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 160 of 196
In Depth: The Disappearing Mass Market
The article discusses how the mass market for consumer goods is disappearing as brands face fragmentation, the rise of niche and cross-border e-commerce brands, and the growing influence of Chinese local brands. It highlights the need for brands to adapt to changing consumer preferences and the importance of engaging with fans and leveraging digital marketing.
林仲旻When Enterprise Sales Hit a Bottleneck, "Transformation" Cannot Just Be Talk—This Marketer Shows How It's Done (Practical Dry Goods Sharing)
The original "FMCG Distributor Professional Management Consulting" has been renamed to New Distribution. From last year to this year, the most discussed issue among enterprises is the problem of products not selling, making it hard for companies to make money, manage people, develop markets, and do business. The most talked-about solution is transformation, which has two aspects: product transformation and enterprise service function transformation.
罗宏文The Brutal Business Model Behind Lao Gan Ma: This Price Range Is Mine, Trespassers Die!
The original 'FMCG Distributor Professional Management Consulting' has been renamed New Distribution. Read the original text to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer friends gather in Fuzhou to discuss the internet transformation path of the FMCG industry. Change-makers have always been interested in how to monopolize a local market, and Lao Gan Ma is undoubtedly a very good example. Today, Change-makers will discuss how Lao Gan Ma's business model achieves local monopoly, revealing how the warm-hearted old mother rules a market with iron fist.
New DistributionThis Silly and Cheeky Snack: Marketing Deserves Full Marks!
The former 'FMCG Distributor Professional Management Consulting' has been renamed New Distribution. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. The article highlights the marketing genius of Weilong Latiao, from its humorous online presence to its successful rebranding and global expansion.
New DistributionHow Did 3G Capital, Founded by Three Brazilians, Completely Disrupt the Global Beer Industry?
Before introducing today's story, let's introduce two old men. On the left is the founder of 3G Capital and Buffett's close friend: Brazil's richest man, Lehman. On the right is Buffett, whom everyone knows. Lehman is the founder of the famous 3G Capital and currently Brazil's richest man. Buffett and Lehman are old acquaintances, having met at a Gillette board meeting and become friends. Buffett once called Lehman "the best businessman in the world." Last year, after Buffett and Lehman jointly acquired Heinz, management control was given to 3G Capital.
强盗逻辑5 Tricks Manufacturers Use to Fool Distributors with New Products
The article discusses common tactics manufacturers use to persuade distributors to stock new products, such as exaggerating product quality, profit margins, and support, and warns distributors to be cautious. It also promotes an upcoming FMCG+Internet summit in Fuzhou.
New DistributionMaster These Three Moves and Sales Will Be a Breeze
The former 'FMCG Distributor Professional Management Consulting' has been renamed New Distribution. Long press the QR code or click 'Read Original' to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. Salespeople often ask how to sell and if there are any tricks. There are no special tricks, but there are general ones. We often see salespeople talking endlessly about our brand, our company, our philosophy, our capital, our products, and so on, but the customer is not moved. Why? Because we talk too much about ourselves, not what the customer cares about. Sales is not about 'us' but about 'you'. Clarify the following three points, and your deals will not be a problem.
梁胜威Marketing Executives Talk (6) - What Market Research Should Be Done Before Product Launch?
Product launch is a key way for companies to generate profit, adjust product structure, and respond to competition. However, many companies rush to launch products without proper planning or research, leading to failure. This article discusses the necessary market research before launching a new product, including consumer, market environment, and competitor analysis.
谭长春Basic Ideas, Standards, Strategies, Techniques, and Methods for New Product Launch Distribution: If Your Distribution Isn't Going Well, Memorize These One by One!
30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. Distribution is the first step for new products to enter the market, and it is crucial. This article details the basic ideas, standards, and strategies for new product launch distribution, including the four key characteristics, three standards, and seven strategies for effective distribution, along with a practical case study.
New DistributionThe 8 Big Mistakes in Selling Goods
With over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends gathering in Fuzhou, the article discusses the common pitfalls in the operations of small and medium-sized baijiu trading companies during the industry's deep adjustment period, offering insights from a frontline marketing perspective.
孙中学On the Eve of a Major Shakeout in the Dairy Industry: Hesitation and Waiting
As the implementation of the strictest infant formula registration rules approaches, distributors and manufacturers are in a wait-and-see mode, with many small and OEM brands expected to exit the market. The transition period will reshape the market, leaving a potential 10-15 billion yuan gap in third- and fourth-tier cities, while cross-border e-commerce continues to thrive.
栾立 吕进玉Marketing Executives Talk (Part 5) – New Product Launch: What to Do When Employees Say the Price Is Too High?
The article discusses why salespeople fear new product launches, especially when prices are high, and provides five strategies for salespeople to successfully promote high-priced new products, including broad distribution, developing visit guides, finding selling points, securing distribution policies, and adding value through services.
New DistributionTen Years of Marketing Veteran's Experience: Every Word is the Truth!
A veteran marketing professional with over a decade of experience shares 119 hard-earned lessons, covering career advice, management insights, and industry observations. The article also promotes an upcoming FMCG+Internet summit in Fuzhou.
New DistributionLactic Acid Bacteria Water: Another New Product Destined to Be Ruined
Driven by ambient lactic acid bacteria beverages and light-flavored waters, the market has seen a surge of new lactic acid bacteria water products. However, this category lacks scientific basis, faces intense competition, and is likely to be short-lived, making it an unpromising new segment.
邹文武Not Just Master Kong: Beer, Cola Giants Are Disappearing!
The instant noodle industry's decline has entered its fifth year, and it's just a microcosm of the FMCG sector's struggles in China. Multinational giants like P&G, Unilever, and Coca-Cola are all feeling the pinch as consumer spending shifts toward health, travel, and education, forcing brands to pivot to premium products.
陈琼Cross-Industry Water Play: Yake Changbai Spring Fails This Time
Yake's new water product, Changbai Spring, launched with much fanfare but has struggled in the market, with poor distribution and lackluster sales. Industry experts attribute this to its use of the overused Changbai Mountain water source concept, awkward pricing, and insufficient marketing support.
方彬楠 王子扬Ries Category Strategy: Why Are FMCG Giants Plunging Off a Cliff?
In 2008, traditional FMCG sectors like daily chemicals, food, and beverages maintained double-digit growth despite the financial crisis, earning the label of essential goods. By 2015, Chinese consumer incomes had tripled from a decade earlier and were expected to keep rising. Yet, a strange phenomenon emerged: once-thriving companies began a collective decline. In the first half of 2016, Master Kong's revenue fell 13.9% year-on-year to 27.99 billion yuan, with net profit down 64.8%. Wahaha's revenue dropped from 72 billion to 49.4 billion yuan, its worst performance in years. Procter & Gamble, a century-old giant, saw global sales fall 12% in Q1 2016, the steepest drop in seven quarters.
里斯品类战略Dongpeng Special Drink: A Decade of Growth, Reviewing a Capital 'Legend' in China's Functional Beverage Market!
Long press the QR code or click 'Read Original' to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends will gather in Fuzhou to discuss the internet transformation path of the FMCG industry. China's first vitamin functional beverage sprouted a decade ago. Dongpeng Beverage, founded in 1987, is a time-honored beverage manufacturer in Shenzhen, originally a state-owned beverage producer. In the mid-1990s, the wave of functional beverages swept into China, and in 1998, it gave birth to China's first vitamin functional beverage—Dongpeng Special Drink, thus establishing its historical position in the domestic vitamin energy beverage market.
New DistributionOne Brand Dead Per Year: What Should Distributors Do?
Since 2013, the economic downturn has crushed traditional FMCG companies, with new products dying quickly and distributors struggling. This article offers three key suggestions for distributors when selecting new brands: assess product lifecycle, profit margins, and strategic logic.
邹文武Marketing Insights: Starting from the Decline of Yedao
The article reflects on the decline of Yedao Lujiu, once a leading health wine brand, attributing its fall to brand aging and unclear property rights in state-controlled enterprises. It also discusses the double-edged nature of capital, using examples like Vanke and various acquired brands, and promotes an upcoming FMCG internet transformation summit.
蒋军Countdown to Autumn Sugar Fair: What Wealth Opportunities Remain for Distributors? These Categories May Catch Fire—Take Them, No Thanks Needed!
With less than a month to go, the 2016 Autumn Sugar and Wine Fair is set to open in Fuzhou, where grasping future trends and selecting good products has become the focus for many distributors. Especially during the third adjustment period of baijiu, original perceptions of products have been completely disrupted by the internet and the new generation. Distributors face the choice of continuing to focus on high-end liquor or opting for mid-to-low-end, specialty, or customized products. This article summarizes several product categories that may present new wealth opportunities.
杨芊芊Brands and E-commerce: Who Will Have the Last Laugh?
This article argues that traffic-based e-commerce models, such as Taobao brands and influencer-driven sales, are not sustainable because they focus on selling rather than building brands. The author contends that only brands and efficiency will survive, as supply chain changes and consumer upgrades will eliminate businesses that fail to establish brand loyalty or operational efficiency.
修行于Is the Explosive Growth of Imported Beer Sustainable?
According to data from the China Chamber of Commerce for Import and Export of Foodstuffs, Native Produce and Animal By-Products, beer imports totaled 375 million liters in the first seven months of 2016, up 26.73% year-on-year, with a total value of $384 million, up 19.34%. Industry experts attribute the surge to the rise of novelty-seeking consumers and a perception that imported equals quality, but predict growth will moderate as domestic products adapt.
New DistributionArctic Ocean Soda: How Far Is the Big White Bear from the 10 Billion Yuan Goal?
As a native of Beijing Yiqing, Li Qi took over Yili Bread in 2002 and achieved a 20-fold increase in bread sales over ten years. In 2010, he took full management of several state-owned enterprises including Yili Food and Arctic Ocean Food, proposing 'Three Musts' to revive the old brands. In 2011, Arctic Ocean soda made a comeback, but despite its nostalgic appeal, it faces challenges in a changing beverage market and modern distribution channels.
小镇青年朱迪