a one-size-fits-all mandate.
任文青Short-Term Performance Overwhelms Long-Term Value, Draining Many FMCG Companies
Have you ever experienced such torment? You propose a brilliant plan with solid data and clear logic, everyone nods in agreement, but once execution begins, you hit obstacles everywhere. Colleagues in the company silently resist, exhausting you more than outright failure. From a sales rep to a sales VP, and now running a consulting firm for channel marketing for seven years, I share insights on why many difficult but correct things fail to succeed. My view: many 'difficult but correct' things fail not because the thing itself is wrong, but because at least one of five elements—people, organization, resources, time, or incentives—doesn't hold up to the end.
高级研究员 海游Don't Be Led Astray by Anxiety: The Underlying Logic of FMCG Business Hasn't Changed
In recent years, AI has sparked widespread technological anxiety, especially among FMCG business owners who fear their traditional industry is on the verge of disruption. However, AI will not change the FMCG business itself—only the way information is processed—and the core competitiveness of providing better, more cost-effective products remains unchanged. The real challenge lies in incomplete digitalization and fragmented data, which hinder AI implementation, but AI can still significantly enhance work efficiency and alleviate talent shortages through human-machine collaboration.
张振宇FMCG frontline sales teams are being dragged down by 'layer-by-layer reporting'
While preparing for an AI forum, I spoke with friends at FMCG brands to understand their real AI usage. The consistent answer: everyone is using tools like Doubao, Yuanbao, and DeepSeek, but mainly for writing weekly reports, making presentations, searching information, and organizing meeting minutes. This improves personal efficiency, not organizational capability. The real value of AI in FMCG sales teams lies in how information flows, how processes are seen, and how experience is accumulated.
任文青AI Is Reorganizing Consumer Decision-Making
AI is moving beyond content generation into the pre-purchase steps of consumer decisions, such as understanding needs, filtering products, and completing orders. This shift will reshape how brands, retailers, platforms, and distributors operate, as consumers increasingly delegate shopping tasks to AI agents.
赵波Yanjing Beer's Second Transformation: Product, System, and Partner Growth
After five years of profit expansion and the rise of U8, Yanjing Beer entered its next strategy cycle with a national growth plan centered on product structure, operating reform, digital capability, and distributor profitability.
New Distribution138 FMCG Listed Companies Release Annual Reports: 70 See Revenue Growth, 73 See Profit Decline
In 2025, China's consumer market recovered steadily, with total retail sales of consumer goods exceeding 50.1 trillion yuan, up 3.7% year-on-year. However, the FMCG industry showed clear divergence: some companies achieved growth in both scale and profit, while many others fell into the dilemma of 'growth without profit'. New Distribution has compiled revenue and net profit data from 138 FMCG companies' annual reports, ranking them by revenue to analyze industry trends and structural changes.
杨玉琳FIFA World Cup is coming: How can snack shelves capture the viewing traffic?
The FIFA World Cup comes once every four years, but this edition is different. Football is no longer just for fans; it has become a mass phenomenon, as seen in the popularity of local tournaments like Guizhou's 'Village Super League' and Jiangsu's 'Su Super League'. With the 2026 FIFA World Cup approaching, Lay's, as an official sponsor, is rolling out limited-edition products and channel empowerment initiatives to help distributors turn this viewing craze into tangible sales growth.
冯瑶AI in FMCG Starts on the Front Line
AI creates real value in FMCG only when it enters sales, stores, inventory, spending, channel management, and day-to-day operating decisions.
New DistributionProfit Soars 312%: Jierou's Three-Year AI Transformation Offers the FMCG Industry an Answer
In 2025, C&S Jierou's annual profit surged 312% year-on-year, and in Q1 2026, profit continued to rise 53%. Behind this counter-trend growth lies a complete AI-driven growth system honed over three years, which will be publicly detailed by Vice President Yang Senlin at a closed-door session of the 2026 China FMCG Conference AI Application Forum.
陈思廷How Distributors Can Use AI to Manage Business, Read the Market, and Lead Teams
Many distributors have been experimenting with AI, initially using it for writing copy. However, the real value of AI for distributors lies not in content generation but in helping owners identify business problems earlier and decide what to manage first. By exposing hidden wastes in resources, manpower, inventory, and opportunities, AI can transform from a content tool into a business management tool that improves revenue, profit, and efficiency.
赵波The Era of Distribution is Over: Old Channel Organizations in FMCG Can No Longer Hold Up
FMCG companies' channel organizations are at a point where change is imperative. This feeling has grown increasingly strong recently. I shared this judgment in articles in late 2023 and early 2024, when many readers dismissed it as alarmist. At that time, the industry hadn't reached today's urgency, but now, with the impact of overcapacity and AI, traditional channel organizations must transform. This article proposes a shift from distribution-oriented to matching-oriented organizations.
任文青While Physical Stores Struggle, This Community Store Achieves a Counter-Trend Growth of 1030%!
In recent years, mom-and-pop stores have faced tough times. In 2020, there were about 6.6 million such stores nationwide, but now industry experts predict only about 4.2 million remain. However, in Shijiazhuang, Hebei, we observed an anomaly: multiple community stores doubled their revenue and saw customer traffic surge within just one month, with some stores even achieving growth exceeding 1030%. New Distribution went to the front lines to investigate...
田静Blindly Visiting Stores Won't Work for Frontline Sales!
Recently, while preparing for the AI Application Forum at the CFC conference at the end of the month, I've been engaging in intensive discussions with brand owners about AI applications. The feedback I've received can be roughly divided into three stages. The initial stage involves administrative tasks like meeting minutes, customer service replies, contract review, and bid document generation. The intermediate stage includes applications like internal knowledge bases, image recognition for store inspections, consumer demand insights, and sales report analysis, where some small business scenarios start to be addressed. From my interactions, most companies are still in these first two stages.
袁来