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While Chinese Supermarkets Study Store Overhauls, Walmart Uses AI to Drive New Growth
While 2024-2025 Chinese retail focuses on learning from Pang Donglai for store renovations, Walmart is undergoing a more radical AI-driven transformation. This article explores how Walmart uses generative AI to rebuild its search, supply chain, store operations, and employee tools, creating a new growth flywheel.
戚特Breaking the Zero-Sum Game: 'Zero-Supply Integration' Is the Only Solution in the Era of Stock!
From March 16 to 18, 2026, the CFC·11th China FMCG Conference grandly opened in Chengdu! At the concurrent '6th China FMCG Distribution and Retail Conference' on March 18, Chen Jianfu, General Manager of Jiayuan Convenience and corporate coach, delivered a brilliant speech titled 'The Logic Reshaping and Growth Practice of Zero-Supply Integration: Breaking Boundaries, Symbiosis and Win-Win'. As a leading convenience store chain in northern Henan, Jiayuan Convenience has achieved remarkable results: over 280 stores, annual sales exceeding 400 million yuan, and a compound annual growth rate of 30%.
谌建富Price Wars: How Can Distributors Break the Deadlock?
During a recent business trip to Hubei, several distributors mentioned they now hesitate to invest in offline channels because, after costly product introduction efforts, online platforms often reap the rewards once a product gains traction. With both online and offline markets saturated, squeezed growth is breaking existing balances, pushing offline distributors to the brink. However, there are still paths forward, which we explore from a retail development perspective.
高级研究员 海游Breaking Old Channel Patterns, Establishing New Consumer Order: 'Product, Store, Distributor, People, Money, Data' Must Be Redone!
At the CFC·11th China FMCG Conference main forum (March 16-18), Bain & Company global senior expert partner Lu Xiuqiong delivered a keynote speech titled 'Breaking Old Channel Patterns, Establishing New Consumer Order.' She highlighted that China's consumer market is undergoing deep shifts from demographics to channel structures, rendering traditional models for brands and distributors obsolete. Facing new cycles of down-market expansion, divergence, and omnichannel integration, companies must comprehensively rebuild capabilities and redo 'product, store, distributor, people, money, and data.'
鲁秀琼The Era of FMCG Distribution is Over
The more diligent, the more losses. Late one night before the Lunar New Year, I received a call from a friend. He has been an FMCG distributor in North China for 20 years, representing household-name brands. During the 'golden two decades,' he was almost synonymous with success: more brands, bigger warehouses, higher sales figures. But that night, he said, 'Teacher Wenqing, this past year has been really tough. I find myself in a vicious cycle: the more diligent, the more losses.' He broke down 'diligence' in detail: to keep the business alive, he added every possible lever—pressing another round of stock, adding a promotion, stacking another rebate, hiring people to monitor displays, end caps, and sell-through. The goods entered the stores, but two weeks later, when he followed up, the end caps were still there, the shelves were still there, the inventory was still there—the only thing missing was sales.
任文青AndyLightning Warehouses Are a Tough Business, But Here's Why You Shouldn't Give Up
The article argues that lightning warehouses (instant retail warehouses) are a tough business due to high investment, intense competition, and operational challenges, but they remain viable because they solve real consumer pain points. Success hinges on refined operations, which can be broken down into a formula, two steps, and four fundamental skills.
张陈勇Zhao Bo of New Distribution: How Frontline Sales Supervisors Use AI Lobster to Monitor Teams, Stores, and Results
Many frontline FMCG supervisors are busy all day but still feel a sense of helplessness at night. They monitor people, visit stores, send messages, make calls, and review reports, yet real problems still slip through: which salesperson was slow to follow up, which store's sales dropped without early detection, which product was distributed but didn't sell, and which area looked busy but didn't convert to sales. This article explains how frontline supervisors can use AI Lobster to effectively monitor their teams, stores, and results, turning it into a practical management assistant.
赵波How FMCG Brands Can Regain Command with bC Integration
As the FMCG industry enters an era of oversupply, brands face the challenge of shifting from distribution-oriented to sell-through-oriented strategies to regain control over channels and terminals. At the CFC Forum held in Chengdu on March 17, Dong Wenbo, founder of Ronghui Data, delivered a keynote on how FMCG brands can use bC integration to reclaim command, sharing insights from his experience building Dongpeng Beverage's digital marketing system.
董文波Chinese Herbal Wellness Drinks Enter the Second Half: Master Kong Uses Professional Strength to Unlock New Channel Growth
In recent years, with the promotion of the 'medicine and food homology' concept, Chinese herbal wellness drinks have indeed become popular. Products such as red bean and coix seed water, longan and red date tea, and ginseng anti-all-nighter water have emerged rapidly, and the market was once highly active. However, as the heat gradually returns to rationality, the real feelings at the channel level have begun to surface: products look abundant but are highly homogeneous; efficacy claims remain at the conceptual level, lacking more systematic support; consumers try new things quickly, but repurchase is unstable. On the surface, it is a sales problem, but in essence, it is a trust issue—the market lacks a capability system that can support products long-term and withstand scrutiny.
杨玉琳Dialogue with Sun Qin, Co-founder of Jiangxiaotun: Lightning Warehouses Enter the Second Half, Competing on 'Grunt Work'
In the past two years, instant retail has been a hot trend, and lightning warehouses have been at the forefront. However, most discussions tend to stop at conclusions like 'fast growth,' 'intense platform competition,' and 'huge opportunities,' obscuring the core question: what truly sustains a seemingly hot business in the long run? Before the Chinese New Year, I visited Sun Qin, co-founder of Jiangxiaotun, in Xuzhou for an in-depth conversation that delved beyond the hype into fundamentals like organization, franchise recruitment, supply chain, and platform dynamics, and why a lightning warehouse company would deliberately slow down after rapid growth to focus on internal capabilities.
周群From 10 Stores to 3,500: What Did Huiyixuan Do Right?
The competition in instant retail is undergoing a significant shift. In the past, the focus was on rapid expansion, but as store networks grow, players realize that without a controllable supply system and stable operations, scale alone cannot guarantee growth. This article shares the journey of Huiyixuan from 10 to 3,500 stores, emphasizing the importance of a 'center warehouse + front-end warehouse' network, systematic operations, and data-driven decision-making to achieve 'controllable, replicable, and scalable' growth.
朱璐星From Craft Innovation to Industry Leadership: Akuan Food Redefines Health Standards in Convenience Food with Zero-Frying Technology
Under the national 'Healthy China 2030' initiative, the 'Three Reductions, Three Healths' campaign is gaining momentum. The convenience food industry faces the question of how to protect national dietary health while maintaining convenience and taste. Akuan Food's release of the 'Zero-Frying (Non-Fried) New Healthy Convenience Food Development Report Blue Book' provides a significant answer, marking a shift from individual product innovation to industry-wide consensus and technological leadership.
New DistributionDealer Breakthrough: First Adjust Structure, Then Strengthen Organization, Then Calculate Compensation
A dealer asked why he couldn't meet the manufacturer's targets despite his efforts. The article outlines three steps for market breakthrough: adjusting product structure, channel structure, and combining organization, execution, and compensation.
高级研究员 海游When Sparkling Juice Becomes a New Staple in Foodservice, How Does Jiuri Validate Category Value with 'Four-Exhibition Linkage'?
In March, the 2026 Spring Sugar Fair arrived as scheduled. This year, Jiuri, a brand deeply rooted in the imported food sector for 18 years, made a decision that drew industry attention—breaking the conventional single-hall model to debut at the fair with a 'four-exhibition linkage' across Western Expo City 10F, Century City S8F, Tibet Hotel 218, and Crowne Plaza Zongfu 2F. This is not merely an expansion of booth space but a deep confidence in the commercial value of the 'sparkling juice' niche and a strategic declaration to find incremental growth in an era of stock competition.
New DistributionSunshine Supermarket GM: Adjustments Without Category Management Are All in Vain
As we enter 2026, supermarket adjustments are no longer a new concept. Many companies try to copy benchmarks to find a cure, but few achieve a closed-loop business logic. In a recent interview, Si Kai, GM of Handan Sunshine Supermarket, shares his 30 years of frontline experience, emphasizing that retail has no mysticism; all growth must be built on a scientific framework. He argues that adjustments without target customers, category logic, and efficiency models are all in vain.
赵胜男New Distribution's Zhao Bo: How the FMCG Industry Should Embrace Change in the AI Era
In this speech, Zhao Bo from New Distribution argues that FMCG is one of the first industries where AI will see large-scale implementation and tangible results. He outlines how AI is reshaping consumer decision-making, brand-channel connections, and internal business operations, and provides a three-stage roadmap for companies to adopt AI, emphasizing the importance of starting with real problems and preserving human insight.
赵波The Times Have Changed: The 30-Year B-End Path Has Completely Failed—How to Successfully Build a C-End Command Center?
Over the past three decades, the Chinese FMCG industry has had only one winning logic: mastering the B-end. As long as channel penetration was deep enough and the distributor team strong enough to continuously push products onto terminal shelves, you could win. This push-based approach dominated the thinking of a generation of marketers. However, in the last two years, the consensus is that this playbook has completely failed. Increasing rebates and issuing hard sales targets to push products has resulted in goods sitting stagnant at terminals like dead water. Why? Because the underlying commercial soil has fundamentally changed. We built a vast B-end empire in an era of shortage and incremental growth, but now we are lost in an era of severe oversupply and stock-driven markets.
陈思廷Breaking the Bottleneck in Packaged Water's Second Half: How Bama Bainian Embodies 'Bama's No.1 Water'
In recent years, China's packaged drinking water market has been characterized by intense hand-to-hand combat, with giants slashing prices and squeezing margins. Amid this fierce competition, the Bama water segment is surging, and Bama Bainian, with its scarce water source, massive production capacity, and channel empowerment, is positioning itself as the leading brand. The company is set to showcase its products at the Chengdu Sugar & Wine Fair in March.
戚特FMCG Distributors' Guide to 'Raising a Lobster': First Understand What It Is, Then Decide How to Use It
Recently, a phrase has been trending in social circles: 'Have you raised a lobster?' This 'lobster' refers not to the culinary delicacy but to OpenClaw, an open-source AI agent that has suddenly gained popularity. Its icon resembles a red lobster, so the process of installing, deploying, and fine-tuning OpenClaw is vividly called 'raising a lobster.' Its rise to fame isn't just for fun; it represents something more significant: AI is moving from 'conversation' to 'taking action for you.' This is something distributors should take seriously, as the FMCG industry is ripe for such transformation.
New DistributionAll Roads Lead to C: Building a C-End Command Center for Full-Scenario Reach
Modern marketing has established the principle of customer orientation (C-end orientation), making infinite proximity to or reach of the C-end the inevitable direction of marketing evolution. The evolution of marketing is the history of approaching the C-end, which has gone through four stages: brand department (indirect reach via mass media), marketing department (direct reach via terminal promotion), e-commerce (performance and branding integration via traffic investment), and bC integration (all-domain reach). Now, with multiple paths to C, enterprises need to build a C-end command center to coordinate strategy, unify messaging, and manage resources across channels.
刘春雄Yunchuan: From 47 Stores to 1 Million Community Stores, I Have Three Years Left
“Fewer people are coming into stores; they just order on their phones, and prices are lower than ours. This business is impossible!” This is the most common and desperate feedback I've heard over the past two years. I've also seen countless community store owners struggling in anxiety and groping in confusion. When traditional FMCG tactics completely fail, how should China's millions of community stores survive? My solution is: regional B2B supply chain plus regional hard discount chain. To replicate this proven city model on a national scale, I organized this annual course...
云川Instant Noodles Market Declines 6%, How Did This New Brand Grow 44.4% Against the Trend?
Entering 2026, growth in the FMCG industry is increasingly hard to find. In the instant food sector, Q4 2025 instant noodle sales fell over 6% year-on-year, while only four leading companies launched 887 new SKUs annually. Against this backdrop, Huaweifang achieved 44.4% annual growth by focusing on non-fried steamed noodles and implementing scene-based marketing in regional markets.
王军Deepening Value, Navigating Cycles: Decoding Uni-President China's High-Quality Growth Logic in 2025
In 2025, as the consumer market entered an era of stock competition and rational consumption, Uni-President China Holdings Ltd. (00220.HK, hereinafter 'Uni-President China') delivered a substantial annual report. The financial results showed full-year revenue of RMB 31.714 billion, up 4.6% year-on-year, and net profit after tax of RMB 2.05 billion, a significant increase of 10.9%. Against a backdrop of industry-wide pressure, this performance, with profit growth far outpacing revenue growth, not only achieved breakthroughs in both revenue and profit but also, with its clear strategic focus and solid operational fundamentals, provided a high-quality model of 'value growth' for the industry.
春天Where Is the Next Growth Frontier for China's FMCG Industry?
In an era of oversupply, FMCG growth is shifting from channel dividends and distribution coverage toward consumer demand, instant retail, retail remodeling, private labels, global markets, AI, and cross-industry coordination.
New Distribution