NEW DISTRIBUTION RESEARCH TOPIC
How can brands grow beyond price competition?
Evidence and cases on product strategy, category innovation, marketing, and channel coordination in China’s consumer market.
Related research and analysis
4701 articles · Page 157 of 196
On Par with Laoganma, a Beverage Sold for 29 Years, Now Stagnant but Not Dead, How to Save Itself?
The success of Coconut Palm is a classic tale: a failing state-owned enterprise, a tough leader, a series of desperate reforms, and first-mover advantage made it the leading coconut juice brand. After 30 years of reform, Coconut Palm transformed from a small factory with five consecutive years of losses into a beverage company with an annual output value of over 5 billion yuan, with its coconut juice product selling well for 29 years both at home and abroad. The company insists on not going public, but now with fierce competition and giants surrounding it, how will the old brand Coconut Palm respond?
胡二伙Prices Rising Across the Board: Has the Baijiu Industry Emerged from the Shadows?
If one word could describe this year's baijiu market, it would be "rising." In the first half of the year, major distilleries held steady, but by the Mid-Autumn Festival, giants like Wuliangye, Moutai, Yanghe, and Guojiao suddenly raised prices on their flagship products. This has led many to wonder: after three years of decline, is the baijiu industry finally recovering? Moutai has been constraining its channels, and e-commerce platforms are showing goodwill.
尚青Instant Noodle Market Not Optimistic? Premium Noodles Rise Strongly!
In recent years, the food category in FMCG has seen weak growth, with the instant noodle segment particularly underperforming. However, recent data shows signs of recovery. According to Kantar Worldpanel's continuous monitoring of 40,000 urban Chinese households, instant noodles have been recovering since 2016, with the third quarter reversing the decline and achieving the first positive sales growth in recent years. Master Kong Holdings also reported a narrowing decline in its instant noodle business in Q3 2016.
New DistributionUnderstanding the Essence of 'New Retail': A Terminal Classification Most People Don't Know
Kotler says the form of the terminal is irrelevant, so what matters most? Understanding the essence of the terminal means understanding the essence of 'New Retail'. Continuing from the previous issue, let's first use Kotler's concept as a banner: the form of the terminal is irrelevant! The original text says: 'It is irrelevant how these goods or services are sold (in person, by mail, by phone, or by vending machine), or where they are sold (in a store, on the street, or in the consumer's home).' So what matters most? The function of the terminal! The terminal has logistics (including transactions), product display, information transmission, and consumer education.
苗庆显Why Is Your Store's Beverage Sales Lagging? Learn to Master the 'Cold' Business in Winter
Ready-to-drink beverages are hot sellers in summer, but what about winter? Most go quiet, except for those with warming properties, like coffee. Imagine holding a warm coffee while walking in the cold wind, taking a sip now and then—it feels more comforting and empowering than an iced drink in summer. However, finding ready-to-drink coffee in terminal warmers is rare; most beverages are still displayed at room temperature, as seen at a Haohaolin convenience store on Jinbao Street.
小镇青年朱迪The Four Years Since Zong Qinghou Was No Longer the Richest Man in China
Zong Qinghou became the richest man on both the Hurun and Forbes lists in 2010 and again in 2012. However, starting in 2013, younger entrepreneurs Wang Jianlin and Jack Ma took turns at the top. This article explores what happened during the four years Zong was not the richest man, including the 2016 lists that put Wahaha in the spotlight, and how Zong and his company have adapted to new market realities while maintaining their core principles.
New DistributionYou Are No Longer the Brand You Once Were, and I Am No Longer the Store I Used to Be
As the year ends, contract and rebate negotiations begin, and it's time to settle accounts. This period often brings exclusive news of brand-retailer conflicts, such as the Kangshifu-Carrefour price hike incident and the Kraft-Lianhua delisting incident, which have historically highlighted the fragile and tense supplier-retailer relationship. However, despite the ongoing disputes, both parties continue to coexist and seek solutions through negotiation, recognizing that business is about mutual benefit and adaptation.
黄静FMCG Industry Faces New Round of Raw Material Price Hikes, More SMEs to Face Major Shakeout
The FMCG industry, specifically the food and beverage market, may be entering a new round of raw material price increases. In the past two months, many small and medium-sized enterprises (SMEs) are facing risks due to significant overall increases in raw material and freight costs over the past two years. The trend shows no signs of stabilizing or declining. Key raw material price increases include milk powder up 50%, white sugar up 30%, cardboard boxes up significantly, and freight up 33%.
New DistributionThe Turbulent Milk Powder Market and the Anxious 2016
At this time of year, many in the milk powder industry are making year-end summaries. In 2015, everyone was entangled; in 2016, they are no longer entangled but 'anxious'. This year, products are the most anxious: brand owners speculate on the registration system, channel partners analyze which brands will survive, stores ponder which products to promote, and consumers are confused about why their usual milk powder is unavailable.
牛奔Who Won More Chinese Consumers This Year?
P&G, Yili, and Mengniu hold the top three spots, with Nongfu Spring entering the list for the first time. According to the latest research, in the 52 weeks ending October 7, 2016, 22 FMCG companies had over 100 million urban buying households, 12 of which were Chinese companies. Kantar Worldpanel data shows that P&G remains the company with the most consumers in China, attracting 154 million urban households over the past year, followed by Yili and Mengniu (including Yashili). Their household penetration rates are 93.4%, 88.2%, and 88.1%, respectively.
凯度消费者指数Beverages | Career Development in FMCG - Choice Matters More Than Effort
For sales professionals, choosing the right company or product in the next three years is crucial. In the FMCG beverage sector, competition is fierce, and since 2015, major brands have seen declining sales due to economic slowdown, health awareness, channel diversification, and the rise of Gen Z. 2016-2018 is a period of industry reshuffling, making choice more important than effort.
兴明How Much Longer Will the Bloodsucking Specter of Model Markets Haunt the Market?
In recent work with companies, the author repeatedly encounters the issue of model market construction, where firms invest heavily in human and material resources to build model markets for new products. However, many companies fall into this trap, wasting resources and failing to achieve expected results. The author argues that model markets should not be a corporate strategy but a window, and that new products should not start with model markets but aim for them, as true model markets are accumulated over time, not planned.
邹文武How to View China's Beer Industry under the New Normal?
China is the world's largest beer consumer market, and the rapid growth of imported beer has drawn widespread attention. How to objectively analyze this phenomenon? What trends will the beer industry show in the future under the new normal? What implications does the beer industry's development have for other FMCG sectors in China?
New DistributionWhy Traditional Companies Win the World but Lose Tomorrow: The Bitter Battle of Coffee
The long-running battle between Maxwell House and Nestlé has finally been decided. However, this fight had no clear victor—both former coffee oligarchs have tasted bitterness.
王剑冰This Winter Is a Bit Cold: Big Players Are Selling Off Brands One After Another, and This Time It's Jianlibao!
The FMCG industry has seen a series of notable sell-offs recently, including Danone selling Robust, Coca-Cola selling its China bottling business, Evergrande selling its FMCG division, COFCO selling Golden Monkey and Wugudaochang, and Shengmu Dairy selling shares. Now, another heavyweight and legendary company is being sold: Guangdong Jianlibao, once known as the "Oriental Magic Water." In the 1990s, even giants like Coca-Cola and Pepsi had to yield to Jianlibao. After its capital chain broke in the early 2000s, the troubled brand has been kept alive through multiple ownership changes, eventually being acquired by Uni-President, which is now selling it.
New DistributionThis Week's Frenzy: Raw Materials, Cartons, and Freight Costs Surge... Are You Stocking Up?
Recently, a wave of price hike notices for paper cartons has gone viral on social media. The increases, ranging from 20% to 30% or more, are impacting the FMCG industry, especially small and medium-sized food companies, while large players like Wahaha, Yili, and旺旺 are taking proactive measures to secure supply.
New DistributionThese Four Food and Beverage Categories Are Said to Be the Most Profitable Next Year
On November 15, consulting firm Mintel released a report on '2017 Global Food and Beverage Market Trends.' We highlight four key trends: ancient techniques as a selling point, plant-based foods gaining global popularity, and beverages that soothe and calm at night. The report also notes a rise in vegetarian and vegan products, as well as a blend of convenience and slow food concepts.
赵晓娟8 Mistakes That Doom New Salespeople to Failure
Sales is a challenging industry with low entry barriers, but it is not easy to succeed. If you are considering a career in sales, you must be aware of eight common mistakes that can derail your career, such as blindly following the 'bucket theory,' treating sales as a last resort, being impatient for quick riches, and lacking loyalty. Avoiding these pitfalls is crucial for long-term success.
New DistributionA Thunderclap for Anhui's Baijiu Market
Many professionals in Anhui's baijiu industry often cite the saying 'East does not enter Anhui, West does not enter Sichuan,' reflecting the province's strong local demand and consumer loyalty to regional brands. With numerous and powerful local distilleries and distributors, it is challenging for outside brands to gain a foothold. However, the market is not impenetrable; evolving consumer lifestyles and economic growth are opening cracks, offering opportunities for brands that adapt to new consumption scenarios and upgrade their strategies.
陆兴元 魔利互通The Mistake That 27 Layers of Purification Couldn't Filter Out
After media reports in mid-November 2016 that Danone had sold Robust to Yingtou Holdings, Robust's official website still displayed the Danone Group member logo, indicating that the company had lost interest in its brand image, with the last website update dating back to 2011. According to reports, after holding Robust for 16 years, Danone, still adhering to its capital-oriented approach, decisively divested the brand that once held a 30% share of China's bottled water market, citing a focus on natural mineral water.
小镇青年朱迪Uni-President's Lo Chih-hsien: No Summer for Mainland Beverages This Year, Implementing Zero-Inventory Strategy, Next Year's Target is No Growth in Shipment Cases!
Recently, Uni-President Group Chairman Lo Chih-hsien, accompanied by his wife Kao Hsiu-ling, attended the "Love·Sharing" Christmas lighting events in Taipei and Kaohsiung, where he responded to questions about the group's Q3 performance and next year's plans. The "zero-inventory" strategy is challenging, and next year's target is "no growth."
New DistributionBattle for the Peak Season Market: Seizing the Terminal is Key!
From September to December each year is a peak season for baijiu sales, and the key to marketing during this period is to quickly seize the terminal. As the saying goes, 'Channels are king, terminals win,' requiring meticulous market cultivation, full channel development and nurturing, creating consumer hotspots, shifting promotional beneficiaries, capturing consumer mindshare, and innovating in product combinations.
New DistributionNestlé: From Baby Food to the World's Largest Food Group | [Ten-Minute Company History]
This installment of the 'Company History' column introduces Nestlé, the world's largest food producer. Nearly 150 years ago, Henri Nestlé saved many infants' lives with his great invention. Through its 'glocalization' philosophy and continuous acquisitions, Nestlé has become one of the most efficient companies in business globalization.
全球君The Winter of the Beverage Industry Has Arrived: What Future for Wahaha?
Wahaha, once a miracle in the beverage industry thanks to its 'joint distribution model,' now faces a bleak future as its diversification efforts have tarnished its image. Founder Zong Qinghou must confront the challenge of avoiding becoming a 'peculiarity' in an era of transformation.
刘彦领 刘书艳