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Sales Are Hard, 90% of the Problem Isn't the Salesperson
At a distributor's internal review meeting, salespeople were blamed for poor B2b performance, but the real issues lie in organizational structure, management, and product assortment. To succeed, distributors must clarify responsibilities, train thoroughly, and pilot with small teams.
葛畅New Tea Drinks: 157,000 Stores Disappear in a Year—Was the Category Wrong?
The development history of China's freshly made tea drinks is a textbook case of consumption upgrading. From the initial pearl milk tea introduced from Taiwan in the 1980s to the rise of cheese cap tea and fresh fruit tea, the industry has undergone multiple iterations. However, as of 2025, the industry has seen a massive shakeout, with 157,000 stores closing in a year, prompting reflection on whether the category choices were correct.
王冲和New Retail Trends Hidden in the 'Hema Zone'
Hema, which has been quietly surging ahead, is increasingly showing its 'Hema Zone effect.' A recent report vividly illustrates the symbiotic relationship between new retail enterprises and urban commercial districts. It's time to redefine the 'lower-tier market' and let the 'emerging market' take center stage. The demand for quality consumption in emerging markets is strong and rising, narrowing the physical and psychological distance between new retail brands and consumers, fostering mutual growth among brands, commercial districts, and other stakeholders. Behind this trend, the era of super-strong retail brands has arrived.
吴文武In 2026, the Underlying Logic of the FMCG Industry Has Completely Changed!
The 11th China FMCG Conference is set to address the industry's shift from incremental growth to an era of surplus, where the key to success lies in reaching consumers' decision-making radius. Brands, distributors, and retailers must all focus on the C-end, building a unified supply-demand loop around consumer needs, scenarios, and fulfillment methods. The conference, themed 'Advance Toward the C-End!', will explore this transformation and the new competitive rules for the next decade.
New Distribution2026: The Great Reckoning for Private Labels
In 2025, the private label sector saw two outcomes: some, like Sam's Club's Member's Mark, always have queues and carts being pushed out; others, the majority of followers, have private label sections gathering dust. This year, private labels were elevated to a pedestal, seen as retailers' 'lifeline.' But reality is harsh: according to the '2024-2025 China Private Label Development Report,' despite positive signals that large retail enterprises' private label sales share has exceeded 10%, over 60% of small and medium retail enterprises still have private label SKU share below 5%.
薛文发The Power of Time: Lightning Warehouse Operations Launch New Products, Breaking 100 Million in One Year | Case Study of the 'Next-Generation Intermediary'
In the FMCG industry, the narrative of 'dealer extinction' has persisted for over five years. Yet the reality is that intermediaries will not disappear; only the 'old-style intermediaries' who merely move goods and rely on relationship-based financing will vanish. As New Distribution has consistently observed, 'de-intermediation' is a false proposition, but 'iterating intermediaries' is a real one. Recently, I had an in-depth conversation with 'Time Power,' a company founded by three former Shanghai Jahwa executives—Chen Xin, Song Derui, and Wang Rongmiao—with an average team age of 26. In just one year, they captured nearly 50% of the lightning warehouse market share for Baicaowei and propelled the emerging brand Suanzhanggui (Manshanchan) to annual sales exceeding 100 million yuan.
任文青AndyIn the Next 10 Years, It's Not About Eliminating Middlemen, But Eliminating 'Movers'!
The 11th China FMCG Conference, themed 'Advancing Toward the C-End', will be held in Chengdu from March 16-18, 2026. As the FMCG market shifts from incremental growth to an era of surplus, the industry must focus on the consumer side to redefine the supply chain. The conference will explore how brands, distributors, and retailers can build a unified supply-demand loop around the C-end, with key topics including redefining middlemen, instant retail supply, and overseas expansion.
New DistributionFarewell to the Era of Hero Products
The market is shifting from betting on a single hit product to operating a product portfolio. As traffic dividends fade and consumer attention fragments, new brands succeed by starting with a niche hero product and then expanding into multi-SKU strategies over a decade.
窄播How Should Distributors Survive in 2026?
If asked about their biggest feeling in 2025, most distributors would likely say anxiety. The traditional agency model—the 'brand → distribution → retail' chain—is being replaced by new models. Distributors' value comes from the industry ecosystem, with upstream and downstream defining their role. Over the past 40 years, China's consumer boom has created unprecedented prosperity for distributors, but today, giants are entering the market, and new retail models are emerging, encroaching on traditional retail's territory.
赵波Behind the 40%+ Revenue Growth of 'Pang-Shan-He': The Market Never Lacks Consumers
In the past two years, Pangdonglai, Sam's Club, and Hema (collectively 'Pang-Shan-He') have become benchmarks in China's retail industry, redefining the logic of 'people, goods, and places' in commodity circulation. As 2025 concluded, their performance reports showed high growth, with revenue increases exceeding 40% for all three, prompting industry reflection on consumer-centric innovation.
让消费更纯粹的Boss, Why We Must Attend CFC This Time
Boss, to be precise, this email is not a simple conference application, but a battle report compiled by our marketing center. Yes, we have faced challenges this year, but it's not that our people aren't working hard enough; it's that the battlefield has changed. If our strategy this year continues to focus on expanding distribution points, pushing more inventory, increasing displays, and running more promotions, the decline this year is almost inevitable. Therefore, to find the right growth methods and path, this email is to ask for your approval—we must attend the 11th CFC Conference from March 16-18.
New DistributionPinduoduo Launches 'Billion-Dollar Supermarket', Escalating the Battle in the Supermarket Category Among Giants
Pinduoduo is quietly testing a new business called 'Billion-Dollar Supermarket' within its app, extending its mature 'Billion-Dollar Subsidy' model to high-frequency, essential supermarket categories, using limited-time and limited-quantity coupons and low-price subsidies as core mechanics, currently open only to a randomly selected group of users. As the supermarket category, closest to people's daily lives, further moves online, and the 'new player' is Pinduoduo, known for extreme cost-effectiveness, this seemingly low-key test could push competition to a new dimension. From 'Billion-Dollar Subsidy' to 'Billion-Dollar Supermarket', the testing mechanics are upgraded again...
New DistributionDisintermediation Is a False Proposition; the Real Battlefield Is the C-End
The 11th China FMCG Conference, themed 'Advancing Toward the C-End,' will be held in Chengdu from March 16-18, 2026. As the FMCG market enters an era of surplus, the industry must shift focus to the consumer side, redefining the role of intermediaries rather than eliminating them.
New DistributionDecoding Crayon Shin-chan's Pioneer Gene: An 'Innovative Living History' of the Jelly Industry
In the fast-iterating snack food market, leading a trend is already difficult. However, one company has defined and reshaped the boundaries of the jelly category three times over more than two decades. The development history of Crayon Shin-chan Leisure Food Group is a veritable innovation evolution history of China's jelly industry, making it a true pioneer and game-changer. Its innovation journey has not been achieved overnight but is a systematic transformation that starts with form, matures with value, and looks to the future. Let's use three key years as anchors to decode how this company, as a 'thinker' and 'strategist', has built a cross-cycle 'product innovation chronicle'.
New DistributionStop Competing on Channels—The Battle Will Be Won or Lost at the Consumer End
The 11th China FMCG Conference, themed 'Advance Toward the Consumer End (C-End)', will be held from March 16-18, 2026 in Chengdu, China. As the FMCG market shifts from incremental growth to an era of oversupply, the industry must pivot from channel-centric strategies to understanding and serving consumer demand directly, making the consumer the core of the supply-demand loop.
New Distribution2025: These Internet Giants Won Big
As 2025 comes to a close, Chinese internet giants have seen their market valuations and rankings shift, with Tencent, Alibaba, and Pinduoduo maintaining their top three positions. While revenue generally grew, profit performance diverged, with companies like Xiaomi and NetEase excelling, while Meituan and JD.com faced pressure. The top 10 remained stable, but internal rankings changed, and mid-tier companies showed potential for upward movement.
定焦One团队Only 'Category Management' Is the Real Moat for Distributors!
As the year-end approaches, distributor conferences are underway. After visiting many distributors, the consensus is that business is tough, but growth comes from expanding channels and store counts. The key insight is shifting from brand agency to category management, which is what downstream retailers truly need.
袁来Hema's 2025 Revenue Growth Exceeds 40%: What We See
On New Year's Day 2026, Hema CEO Yan Xiaolei released an all-staff letter revealing that Hema's overall revenue grew over 40% year-on-year in 2025, with Hema Fresh and Chaobaisuan NB serving over 100 million consumers. The letter highlighted strategic adjustments, including entering 40 new cities for Hema Fresh and opening over 200 new Chaobaisuan NB stores, bringing totals to nearly 500 and 400 stores respectively. More importantly, Alibaba's FY2025 annual report showed Hema's GMV exceeded 75 billion yuan with first-time positive adjusted EBITA, projecting FY2026 GMV to surpass 100 billion yuan by March 2026.
零售商业评论Major Release | Essential for New-Quality Distributors: 2025 New Alcoholic Beverage Industry Development Report
China's alcoholic beverage industry is entering an unprecedented structural cycle. While traditional alcohol faces overall pressure, new alcoholic beverages are surging with a compound annual growth rate of 37.18%, expected to reach 135.1 billion yuan by 2025. This dramatic contrast is not a simple category shift but a migration in the logic of alcohol consumption.
周群JD.com Establishes 'Chameleon Business Unit'! New Move in AI Commercialization Layout
On January 8, according to the Science and Technology Board Daily, JD.com established the 'Chameleon Business Unit' to fully undertake the development and commercialization of core AI products such as JoyAI App, JoyInside, and digital humans. Previously, JD.com's self-developed AI plush toys launched at the end of 2025 sold out immediately upon initial release and have undergone multiple restocks. JD.com stated that the second batch of AI toys is planned to fully launch in mid-January, covering users of all ages. Within just one month, JD.com has made continuous moves in the AI track, with its standalone app 'JD AI Shopping' also starting internal testing in late December 2025.
New DistributionWestern Marketing Models Are Failing: China Enters the Era of 'Local Rules'
Chinese brands are truly different now. At the end of last year, the global robot vacuum industry witnessed a dramatic twist of 'the worker saving the boss' as US industry pioneer iRobot announced it would be acquired by its Chinese contract manufacturer. With Chinese brands like Roborock, Xiaomi, and Dreame surging ahead, the former giant exited quietly, marking the end of an old era. Earlier, Starbucks announced a joint venture with Boyu Capital, which could hold up to 60% stake. This international brand that once defined Chinese coffee culture, under siege from local brands, had to embark on a 'survival-style' partnership.
于君怡The New Convenience Store Race: Understanding 5 Key Evolution Directions
Convenience stores have become deeply integrated with modern urban life, from morning coffee to late-night snacks. Despite overall retail growth of 4.0% in the first 11 months, convenience stores led all retail formats with a 6.0% year-on-year increase, but face pressure from new formats like instant retail and discount snack stores. This article explores five key evolution directions for convenience stores: fresh food and private brands, instant retail integration, experience upgrades, digital transformation, and expansion into lower-tier markets and overseas.
零售商业评论Bottle Planet's First Address for 2026: Mainstreaming and Scaling – How to Ignite and Win the Second Half?
On January 7, the 2nd China New Alcoholic Beverage Development Conference was held in Jiangjin, Chongqing. Against the backdrop of weak consumption and the third wave of the liquor industry, Bottle Planet Group achieved a 12% revenue growth and a 31% EBIT growth in 2025 (unaudited), marking 27 consecutive months of steady growth. Chairman Tao Shiquan delivered a keynote speech titled 'Innovation with High Quality: Bottle Planet Leads the Mainstreaming of New Alcoholic Beverages,' using a 50-year business timeline to assert that China's liquor industry is undergoing a critical transition from the 'first half' to the 'second half.' After 14 years of...
New DistributionFrom Good Reputation to Trust Test: Consumers Re-evaluate HotMaxx
Consumers are re-evaluating HotMaxx after a counterfeiting scandal and store closures, while the discount retail chain faces challenges from supply chain instability, rising rents, and intense competition.
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