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Beverage Industry Enters the 5-Yuan Mainstream Price Zone: What's the Basis for Price Increases?
Since 2015, China's beverage industry has bid farewell to the strong double-digit growth of the past and entered an adjustment period alongside economic transformation. According to the National Bureau of Statistics, soft drink sales volume grew only 4% year-on-year in 2015. In 2016, heavy rain in June and July across the north and south further dampened the industry. Despite challenges, Uni-President achieved 192% profit growth in 2015, driven by premium instant noodles and new beverage products like Xiao Ming Tong Xue, which contributed over 2.5 billion yuan in revenue.
New DistributionPractical | Analysis of Application Scenarios for Distributor Order-Taking Mode: Is It Really More Efficient Than Mobile Sales?
Five years ago, distributors in the south began to switch to the order-taking mode, while most in northern Jiangsu still used the mobile sales model. Although mobile sales is simple and practical, rising labor and distribution costs are challenging traditional sales models. This article explores the pros and cons through interviews with two distributors in Ganyu County, Lianyungang City, Jiangsu Province, who have adopted the order-taking mode, showing that it can increase store visits, improve market coverage, and boost sales significantly.
舟谱数据Deng Xia, Chairman of Wandian Yigou: Exploring Channel Transformation and Distributor Transition
At the 2017 (2nd) China FMCG + Internet Conference held on March 21-22, 2017, Deng Xia, Chairman of Wandian Yigou, delivered a speech without slides, sharing his insights on channel changes and distributor transformation. He emphasized that B2B is a tool for improvement, not disruption, and advised distributors to focus on survival rather than chasing growth.
邓侠China Salt and Local Salt Bureaus Clash Intensifies: Dealers' Salt Seized in Many Regions, Many 'Dragged to Death'!!! The Road to Salt Reform Is Long and Arduous!
The current state and confusion of salt reform: Recently, operators of supermarkets and shops in Xiangcheng City, Henan, reported to the media that the local salt bureau illegally seized edible salt of other brands citywide, promoting its own packaged salt. When reporters went to verify, the bureau chief said, 'Reporters have no right to supervise me.' The salt bureau is the main department in charge of salt work, with the lowest administrative level at the county (district) level. Xiangcheng is a county-level city under Zhoukou, and the local salt bureau chief's role is nothing special, so why can't he be supervised?
New DistributionDistributors, It's Time to 'Lighten the Load' of Your Products
As a distributor, you likely handle multiple product lines, believing that more products mean more sales and one-stop shopping for customers. However, this approach often leads to lower profits and tied-up capital. This article explains why distributors should streamline their product portfolios and offers criteria for selecting which products to keep.
New DistributionDirect Delivery CEO Lai Xuanren: My View on New Retail - Survival and Development in Channel Transformation
At the 2017 (2nd) China FMCG + Internet Conference, which concluded yesterday, Direct Delivery CEO Lai Xuanren delivered a vivid speech on the survival and development of channel transformation, sharing his views on new retail under the theme of 'Empowerment and Evolution'. He highlighted the biggest practical dilemma in new retail development: not making money! Although some distributors or B2B companies have large order volumes, high transaction values, many customers, and good service quality, the terminal market is fragmented with low loyalty, and market changes are rapid with low predictability, leading to most distributors or B2B companies not being profitable.
赖宣任New Distribution Zhao Bo: This Era Requires Distributors to Evolve into New Supply Chain Species
On March 21, 2017, the 2017 (2nd) China FMCG + Internet Conference was held in Chengdu, attracting thousands of distributors, manufacturers, and internet companies. Zhao Bo, chief editor of New Distribution, delivered a speech analyzing the industry's current situation and future trends, based on extensive research and the '2017 FMCG B2B Blue Book'.
赵波DianDa Mall CEO Feng Bo: The Sharing Economy That Makes Distributors Money Is the Real New Retail!
On March 21, 2017, on the eve of the Chengdu Sugar Fair, the 2017 FMCG + New Retail Conference, hosted by the renowned B2B industry media New Distribution, was held as scheduled in the Crystal Hall on the 5th floor of the Century City International Conference Center. Over a thousand industry leaders and attendees gathered to discuss the industry's future, the collision and integration of the internet, FMCG, and B2B. As a leading new retail + internet enterprise, DianDa Mall was invited to attend. CEO Feng Bo delivered a keynote speech titled "2017 - The Spring of New Retail Sharing Economy," which was highly recognized by the over a thousand industry guests present.
冯波In Distributors' 'Brand Portfolio', Third-Tier Brands Are the Most Profitable!
In the hands of distributors, all products can be profitable, but it's not always the case and depends on many factors. Therefore, building a good product portfolio is a key concern for every distributor. But with so many brands, how to position, select, combine, and execute? Let's first look at the characteristics of the three types of brands.
New DistributionHow to Keep Distributor Teams 'Passionate and Energized'
Many traditional HR departments focus on controlling people, leading to rampant office politics. While this logic was acceptable in the industrial era, the information age requires management to shift from control to motivation, leveraging each employee's strengths. To inspire team morale and foster a positive atmosphere, distributors can adopt practical measures such as naming sales techniques after employees, rewarding suggestions, creating cultural corridors, and implementing recognition programs.
盛斌子Spring Sugar, Don't Forget to Take a Look at This Magic Water
The annual Spring Sugar Fair is held as scheduled in Chengdu, but with the winter of FMCG, people are beginning to question its value. Once a stage for corporate myths, with one company collecting 400 million yuan in payments and others going national, the fair is now seen by many as a mere formality—just eating, sleeping, and listening to reports, with the only visual treat being the models hired by liquor companies.
老纳Pepsi Cola Shanghai Channel Stuffing: Goods Seized, the Mastermind Behind It Is Shocking!
Channel stuffing is a chronic problem in the FMCG industry. Due to misaligned interests between distributors and manufacturers, each party often engages in behaviors unacceptable to the other when maximizing their own interests. In the sales process, channel stuffing by distributors is like 'pressing down one gourd while another floats up'—a recurring phenomenon. Inadequate prevention and management of channel stuffing can severely harm the healthy, sustainable development of the market. Every distributor detests channel stuffing but must face the reality. Every manufacturer frequently shouts: 'Strictly investigate channel stuffing...'
New DistributionChengdu Enters Crowd Mode! With All These Conferences and Exhibitions, Are You Spoiled for Choice?
On March 21-22, New Distribution, together with Yunmei Co., Ltd., Zhongke Shangruan, Bo·Shihui, JD New Channel, and Xiamen Direct Delivery, co-hosted the 2017 (2nd) FMCG + Internet Conference under the theme 'Empowerment · Evolution'. The conference focused on three core issues facing manufacturers and distributors in their digital transformation, featuring 44 marketing experts, B2B platform CEOs, and successful distributors. Additionally, New Distribution released the industry's first 2017 FMCG B2B Blue Book, and a private exchange session was held on the evening of the 21st.
New DistributionReversing the Channel
This article introduces the marketing strategy of 'reversing the channel', where a company sells directly to retailers and end consumers first, then works up to higher-level distributors. It explains why this approach is effective for new products entering the market and provides a case study of a company that achieved a 900% sales increase using this method.
刘春雄Selling 'Golden Monkey' for 3.5 Billion, He Turns to Selling Salt, Targeting 3 Billion Yuan in 5 Years
Three years after selling Golden Monkey to Hershey for 3.5432 billion yuan, Zhao Qisan is now venturing into the salt industry, aiming for 3 billion yuan in output within three to five years.
New DistributionDistributors Say: "Selling Your Product Is Too Costly, We Can't Do It Anymore!" What to Do?
A daily chemical brand A frequently receives feedback from distributors that its XH category is losing money and unsellable. After calculation, the overall ROI for brand A's products is 18.1%, but the XH category is only 4.1%, far below the industry average. The reasons include lower gross margin, higher operating costs, and more capital tied up. By optimizing distributor trade terms, such as adding conditional rebates and reducing cash and inventory days, the ROI can be improved to 17.1%, making the product attractive again.
刘华明What Should Distributors Do in the New Retail Environment?
In the new retail environment, both brand manufacturers and distributors must pay close attention to the transformation of new retail. If we analyze the Hema Fresh model, Yonghui's Super Species model, and the cooperation between Alibaba and Shanghai Bailian as important directions for new retail innovation, the new retail environment indeed poses many new challenges to the current distributor model.
鲍跃忠Dealer Management Has Its Own Tricks: Have You Tried This Method?
The article emphasizes the importance of empowering frontline employees in service transformation, using the example of a five-star hotel where staff can mobilize resources to solve customer problems. It also discusses the need for organizational capabilities, manager proximity to the market, and specialized collaboration in marketing teams.
陈春花Why Do Distributors Hate Big Brands? And Why Do Big Brands Hate Hypermarkets? This Article Explains It All!
Amid the price hike wave at the end of 2016 and the beginning of 2017, big brands, distributors, and hypermarkets are all interconnected. Distributors, especially those of top-tier brands, face increasing pressure, leading some to drop big brands for more profitable emerging ones. Meanwhile, big brands resent hypermarkets due to high fees and changing consumer habits.
New DistributionUnified Warehousing and Distribution: A Trap or an Opportunity?
In 2016, some cities in China implemented unified warehousing and distribution models, including those affiliated with wholesale markets, alliances of multiple distributors, and individual companies transforming into third-party logistics. The author visited multiple clients with over 200 million in sales across different provinces and found that while hardware conditions were good, none of them made money, with profits under one million. The article summarizes the operational problems and suggests that success requires professional system management, logistics service, and sales expertise.
徐永刚Young Heroes, Spare Us Old-Timers! We Really Don't Need 'Edgy and Provocative'
Why do we always face 'ideological intimidation' when we do business operations honestly? With the rise of the 'post-95s market,' what's the right approach? Marketing professionals confused by the young market can take a reassurance pill with Old Miao today.
苗庆显2017 Marketing Solutions: Elite Teams, Channel Adjustments, and Profit Growth!
As the first quarter of 2017 comes to a close, the FMCG market is experiencing sluggish sales, with inventory from the Spring Festival still lingering. Companies are rethinking their marketing strategies, focusing on improving personnel quality, optimizing channel management, and increasing profitability.
童苗强Distributors Say: "We're Not Making Money with Your Business!" What to Do?
When distributors claim they're not making money, salespeople need to understand what they mean by "making money," how it's calculated, and how to respond effectively. This article explains how to analyze the distributor's ROI, identify issues, and propose collaborative solutions.
刘华明Shocking! 99% of Distributors Die from Poor Product Selection (12 Ways to Die)
As the spring sugar and wine fair approaches, distributors are eager to find good products. However, many fail due to common mistakes such as chasing trends, ignoring consumer changes, choosing weak partners, lacking brand support, and poor financial planning. This article outlines 12 fatal errors in product selection to help distributors avoid them.
于思静、武学峰