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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Future Community Retail: 30% Eliminated, 30% Chained, Remaining 40% Served by New Distributors
At the 3rd China FMCG Hard Discount Conference on August 21, Zhang Haibo, co-founder of Lemeng, shared insights on the trend and impact of community retail chainization. He predicted that in the future, 30% of community retail stores will be eliminated, 30% will be taken over by chain brands, and the remaining 40% will be served by new-style distributors.
张海波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The number of merchants with annual sales exceeding 100 million on Dewu increased by 70% in one year, and the trend that distributors must follow has arrived
Recently, New Distribution released the "2024 China FMCG Distributor Operating Conditions Survey Report" at the FMCG industry conference. The report shows that only 55.0% of distributors achieved their brand sales targets in the first half of the year, with 48.7% seeing revenue decline and 63.2% seeing profit decline compared to the same period in 2023. This indicates that distributors are facing operational challenges, and they must proactively seek growth in emerging e-commerce platforms like Dewu, which offers high traffic, demand, and sales potential.
秦淮Media Determines Information, Channels Determine Products, and Change Always Starts with Intermediaries
This article explores the profound meaning of Kotler's statement that "utilizing intermediaries is a major source of economic efficiency," arguing that intermediaries are a primary driver of social wealth and that commercial change often begins with them. It emphasizes that as society progresses, division of labor deepens, leading to more exchange and a stronger role for intermediaries, and that channel changes drive product and marketing innovations.
苗庆显Genki Forest: A Year of Paying Tuition to Giants
As a startup less than 10 years old, Genki Forest stands out remarkably. In the 2023 GEI China Unicorn Enterprises list, it ranked eighth with a valuation of $15 billion, surpassing Xiaohongshu. Over eight years, it incubated three products with sales exceeding 1 billion yuan each, a huge victory. However, problems persist: its star products—sparkling water, milk tea, and Alien electrolyte water—launched in 2018, 2019, and 2021 respectively, and since then, the company has seen a sharp decline, with sales growth dropping from 2-3 times annually to around 20% in 2022, facing barriers in lower-tier market distribution channels.
刘纾含How FMCG Distributors Can Enter Retail Without Losing Their Way
A county-market operator that combines distribution, supermarkets, B2B, and snack discount stores explains why retail requires customer-first thinking, disciplined sequencing, and a professional operating system.
New DistributionMajor Release | 2024 China FMCG Distributor Business Condition Survey Report
From August 20-22, 2024, the 6th China FMCG Conference, the 3rd China FMCG Hard Discount Conference, and the 3rd China FMCG Distributor Conference grandly opened in Shanghai. On August 22, at the distributor conference, Yuan Lai, Chief Content Officer of New Distribution, and Wendy Li, Partner of New Distribution's Research and Consulting, released the "2023-2024 China FMCG Distributor Business Condition Survey Report." Based on in-depth surveys of 302 medium-to-large distributors nationwide, the report covers 14 core FMCG categories across 131 cities, revealing the true state of distributors in a complex market environment.
袁来Ren Wenqing of New Distribution: Retailers Fight for Pricing Power, FMCG Brand Channel Systems and Organizations Face Adjustments
This year, we co-authored the 'China Hard Discount Development Report (FMCG Industry Insights 2024)' with Lemeng Software. Last October, we released the 'China Snack Hard Discount White Paper (FMCG Industry Insights 2023)' at our conference in Shenzhen. In nearly a year, the shift from snack hard discount to hard discount has dropped two characters, but the essence remains unchanged while its impact on the industry chain has grown. This year, I summarize hard discount in three phrases: wider distribution, more categories, and less resistance.
任文青AndyNew Distribution Zhao Bo: The 'Shrinking Volume Era' Is an Inevitable Stage for the Birth of Great Companies
Zhao Bo, founder of New Distribution, argues that the current 'shrinking volume era' in China's FMCG industry, marked by declining sales and profits, is not just a challenge but an inevitable stage for the emergence of great companies. Drawing on data, historical examples, and management theories, he urges brands and distributors to innovate, optimize operations, and adapt to new consumer lifestyles to thrive.
赵波Analyzing Nearly 40,000 Distributors, We Found What the 'Next-Generation Distributor' Looks Like
In the era of shrinking volumes, business model innovation, channel restructuring, and diversified consumer demands have brought unprecedented chill to the industry. Data shows that about 57% of distributors saw sales decline year-on-year, while 17% remained flat. However, despite the pressure, about 26% of distributors achieved counter-trend sales growth. How did they do it?
舟谱数据China's No.1 Organic Oat Brand: How Distributors Can Choose the Right Track and Seize the Opportunity in a Billion-Yuan Market?
As food safety becomes a global focus, organic food is gaining popularity. The organic oat market in China is growing rapidly, presenting a promising opportunity for distributors. Yinshan Youmai, as China's leading organic oat brand, offers advantages in golden production areas, full industry chain, domestic naked oats, fresh harvest, and omnichannel distribution, making it an ideal choice for distributors.
New DistributionExclusive Report | 2024 China FMCG Distributor B2b Platform Strategy Insights
As a senior editor at New Distribution, I've observed a growing trend of distributors pivoting toward local B2b supply chain platforms to capture new growth opportunities. Based on this, New Distribution has released the '2024 China FMCG Distributor B2b Platform Strategy Insights Report,' offering a comprehensive framework for transformation and collaboration with brand owners.
袁来“As Sales Rise, Prices Fall”: Beverage Brands Struggle Even in Peak Season
Li Chengjie notes that during the peak sales season for beverages, brands and manufacturers are fighting on the front lines, competing for freezer space and running promotions to meet annual sales targets. Given this year's economic and competitive pressures, maintaining growth is particularly challenging. The author offers five marketing details often overlooked by manufacturers and distributors, hoping to inspire them in this summer campaign.
邢仁宝Exclusive Report | Only 55% of Distributors Met Brand Sales Targets in H1, 63.2% Saw Profit Decline
In the past two years, business models, channel structures, and consumer demands have been changing, placing China's commercial distribution business in a state of continuous transformation. The industry has entered a knockout stage, requiring distributors to enhance their capabilities. More brand owners are shifting their approach to collaborate with local distributors to co-manage markets. However, a gap exists between distributors' operational goals and brand owners' expected value. Against this backdrop, New Distribution conducted an exclusive survey and released the "2023-2024 China FMCG Distributor Business Condition Survey Report," based on in-depth research of 302 medium and large distributors across various categories, aiming to present the true state of distributors in a complex market environment.
New DistributionDistributors: How to Grow Profits in an Era of Shrinking Volume?
Distributors face the challenge of growing profits when volume is shrinking. The article argues that profit issues are a shared problem between manufacturers and distributors, requiring joint design and management. It introduces three profit models—scale profit, long-tail profit, and structure profit—and emphasizes the need for strategic planning and early layout.
刘春雄Sanquan Foods Teams Up with Stephen Chow's Classic Film 'God of Cookery' to Fully Develop the Shabu-Shabu and BBQ Business
On August 1, Sanquan Foods held a unique product launch and national strategic customer conference at its Zhengzhou headquarters, where nearly 300 core distributors gathered to taste and evaluate new products. Chairman Chen Nan personally attended, inviting distributors to 'review the homework' of the company's quality improvements and innovative new products. This marks Sanquan's full-scale push into the shabu-shabu and BBQ category, aiming to create a strong brand in this sector.
陈夕The Future of Distributor Business: Service Fees Outweigh Product Price Differentials
Distributors attribute low achievement rates to poor market conditions and declining supermarket sales, leading to inventory backlogs and pessimism. However, proactive distributors are introducing new brands to offset sales declines, and opportunities exist in channel diversification, product selection, and service fees.
王正齐Three Core Actions for Distributors to Turn Losses into Profits: Inspect Goods, Inspect Channels, Inspect People
In the first half of this year, many distributors have already started to incur losses or are on the brink of losses, and everyone is confused about future development. However, some distributors have seen their sales decline but profits increase, while others have seen both sales and profits grow. How did these distributors achieve this? For distributors, this year, offline snack chains, discount supermarkets, and regional supply chain companies will definitely divert some of their business, while Pinduoduo, Douyin, and community group buying are also seizing offline market share. Coupled with declining consumer purchasing power, these factors have led to a significant drop in distributor sales.
王正齐