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 161 of 196
Brick-and-Mortar Marketing: If You Wait for Customers, You Might as Well Close Up
With over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends gathering in Fuzhou to discuss the internet transformation of the FMCG industry, this article argues that in today's fiercely competitive market, simply opening a store and waiting for customers is no longer viable. It offers practical strategies for increasing foot traffic, including personnel interception, atmosphere creation, product display, and online outreach.
New Distribution2016 Fuzhou Autumn Sugar & Wine Fair Participation Guide
Over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. The 95th National Sugar and Wine Commodity Fair, a large-scale professional exhibition for the food and alcohol industry, will be held in Fuzhou in mid-October, attracting hundreds of thousands of visitors. This guide provides detailed exhibition information and activity arrangements to help distributors navigate the event efficiently.
New DistributionWho Wrote Those Awesome Slogans for Jiangxiaobai?
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 of the FMCG industry. 'I drink everyone under the table just to whisper a word to you,' 'The words I most want to say are in my eyes, drafts, dreams, and wine,' 'We always find our past selves a bit silly,' 'Don't broadcast your inner self, because you're not the only one with a story'...
New DistributionBeware of Fake Brands! Distributors Should Choose Brands with Caution
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. As a channel or distributor, you may have large sales on JD.com or rank top on Tmall, but are the brands you operate truly reliable? Are your partner manufacturers trustworthy? Are the best-selling products you sell really problem-free?
New DistributionRevealed: P&G and Unilever's Five Hard-Fought Battles in China – Who Is the FMCG Champion?
This article compares the long-running rivalry between P&G and Unilever in the Chinese market, analyzing their competition across five key product categories: cosmetics, shampoo, toothpaste, laundry detergent, and soap. It concludes that P&G has generally outperformed Unilever in most areas, despite Unilever's earlier entry into China.
大哥陈龙4 Years, 15 Lawsuits, Claims of 4.7 Billion, Payouts of 29.8 Million: Can JDB Overcome This Crisis?
JDB has been embroiled in legal battles with Wanglaoji for four years, facing 15 lawsuits, with claims totaling 4.7 billion yuan and payouts of 29.8 million yuan. Amid executive departures and factory shutdown rumors, the company's future hangs in the balance.
New Distribution10 Years, 117-Fold Growth: Lessons from US Energy Drink Monster
Monster Beverage, the US energy drink maker, saw its stock surge 117-fold from 2004 to 2016, outpacing all others. Its success offers lessons for Chinese consumer goods investors: focus on brand strength, pricing power, and adapting to new consumption trends.
朱昂News: Master Kong Launches China-Taste Frappuccino, Nongfu Spring Rolls Out New NFC Juice, Canned Wine Gains Popularity—FMCG Industry Busy Upgrading!
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 of the FMCG industry. Master Kong begins selling China-taste Frappuccino priced between 15-20 yuan, while Nongfu Spring launches a new NFC juice product, and canned wine sales surge.
New DistributionLiu Bihua of Wuxi: A Woman Leader's Path to Branding
Liu Bihua, general manager of Wuxi Dadexing Trading Co., Ltd., has successfully navigated the challenging FMCG market by differentiating with imported foods and adopting a brand-oriented approach. Her targeted customer service and strategic market expansion have driven consistent sales growth despite industry downturns.
New DistributionWhy Is "Positioning Theory" Under So Much Attack and Criticism in the Internet Age?
Recently, some internet and traditional marketing professionals have been attacking positioning theory. The author believes most of these attacks are just verbal battles, and that true understanding and practice of positioning theory is rare among critics. The article analyzes several misunderstandings and factors behind these attacks, arguing that positioning remains essential for brand strategy, while criticizing concepts like "explosive products" as tactical and insufficient.
蒋军Red Bull China Sales 21.6 Billion, Lehu Up 71.4%, Dongsheng Biggest Dark Horse, Wahaha Qili Stumbles... This Is the Big Picture of China's Functional Drinks!
Functional drinks, including energy drinks and sports drinks, saw strong global growth in 2015, with China leading energy drink sales growth at 25%. Red Bull dominates the Chinese market with a 75% share, while competitors like Dongsheng and Lehu are gaining ground, and new entrants like Monster are poised to enter.
New DistributionTen Laws and Principles in Marketing: How Many Do You Master?
Over 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. This article outlines ten key laws and principles for team management, marketing skills, and service concepts, including the Pygmalion Effect, Mushroom Law, and the 250 Law, among others.
New DistributionSanquan Food's 70 Million Yuan Trial and Error: Chen Nan's Choice Between Money and Survival
Sanquan Food's O2O project Sanquan Fresh Food has incurred losses of 74 million yuan, prompting a strategic reassessment. Chairman Chen Nan emphasizes the necessity of investing in innovation despite short-term profit declines, aiming to secure future market position.
New DistributionMarketing Is About Marketing to “Human Weaknesses”!
Over 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. While a company may rely on advanced technology or concepts to gain unique functional recognition for a period, in the long run, the market tends toward functional homogenization. Therefore, when a category matures, the market leader is the one that communicates better on an emotional level. Since it's emotional communication, it's essential to find the emotional breakthrough points of consumers. The article lists 15 human weaknesses that can be leveraged in brand communication and marketing.
林友清The Three Chariots of Peak Season Promotions and Marketing Strategies, and Practical Rules for Salespeople
This article outlines three key strategies for peak season sales: maximizing channel distribution, refining terminal details, and systematizing promotions. It provides practical guidelines for salespeople to manage channels, optimize product displays, and execute effective promotional activities.
本创智业Coca-Cola's Performance Hits a Dead End: Should Brands Stick to Principles or Break Through with Innovation?
Coca-Cola's second-quarter earnings report showed a 5.1% decline in revenue, with the Chinese market singled out for poor performance, dragging down the entire Asian market. The company is shifting its strategy towards healthier beverages, as evidenced by recent acquisitions and product launches in non-soda categories.
New DistributionSuning.com Issues a Wine Lovers' Challenge, Plans a Big Cross-Industry Move Before Mid-Autumn Festival
Every September seems to be full of events. This year, besides the G20, a whirlwind has swept through the wine and e-commerce industries. Suning.com Supermarket has issued a wine lovers' challenge by hosting the 'Suning.com Wuliangye Super Brand Day' with great deals and a grand scale, featuring many big names.
New DistributionYou Can Be So Good You Have No Friends, But You Must Never Be Without Enemies
This article explores the marketing principle of "creating enemies" (树敌) through the example of Kobe Bryant, whose controversial career and fierce rivalries elevated his influence far beyond his on-court achievements. It argues that having a clear opponent sharpens a brand's identity and appeals to its target audience, as demonstrated by Apple, Xiaomi, Huawei, and the beverage brand Xiao Ming Tong Xue.
苗庆显New Product Distribution: Memorize These Scripts Before You Head Out!
The key to successfully launching a new product is getting it onto store shelves and in front of consumers. This article summarizes common communication techniques and methods used during new product distribution, providing practical scripts for salespeople to address retailer objections and secure orders.
蒋军Where Has Venture Capital Money in the Food and Beverage Industry Gone Over the Past Five Years? Where Should Future Bets Be Placed?
Over the past five years, venture capital investments in the food and beverage industry have concentrated on plant-based foods, protein, snacking, indulgent foods, and natural/organic products. These trends reflect consumer demand for health, convenience, and sustainability, and future investments are likely to continue in these areas, as well as in food technology and agri-tech.
FoodailyMarketing Tai Chi: The Ultimate Skill for Resolving Customer Objections!
In my training sessions, I often use Tai Chi and Shaolin boxing to explain marketing logic, emphasizing that in today's mobile internet era, consumers have absolute sovereignty, and the soft approach of Tai Chi often outperforms the aggressive Shaolin style. Over the past decade of store sales training, I've observed that as market competition intensifies, customer objection rates are rising across all product categories, from daily consumer goods to high-end items, and many salespeople lack the skills to handle these objections effectively, leading to declining conversion rates and sales performance.
闫治民Craft Beer Arrives
This article from WeChat public account CBNweekly2008, republished with permission. Every evening at dinner time is the busiest period for 'Red Flame General', a Korean BBQ restaurant in Beijing's Chaoyang District. The restaurant's menu features over 20 imported beer brands but no traditional domestic ones, reflecting a shift in consumer preferences. As traditional domestic beer sales decline, imported and craft beers are gaining popularity among young, affluent consumers, driven by a desire for higher quality and novel experiences.
金牌布兰德Master Kong's Profits Plummeted This Year—How Are Other Instant Noodle Brands Faring?
Master Kong, the instant noodle giant, recently reported a staggering 87% year-on-year drop in second-quarter net profit to $18 million, driven by declining beverage and instant noodle sales and higher distribution costs from increased advertising. This article reviews the performance of other major brands, including Uni-President, Baixiang, Jinmailang, Nissin, and Nongshim, amid a shrinking Chinese instant noodle market.
New DistributionRebuilding the Marketing System: An Imperative and Urgent Task
A story of foresight: In 2009, the current general manager of Uni-President's mainland China operations took three actions upon taking charge of its instant noodle business: promoting the well-known Laotan Sauerkraut Flavor, cutting products with gross margins below breakeven (about 500 million yuan, over 20% of total sales), and gradually cultivating upgrade products like Tang Daren. While many saw only the success of Laotan Sauerkraut, Uni-President was ahead in rebuilding its marketing system, leading to higher profits despite lower sales than competitors by the first half of 2016.
刘春雄