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The Only Way for Distributors to Achieve 'Leapfrog Growth': Platform Distributors
Liu Chunxiong points out that the internet revolution is nearing its end, while the supply chain revolution is just beginning. The question is whether the internet, which claims to 'eliminate' distributors, or the supply chain revolution, which 'bypasses' them, has a greater impact. This article is based on Liu Chunxiong's sharing at the closed-door meeting of 'Anneng Zhilian Supply Chain' at the 5th China FMCG Conference in Shenzhen.
刘春雄Zou Wenbiao: Re-recognizing the Value of Distributors in the Digital Intelligence Era
This article is based on the keynote speech by Mr. Zou Wenbiao, co-founder and president of Zhoupu Data, at the 5th China FMCG Conference. Zhoupu Data currently serves nearly 40,000 active distributors across the country with an annual GMV exceeding 400 billion yuan. As a leading distributor business system service provider, Mr. Zou offers insights from a service provider's perspective, urging distributors to reshape their thinking, focus on efficiency, scale, and digital collaboration to seize opportunities in the era of industry consolidation.
邹文标Laojin Mofang's Zhu Yingying: Unlocking the Creative Power of New Chinese-style Health Consumption
At the 5th China FMCG Conference and the 1st China FMCG Distributor Conference held in Shenzhen from October 9-11, Zhu Yingying, CEO and Partner of Laojin Mofang, shared insights on how the century-old brand leverages the 'medicine and food homology' concept to innovate in the health consumption sector, addressing evolving consumer needs and market opportunities.
朱盈盈New Distribution Exclusive Release | 2022-2023 China FMCG Distributor Business Survey Report
Over the past two years, China's commercial distribution business has continued to evolve. Traditional business models are changing, with digitalization and local supply chain integration becoming the direction for more distributors. New retail formats such as hard discount snack stores and front warehouses are rising, forcing distributors to expand into more channels. Distributors' capabilities are strengthening, and more brand owners are co-managing markets with local distributors. However, there is a gap between distributors' business goals and brand owners' expectations. Based on this, New Distribution, together with Zhoupu Data, conducted a survey of 279 medium and large FMCG distributors across China to release this report, providing insights into distributor operations, management, efficiency, and trends.
New DistributionLiu Chunxiong: Six Steps in the Digital Evolution of Traditional Enterprises
On October 10, at the 'bC Integration' parallel forum of the 2023 Fifth China FMCG Conference and the First China FMCG Distributor Conference, Liu Chunxiong, a channel digitalization expert, advocate of new marketing, and dean of the Marketing Digitalization Research Institute, attended as a guest. At the conference, Mr. Liu delivered a speech titled 'Six Steps in the Digital Evolution of Traditional Enterprises.' To this end, New Distribution has compiled the essence of Mr. Liu's speech (with deletions and modifications) for readers. How should we understand the current macro environment facing China's FMCG marketing? I...
刘春雄Bulk Snack Chains and Traditional Distributors: A Zero-Sum Game?
As China's economy grows and consumer preferences evolve, the leisure snack market has expanded, with bulk snack stores offering exceptional value rapidly emerging. From the 2010 introduction of the 'bulk snack' concept by Laoban Daren to current mergers among leading brands, these stores have disrupted the market like a catfish among sardines, bringing vitality and challenges, and will eventually achieve a new equilibrium. Public opinion is divided: some believe bulk snack stores will replace distributors, while others argue that 'you get what you pay for' and that distributors will prevail. However, it is worth reconsidering whether the two are necessarily in a replacement relationship.
全食在线Multiple Hit Products Ignite Autumn Sugar Fair, Xiangpiaopiao Becomes Distributors' 'Best Partner'
On October 14, the 109th National Sugar and Wine Fair concluded, showcasing new products, trends, and injecting vitality into the consumer market. Xiangpiaopiao's participation was a resounding success, with its high-quality products earning unanimous praise from visitors and distributors, shining as the 'popularity king' throughout the event.
月河Jiangxiaobai's Tao Shiquan: What Should Brands and Distributors Do Amid Unprecedented Market Adjustments?
At the 5th China FMCG Conference and 1st China FMCG Distributor Conference held in Shenzhen on October 9, Jiangxiaobai founder Tao Shiquan addressed the unprecedented market adjustments, urging operators to abandon habitual illusions and recognize that current difficulties are part of a long cycle. He outlined Jiangxiaobai's strategy of high-quality operational improvement and its pursuit to become a 'rising star' in the new alcoholic beverage market.
东南Major Release | 2022-2023 China FMCG Distributor Business Condition Survey Report
At the 5th China FMCG Conference and the 1st China FMCG Distributor Conference held in Shenzhen from October 9-11, 2023, New Distribution's Chief Content Officer Yuan Lai and Research & Consulting Partner Wendy Li released the "2022-2023 China FMCG Distributor Business Condition Survey Report" (hereinafter referred to as the Report), jointly produced by New Distribution and Zhoupu Data. Based on a survey of 279 FMCG distributors across China, the report provides insights into distributor operations, management, efficiency, and development trends, revealing challenges and opportunities in market operations and upstream/downstream cooperation.
New DistributionZhao Bo: Viewing China's FMCG Retail Channels from an Abstract Perspective
Zhao Bo, founder of New Distribution, discusses the theme 'Rebuilding: A New Era' for the 5th China FMCG Conference, emphasizing the need for businesses to think across cycles and use abstract thinking to navigate channel fragmentation and changing consumer demands, rather than relying on simplified models.
赵波Everyone Calls for Distributors to Communicate and Learn More, But What Exactly Should They Learn?
The first step in my consulting work is always market research, and a key part is in-depth interviews after visiting distributor markets. In the past year or two, I've noticed an interesting phenomenon: distributor bosses born in the 1980s and 1990s have deeply realized that learning ability is the primary productive force, and they are willing to invest time and money, but the results are often unsatisfactory. As one post-90s second-generation distributor said: "I want to change the status quo, increase sales and profits. I've bought many books, attended many courses, and participated in many study tours organized by brand owners. It's not that they have no effect, but I always feel that fragmented knowledge points cannot be condensed into more valuable things for practical implementation and monetization." Today, I will briefly sort out the logical framework for distributor learning, focusing on the business and operational issues that distributors care about most.
高级研究员 海游Peak Season Sales Cool Again: High Inventory Plagues Baijiu Despite Mid-Autumn and National Day
As Mid-Autumn Festival and National Day approach, the baijiu industry's September is unusually busy, with online sales booming (e.g., JD.com's liquor sales up 180% year-on-year) but offline channels facing sluggish demand, high inventory, and price inversions, leading to a cold peak season.
杨欢The New Battlefield of Instant Retail: Is Lightning Warehouse a Good Business?
After a recent visit to lightning warehouses organized by the New Distribution Dealer Member Club, many have asked about this business model. This article examines two cases—a traditional convenience store transformation and a B2B entrepreneur's venture—to illustrate the profitability and rapid growth of lightning warehouses, which are an extension of instant retail. It analyzes the model's advantages, such as low cost, high turnover, and broad coverage, and discusses implications for brands, retailers, and distributors.
周群20 Business Insights from Meeting Over 100 Distributors in Six Months
Over the past six months, I've engaged with over 100 distributors, leading to the formation of a distributor member club with 205 members and annual revenues exceeding 30 billion yuan. This article distills the 20 most critical business insights from these exchanges, covering challenges, core competitiveness, efficiency, team management, and future directions.
袁来In the Deep Water and Hot Fire of the FMCG Market, How Can Distributors Make Money?
In the challenging FMCG market, distributors can improve their situation by following five principles: letting go to make money (doing subtraction), improving human efficiency through digital management, learning to make money through diversified exchanges, and more. The article details these strategies and announces the upcoming Fifth China FMCG Conference and First China FMCG Distributor Conference.
高级研究员 海游Replacement Bottle Liquor, Opened Bottle Liquor, Bare Bottle Liquor... What Lies Behind the Chaos in the Baijiu Industry?
Amid the reality of inventory backlog, quick shipment is a common goal for baijiu manufacturers and distributors, but their approaches diverge in practice. Manufacturers focus on strengthening consumer guidance to drive channel sales, while distributors, pressured by costs and cash flow, resort to cross-regional selling, leading to price inversions and various market irregularities.
吴哲Dealer Business: Scale First, Then Efficiency!
Hello friends. I'm Yuan Lai from New Distribution. This year, dealers are clearly feeling that business is getting harder. In the first half of the year, sales volume dropped by 30% and net profit fell by 50% year-on-year, according to feedback from many dealers. Facing this reality, many are confused and anxious, unsure how to proceed. After 10-20 years in trade, why has everything changed? We survived three years of pandemic, and now that people are moving again, why is business getting even harder? It's hard to understand...
袁来Golden Seed Liquor: A Pit-Opening Festival Stirs a City
On September 16, the 4th Golden Seed Fuhexiang Handcrafted Pit-Opening Festival and Distillery Open Week kicked off at Shuangqingwan Park in Fuyang, attracting nearly a thousand participants. General Manager He Xiuxia invited Fuyang citizens to explore the 70-year-old state-owned enterprise's new look, chat about daily life, and taste the newly brewed 'first-row fine liquor.'
New DistributionTax Risks and Responses for Distributors under the Fourth Phase of Golden Tax
In the past, distributors focused on the market, but in the new environment, we believe that distributor owners should place compliance management and tax planning on par with sales growth. The core of the Fourth Phase of Golden Tax is 'governing taxes with data.' The requirements for compliant operations have never changed; only the regulatory means have changed. Therefore, operational methods you previously thought were 'not a big deal' are now risk points that must be avoided, such as issuing false invoices.
蔡艳富What I Fear Most Is 'No Middlemen Taking a Cut'
Many people complain about middlemen taking a cut, but as a business consultant, I've seen their true value. Middlemen shield you from upstream complexity, enable small-scale low-cost purchasing, and guarantee quality and safety. Without them, transactions become inefficient and risky.
刘润Three Major Judgments for This Year's Mid-Autumn Festival Market! How Should Distributors Respond to the 'Cold B, Hot C' Situation?
As the Mid-Autumn Festival approaches, the market is experiencing changes due to increasingly diversified and fragmented channels, leading to a 'cold B, hot C' phenomenon where distributors and retailers face challenges while consumer demand remains strong. This article provides three key judgments for the festival season and suggests strategies such as reversing the traditional sales order and emphasizing scenario-based marketing to adapt to the new market dynamics.
李锋、刘春雄How Partnership Models Help Distributors Scale
A distributor partnership model can align managers, employees, and owners around long-term profit—but only when the business is profitable, transparent, and willing to share real upside.
New Distribution2023, Did the 'Ice Cream Bodhisattva' Defeat the 'Ice Cream Assassin'?
Recently, discussions about affordable alternatives to mid-to-high-end ice cream have surged on social media. Consumers are praising cheap ice cream as 'ice cream bodhisattvas' that offer great value, while high-priced 'ice cream assassins' are losing favor. In 2023, the market has shifted towards affordable options, with wholesale stores and discount retailers thriving, and even premium brands launching lower-priced products to adapt.
FBIFThe Agency Model of Making Money from Backend Fees Has Reached Its End
The author recently visited distributors in Southwest and South China to discuss their business situations. These influential distributors shared their feedback and feelings, which are recorded for discussion. Cases include a leisure food distributor in Southwest China with annual sales of 130 million yuan, who relies on backend rebates for profits and has exited the KA system, and a top distributor of a famous liquor brand in South China facing severe price inversion and high growth targets.
赵波