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3961 articles · Page 8 of 166
Freeing Salespeople from KPI Traps
At the 7th China FMCG Conference hosted by New Distribution, the former chairman of China Resources Beer proposed 'freeing distributors and salespeople,' which resonated deeply. Salespeople are trapped by endless visits and reports, unable to escape KPI constraints. The industry's KPI 'consensus' is actually counterintuitive, as most 'consensus' behaviors are contrary to common sense.
刘春雄Going Global to Africa: The Next Strategic High Ground for FMCG?
At the 7th China FMCG Conference held in Shanghai from August 19-21, 2025, Wang Jun, Vice President of cross-border B2B e-commerce platform Egatee, shared insights on FMCG expansion into Africa, analyzing trends and cases. The article argues that Africa, with its demographic dividend and market potential, represents a strategic opportunity for Chinese FMCG companies to replicate past growth, urging them to act now for the next decade.
王军Distributor Efficiency and Consumer Recognition: How Yangmu Dairy's Omnichannel 'Two-Way Empowerment' Reshapes the Goat Milk Ecosystem
In the goat milk industry's special development stage of 'high growth, low concentration', channel construction is becoming the key to breaking through. Euromonitor International data shows that in 2024, China's goat milk market reached 123.7 billion yuan, with a compound annual growth rate of 18.6%, but the industry CR5 (top five companies' market share) is only 37%. The deep contradictions during the industry transformation highlight the decisive role of channel networks in shaping the industry landscape—when companies use omnichannel coverage to turn products from 'scarce goods' into 'daily consumer goods', they can not only reduce distributors' market development costs by over 30% but also build competitive barriers through collaborative efficiency. In this channel revolution, Yangmu Dairy's practice provides a typical model for the industry.
何卉纭Net Profit 7.6 Billion, Tea Drinks Resurgent: The Growth Logic in Nongfu Spring's Financial Report
On August 26, Nongfu Spring released its 2025 interim results announcement. The financial report shows that the company achieved revenue of RMB 25.622 billion in the first half of the year, a year-on-year increase of 15.6%; net profit was RMB 7.622 billion, up 22.1% year-on-year. Against the backdrop of a pressured overall market environment, such results are undoubtedly outstanding. By business segment, packaged water revenue was RMB 9.44 billion, up 10.7% year-on-year, accounting for 36.9% of total revenue; the tea beverage business achieved revenue of RMB 10.089 billion, a sharp year-on-year increase of 19.7%...
New DistributionMingren Soda Water's Dual-Scenario Growth Strategy
Mingren built growth around two concrete consumption occasions—Chinese banquet drinking and spicy dining—then connected product design, distributor networks, store activation, and social content around each one.
New DistributionHow Bottle Planet Built a Second Growth Curve in Low-Alcohol Drinks
Bottle Planet moved beyond a single baijiu brand through low-consumption survival, systematic improvement, focused occasion innovation, customer co-creation, and an organization designed to keep starting new businesses.
New DistributionHema's Decade: Sprint, Slowdown, Streamline, and Return
After ten years, Hema has achieved its first full-year profitability, with GMV exceeding 75 billion yuan in the fiscal year from April 2024 to March 2025. The company has shifted from rapid expansion to a focused strategy, streamlining its business to concentrate on Hema Fresh and Hema NB, while emphasizing product strength and supply chain efficiency.
FBIFNew Distribution Ren Wenqing: The Fall of the 'Selling Field' and the Rise of the 'Buying Field'
At the 5th China FMCG Retail Innovation Conference held in Shanghai on August 20, 2025, Ren Wenqing, CEO of New Distribution, delivered a keynote speech titled 'From Price War to Matching War: Understanding the Logic of Production-Supply-Marketing Transformation Behind Retail Noise.' His core viewpoints: 1. The 'selling field' is falling, and the 'buying field' is rising. 2. Price competition has reached its limit; the next focus is matching. 3. Brands should adjust not product specifications but their industrial role positioning and organizational logic. This article is a core summary of the speech.
任文青AndyZhao Bo of New Distribution: PEST Market Growth Strategy in an Era of Surplus
In the current Chinese market environment, consumption is undergoing a structural shift: the dominant reason for purchase is moving from 'physical value ranking' (function, performance, price, availability) to 'psychological value ranking' (relative position, identity narrative, meaning of recognition). This article proposes a systematic framework—four logics and two structures—to explain the current economic and market issues, and offers strategic solutions for enterprises to adapt.
赵波The Channel Distribution Dividend in FMCG Has Completely Ended!
Nestlé Greater China's H1 2025 results show a 4.2% organic growth rate, prompting management to rethink its strategy. They acknowledge that past growth relied on pushing products into distribution channels, leading to high inventory, and are now shifting to a consumer-pull model. This signals a fundamental change in FMCG sales logic, with three key signals: supermarkets moving from selling shelf space to selling products, the rise of private label brands, and widening market stratification.
袁来3 Days to Connect with Precision Resources + Learn Top Brand Methodologies! Industry Shakeout, Break Through Now!
The 2025 [New Demand · New Supply] 7th China FMCG Conference, 5th China FMCG Retail Innovation Conference, and 5th China FMCG Distributor Conference are 4 days away. Scheduled for August 19-21, 2025 in Shanghai, China, the event features 100+ expert speakers, 1000+ precise channel connections, 2500+ attendees, and the launch of 2 major industry reports plus a deep-dive distributor growth case collection.
New DistributionHow Joyoung Repositioned Soy Milk Powder for Everyday Nutrition
Joyoung moved soy milk powder beyond the breakfast occasion by combining familiar plant protein with low-sugar demand, convenient nutrition, ingredient innovation, and coordinated online and offline distribution.
New DistributionUni-President China's 2025 Interim Report Decoded: Product Evolution Drives Performance Growth
Despite the overall slowdown in China's FMCG market, Uni-President China Holdings Ltd. (hereinafter referred to as 'Uni-President China') delivered an impressive performance. In the first half of 2025, the company reported revenue of RMB 17.087 billion, up 10.6% year-on-year, and net profit of RMB 1.287 billion, a substantial increase of 33.2%, setting a new record for the same period. Behind this strong report is the result of Uni-President China's continuous deep cultivation over the years. By analyzing the performance of each business segment, we can clearly see that this food and beverage company is opening up new growth space in the existing market through differentiated competitive strategies.
张豆豆After the Pay and Performance Reform, All My Employees Quit
Recently, salesperson Xiao Yang called to say he had been thinking it over and decided to resign. When asked why, he was furious: "The boss keeps making random reforms, I can't work like this!" According to Xiao Yang, his trading company had undergone a round of pay and performance reform, which made him, a four-to-five-year veteran, very dissatisfied. "The previous 'base salary + commission' model was simple to calculate based on sales amount, but now with so many added assessment items and such complexity, isn't it just to make us work more for less pay? It's simply..."
张雨薇Lingnan Sauce Heart, Smart Manufacturing Breakthrough: How Chubang Navigates Cycles with Culture + Craft + Smart Manufacturing?
Chubang, a condiment brand under Zhongju Hi-Tech (600872.SH), was valued at 29.289 billion yuan, ranking 350th on the 2025 'China's 500 Most Valuable Brands' list. The brand's true value lies not in sales or advertising, but in its rise as a model of excellence: rooted in Lingnan culture, it achieves differentiation and innovation, building a moat to cross industry cycles.
文石"Megabrands × Mega Platforms": In Times of Change, Budweiser China and Distributors Build a Resilient Growth Path
In the first half of 2025, New Distribution visited over a hundred distributors and observed that the distributor community is generally in a state of confusion. In the past, distributors built moats for local distribution networks through deep cultivation of regional markets. But today, channel fragmentation, declining offline store traffic, and low-price competition have brought increasing uncertainty to distributors' businesses. This trend is especially evident in the alcoholic beverage market, where market stratification and demographic segmentation are widening demand differences. In this context, Budweiser China's "Megabrands × Mega Platforms" strategy, which leverages brand power and platform resources to empower distributors, offers a systematic response and a sustainable growth path.
AsherSmall dealers rely on luck, medium dealers on management, large dealers on direction
Hello friends. I'm Yuan Lai from New Distribution. Small dealers rely on luck and courage; medium dealers rely on management and professionalism; large dealers rely on direction and choice. These are some insights I've recently summarized based on the scale of dealers' business volume.
袁来Price System Collapsed, Even Dogs Despise It!
In frontline research, distributors and terminal stores complain most about the price system, with top brands unable to find buyers due to price inversion. Why is the price system problem so severe now? White liquor marketing expert Niu Enkun says: policy escalation is poison. Overuse of tiered policies affects the price system. Combined with excessive inventory pressure, it leads to channel dumping, accumulating to a critical point and causing channel collapse. Policy escalation is poison, hitting the nail on the head. Scenario Research Institute Secretary-General Fang Gang says: online communication is fine, but chasing volume online is suicide. Short-term online volume chasing has a greater impact on the price system, even being the last straw for price collapse.
刘春雄How a Bowl of Instant Noodles Defines the 'Standard of Good Noodles'? See Master Kong's Confidence and Know-how
In an era of abundant goods, consumers face a dizzying array of choices and have become more cautious. The nationwide rush for Pangdonglai's products and the sustained popularity of Hema's hits essentially stem from the trust they've built as 'safe to buy blindly.' So how can brands establish such consumer trust? The entire market is seeking answers. In the FMCG industry, especially in the instant noodle sector, products are highly similar and flavor competition is fierce, yet there has never been a clear standard for what truly constitutes good quality.
AmyDiscount Retail Expansion, Traditional Retail Reform, and Instant Retail Acceleration: How Should FMCG Manufacturers Respond?
The 7th China FMCG Conference and the 5th China FMCG Retail Innovation Conference & the 5th China FMCG Distributor Conference will be held in Shanghai from August 19-21, 2025. With the theme 'New Demand, New Supply', the conference will bring together key players in the FMCG industry chain to discuss the transformation of the supply system and the repositioning of retailers, distributors, and brands.
New DistributionIs the Traditional FMCG Model Really Beyond Saving? The Answer Is Here
If you're still using 10-year-old methods to do FMCG business in 2025, your customers are leaving, your profits are evaporating, and your competitors are eating your market. If you're pondering what consumers really want, how to shift from production-oriented to demand-driven, which channels still have dividends, how distributors can transform, and how to use digitalization and AI to rebuild supply chains, the 7th China FMCG Conference in Shanghai from August 19-21 will provide answers.
New DistributionLin Xiaohai's First Anniversary: Reviving JAHWA is Hard, But If It Weren't Hard, Why Would They Need Me?
At the 2024 annual shareholders' meeting of Shanghai Jahwa on June 25, Lin Xiaohai announced that during the 618 shopping festival, major brands achieved high double-digit growth across online channels, with e-commerce GMV up nearly 30% year-on-year. Reflecting on his first year as chairman and CEO, he gave himself 79 points, acknowledging the difficulty but expressing confidence in the validated strategy and completed organizational restructuring.
号外「经销商转型“商贸+B2b供应链”实操大课·洛阳站」圆满结束！
On June 19-21, the practical training course for dealer transformation to 'Commerce + B2b Supply Chain' in Luoyang concluded successfully. The 3-day, 2-night intensive program systematically covered six modules: startup rhythm, sales management, platform operations, warehouse and distribution management, product management, and organizational management, with a visit to the Luoyang Hecai Commerce practical base, providing dealers with a clear transformation blueprint. Over a hundred dealer owners from across the country attended.
New DistributionFrom a 1 Billion Yuan Single Product to a 10 Billion Yuan Category: Man Xiaobao Aims to Be the 'King of Rice Noodles'
A distributor in Wuhan shared with New Distribution that he placed an order for Man Xiaobao's new product before even tasting it, based on trust built over years of cooperation, and the product sold so well that it was out of stock again. Man Xiaobao, a brand founded in 2020, has become a leader in instant rice noodles, launching three new products that each exceeded 10 million yuan in monthly sales within a year, and is now expanding its product matrix to solidify its position in the 100-billion-yuan category.
Asher