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Distributors Are Struggling to Survive—How Should Manufacturers Hold Their Annual Distributor Meetings?
As the economic downturn and rapid changes in offline channels put pressure on distributors, manufacturers must rethink their annual distributor meetings. This article suggests shifting from a simple gathering to a strategic session that aligns understanding, shares industry insights, and fosters co-creation to help distributors adapt and thrive.
袁来Exclusive | Interview with Fan Xiao Qi "Milk Qi" Founder: Leading Distributors Out of Involution with an Innovative Category
A regional beverage brand in China, Wei Yi, was recently acquired by a private equity firm under LVMH, sparking industry attention. This article explores why a plant-based protein drink focused on the foodservice channel attracted global luxury interest, and introduces Fan Xiao Qi, a new brand rapidly rising in Zhejiang with its signature product "Milk Qi," which is making waves by focusing on the foodservice channel and creating a new category.
冯瑶National Day and Mid-Autumn Festival Double Holiday Sluggish, Gift Box Market This Year Seems to Have Failed...
In the FMCG circle, there is a saying: one festival can account for half a year's sales. Traditionally, the Spring Festival accounts for 50% of sales, the Mid-Autumn Festival 30%, and other festivals like Dragon Boat and Mother's Day 20%. However, this year's Mid-Autumn Festival was not optimistic, and the National Day holiday was even more sluggish, making the expected 'big sales festivals' seem desolate. This article reviews key points from terminal stores and distributors to provide actionable insights for the upcoming Spring Festival gift box market.
田静Distributors: Farewell to Small-Scale, Embrace the Era of Major Players
On August 22, New Distribution released the '2023-2024 China FMCG Distributor Business Condition Survey Report' at its third distributor conference. The overall data shows that 46% of distributors failed to meet their sales targets for their top brand, while 55% met them. This report indicates a trend towards larger distributors and the rise of B2b platforms.
刘春雄In-depth Analysis: 2024 China FMCG Distributor Business Status Insights
As we approach the end of 2024, New Distribution's Yuan Lai provides an annual review and summary for FMCG distributors nationwide, based on the '2024 China FMCG Distributor Business Status Survey Report' released in August. The analysis covers distributor business profiles, performance in 2024, and the pressures and challenges faced, offering strategic insights for the future.
袁来Global Major Trading Company Insights | McLane, with Annual Sales of $52.6 Billion, Under Buffett's Berkshire Hathaway
This article introduces McLane Company, a U.S. wholesale supply chain service company owned by Berkshire Hathaway, which achieved $52.6 billion in revenue in 2023. It details the company's history, its acquisition by Walmart and later by Buffett, its business model, and its competitive advantages.
任文青AndyZhao Bo of New Distribution: A Paradigm Shift in the Discourse Power of China's Commercial Circulation is Inevitable
This is the second article in Mr. Zhao Bo's series column 'China Commercial Circulation Revolution Series'. The series outlines four generations of retail models in China, from traditional mom-and-pop stores and wholesale markets to the current era of e-commerce and community group buying, and discusses the shift in supply chain dominance from brand owners to retailers and distributors.
赵波Distributors That Don't Transform Their Supply Chains Will Only Find the Road Getting Narrower
China's economy has entered a phase of medium-speed growth, and the FMCG market has entered a new cycle. Significant changes have occurred in consumers, the retail environment, and market competition. For those in the FMCG industry, it is essential to re-understand industry changes and consider future enterprise transformation directions. Distributors, constrained by their role in the supply chain, often lack deep strategic thinking about their own business development. This is a genetic issue for distributors: products are developed, produced, and marketed by brand owners, then sold to consumers by retailers, making the distributor's role seem merely that of a transporter. However, if they were just transporters, there would be no need for extensive discussion. To discuss distributors, we must look beyond their perspective and consider a broader context.
赵波Will Even the Best Distributors Be Eliminated by the Times? How Do We 'Survive' and 'Win' Amidst Changing Eras
Finally! The domestic FMCG market has seen a major brand that truly understands traditional healthy beverages. With tea and sour plum juice cooling off, soybean milk—a staple healthy drink—has quietly maintained a high market share. Is soybean milk next in line for a 'explosive' category dividend? Joyoung Soymilk, leveraging its brand strength and channel advantages, has launched a self-standing pouch ready-to-drink series, aiming to help distributors seize market opportunities and achieve win-win outcomes.
Zoey“Small Category” Distributor: Covering 3,000+ Supermarkets, Turning Pet Supplies into “FMCG” with Full Rack Output
Traditional trading businesses are increasingly difficult, so where is the way out for distributors? In the past era of “dividing the cake,” as long as you were willing, it was only a matter of eating faster or slower and getting a bigger or smaller share; but now it is an era of “grabbing the cake,” and distributors must continuously innovate to keep up with market changes. In Zhengzhou, Henan, there is a boss who initially ran a general merchandise trading business, then entered the pet supplies industry, became a supplier to Pangdonglai, and through deep cultivation of the pet category, built strong product solution capabilities, becoming a one-stop, full-store output operation solution provider for pet supplies in supermarket channels.
汪海Should Distributors Engage in Online Business?
A recent report by New Distribution, '2023-2024 China FMCG Distributor Operating Conditions Survey Report', revealed that among over 300 surveyed distributors, 60.3% operate purely offline, while 38.7% have integrated online and offline operations. Notably, 76.2% of large distributors with sales over 300 million yuan have adopted this integrated approach. Furthermore, 60.7% of integrated distributors met their sales targets, with an average achievement rate of 101.1%, outperforming single-channel distributors in both revenue and profit growth.
何雯The Core Value of FMCG Manufacturers' Marketing Teams Is to Enhance Channel Competitiveness
The core value of FMCG manufacturers' marketing teams lies in enhancing channel competitiveness. Market share is a result indicator driven by product & brand competitiveness, channel competitiveness, and consumer competitiveness. While marketing teams can only inherit and execute on product and consumer aspects, channel competitiveness is the area they must build and develop to drive growth in a shrinking market.
高级研究员 海游Genki Forest No Longer Aggressive
In the fiercely competitive summer bottled beverage market, Genki Forest's traditional Chinese health water product 'Zizai Shui' has become a notable presence on shelves, occupying prominent positions in many convenience stores and vending machines. Distributor Qin Bin in Chongqing told Caijing that Zizai Shui now accounts for 10%-15% of his Genki Forest product sales, achieving this from zero in just 8 months, surpassing the performance of Genki Forest's flagship products at the same stage.
半熟财经Dewu's Billion-Yuan Merchants Up 70%, New Products Hit Million in 30 Days: Should Distributors Join?
In recent exchanges with distributors, a common feeling is anxiety due to stagnant sales and shrinking profits. Many are exploring online channels for growth, but not all platforms are suitable. Dewu stands out as a platform that offers profitability, growth, and ease of operation, with data showing significant increases in merchant numbers and GMV across categories.
AsherWhen Business Slows, Manufacturers Need to Guide Distributors in Winning Every City Battle
When sales decline, frontline teams often blame the market or the environment, but the real issue is organizational capability. Manufacturers must guide distributors and sales teams to fight city-by-city battles, using short-term incremental channels to relieve pressure and long-term city business model iteration to enhance organizational efficiency.
许翔 Ryan XuCan Hard-Discount Supply Chains Bypass Distributors?
Direct factory purchasing grows as discount chains scale, but most retailers still need distributors for category expertise, assortment building, flexible supply, returns, and local service. The distributor's role changes from product middleman to supply-chain service provider.
New DistributionPrices Plunge 30%, Sales Slump: Are Mid-Autumn Gift Boxes No Longer Selling?
A frontline survey reveals that Mid-Autumn gift box sales have been sluggish since last year, with terminal prices dropping 30% and many stores reducing stock. Despite the downturn, opportunities remain in special channels and community-based stores, with two potential sales peaks expected.
张雨薇Distributors Doing Regional B2b: Price Wars Are Meaningless
At the China FMCG Conference in August, New Distribution released the '2024 China FMCG Distributor B2b Platform Strategy Insight Report' and held a closed-door B2b seminar. We observed that both brand owners and distributors are highly interested in the B2b model, driven by its value in deep coverage of small and medium stores. However, the underlying reason for this renewed attention is the lack of growth in the market.
周群Brand Owners Must Read: Tackling the Hard Nut of Digital Integration Between Manufacturers and Distributors
In the face of economic downturn and the era of shrinking volume, brand owners and distributors are both seeking ways to reduce costs and improve efficiency, preserve existing markets, and find new growth. Digitalization has become an unavoidable topic for both parties, as it can genuinely make information transparent, business online, data-driven, and ultimately achieve cost reduction and efficiency gains. Today, digitalization is no longer a question of whether to adopt it, but has become a standard for enterprises, entering the deep water zone of digital infrastructure and operations, where every company wants to build its own private digital assets.
周斌A Different Kind of High-Quality Platform-Based Distributor
At the 6th China FMCG Conference held in Shanghai from August 20-22, Cai Zhicheng, founder of Chengdu Laiken Information Technology Co., Ltd., shared insights on building high-quality platform-based distributors. He emphasized that in a shrinking market, the only survival rule is to seize competitors' customers while protecting your own, and outlined strategies for achieving both high growth and profitability.
蔡志成RoyoPanda: The Exploration Journey from 0 to 100 Million in Overseas Markets
At the 6th China FMCG Conference, Gao Yunchao, CEO of Royo Group, shared insights on how small and medium-sized factories can expand overseas, emphasizing that brand comes first, sales second. He detailed Royo's journey from zero to 100 million in overseas markets, covering market selection, operational strategies, supply chain management, and risk control.
高云超Distributors: Seek Growth from the Market, Profit from Management
Amid economic downturn and demographic shifts, distributors face integration pressures. This article outlines strategies for growth and profit, emphasizing brand communication, product mix, channel management, organizational efficiency, consumer engagement, cost optimization, and time management.
高级研究员 海游How a Chinese Distributor Made Mengniu Yoyi C a Leading Brand in Indonesia?
At the 6th China FMCG Conference held in Shanghai from August 20-22, Gao Ling, Chairman of PT.YOYIC CHARMING INDONESIA, delivered a keynote speech on how a Chinese distributor built Mengniu Yoyi C into a leading brand in Indonesia. He shared insights on Indonesia's market overview, the development of Mengniu in Indonesia, and the business opportunities there.
高灵Building the Capability System of the 'Next-Generation Distributor'
In the fast-moving consumer goods (FMCG) industry, the consumption environment and competitive landscape are undergoing profound changes. Amid market contraction, how can distributors navigate the cycle and build the capability system of the next generation? Zhoupu Data, an industry-empowering data intelligence company, has observed that despite the cold winter of contraction, some distributors achieve counter-trend growth. This article shares insights from Zhoupu Data's Vice President, Zhou Zhen, on the core supply chain capabilities and high-quality expansion strategies needed to become a next-generation distributor.
周震