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.
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4701 articles · Page 26 of 196
Brand Owners Must Read: Tackling the Hard Nut of Digital Integration Between Manufacturers and Distributors
In the face of economic downturn and the era of shrinking volume, brand owners and distributors are both seeking ways to reduce costs and improve efficiency, preserve existing markets, and find new growth. Digitalization has become an unavoidable topic for both parties, as it can genuinely make information transparent, business online, data-driven, and ultimately achieve cost reduction and efficiency gains. Today, digitalization is no longer a question of whether to adopt it, but has become a standard for enterprises, entering the deep water zone of digital infrastructure and operations, where every company wants to build its own private digital assets.
周斌RoyoPanda: The Exploration Journey from 0 to 100 Million in Overseas Markets
At the 6th China FMCG Conference, Gao Yunchao, CEO of Royo Group, shared insights on how small and medium-sized factories can expand overseas, emphasizing that brand comes first, sales second. He detailed Royo's journey from zero to 100 million in overseas markets, covering market selection, operational strategies, supply chain management, and risk control.
高云超In the Era of Stock Economy, How Do Companies Build Brands?
In the era of shrinking volume, manufacturers and distributors share a common anxiety: how to achieve growth? Research shows that during economic crises, stronger brands demonstrate greater operational resilience. Companies need to build brands, and growth must also come from channels and scenarios with incremental opportunities. As the leading elevator media platform in China, Xinchao Media serves most of the outstanding FMCG brands in China, acting as a barometer for the industry. They have the deepest understanding of brand power and know how companies can effectively build brands in various environments.
阮鹏华How a Chinese Distributor Made Mengniu Yoyi C a Leading Brand in Indonesia?
At the 6th China FMCG Conference held in Shanghai from August 20-22, Gao Ling, Chairman of PT.YOYIC CHARMING INDONESIA, delivered a keynote speech on how a Chinese distributor built Mengniu Yoyi C into a leading brand in Indonesia. He shared insights on Indonesia's market overview, the development of Mengniu in Indonesia, and the business opportunities there.
高灵Nongfu Spring Announces 2024 Interim Results: Bottled Water Down 18.3% Due to Rumors, Tea Beverages Up 59.5%
On August 27, Nongfu Spring announced its 2024 interim results. In the first half of 2024, total revenue reached RMB 22.173 billion, up 8.4% year-on-year. Affected by online rumors, packaged drinking water revenue fell 18.3% from the same period last year, but beverage revenue grew 36.7%, with tea beverages up 59.5%. According to Nielsen data, the star product Oriental Leaf grew over 90%, leading the unsweetened tea market.
金融界If 'Marketing' Had Not Been Mistranslated as 'Yingxiao'
The mistranslation of 'Marketing' as 'Yingxiao' (营销) in China has caused widespread misunderstanding, leading to a distorted view of the discipline and practice. This article argues that the correct interpretation should be 'market-oriented' or 'marketization', and that this misnomer has contributed to business failures, internal confusion, and a negative public perception of marketing professionals.
苗庆显Snack Discount Stores: A Flash-in-the-Pan Capital Game?
In county-level markets, a fierce battle among snack stores is underway. It's not uncommon to see three or four snack stores clustered on an 800-meter street. Since the start of 2024, searches for 'snack discount stores' have surged 393.7% year-on-year, with comments up 250%. Are these stores a get-rich opportunity for franchisees? Can they produce the next Mixue Ice Cream & Tea? Is this a new blue ocean in the county economy, or just another wave of capital-driven speculation?
金梅Genki Forest: A Year of Paying Tuition to Giants
As a startup less than 10 years old, Genki Forest stands out remarkably. In the 2023 GEI China Unicorn Enterprises list, it ranked eighth with a valuation of $15 billion, surpassing Xiaohongshu. Over eight years, it incubated three products with sales exceeding 1 billion yuan each, a huge victory. However, problems persist: its star products—sparkling water, milk tea, and Alien electrolyte water—launched in 2018, 2019, and 2021 respectively, and since then, the company has seen a sharp decline, with sales growth dropping from 2-3 times annually to around 20% in 2022, facing barriers in lower-tier market distribution channels.
刘纾含How FMCG Distributors Can Enter Retail Without Losing Their Way
A county-market operator that combines distribution, supermarkets, B2B, and snack discount stores explains why retail requires customer-first thinking, disciplined sequencing, and a professional operating system.
New DistributionAdopting a Cow: How Dairy Companies Should Reconstruct Brand Operations Amid Channel Transformation
In a shrinking market, dairy companies face significant challenges. Adopting a Cow, a leading innovative dairy brand, has navigated channel fragmentation by leveraging O2O, new retail, and e-commerce, while strengthening its supply chain and engaging consumers directly. Its success demonstrates that high-quality products meeting consumer needs can thrive even in tough economic times.
方宇航Ren Wenqing of New Distribution: Retailers Fight for Pricing Power, FMCG Brand Channel Systems and Organizations Face Adjustments
This year, we co-authored the 'China Hard Discount Development Report (FMCG Industry Insights 2024)' with Lemeng Software. Last October, we released the 'China Snack Hard Discount White Paper (FMCG Industry Insights 2023)' at our conference in Shenzhen. In nearly a year, the shift from snack hard discount to hard discount has dropped two characters, but the essence remains unchanged while its impact on the industry chain has grown. This year, I summarize hard discount in three phrases: wider distribution, more categories, and less resistance.
任文青AndyChina Resources Beer: Profit Hits New High, Net Profit Attributable to Parent Reaches RMB 4.705 Billion in H1
On August 19, China Resources Beer (HK00291) released its 2024 interim results. Benefiting from the continued premiumization strategy in both beer and baijiu businesses, the company achieved consolidated turnover of RMB 23.744 billion. Net profit attributable to the parent for the first half rose 1.2% year-on-year to RMB 4.705 billion, indicating improving operations and profitability. Beer continued to premiumize, while baijiu grew rapidly.
New DistributionReturning to the Essence of Pure Tea: How Does 'Heir of Tea' Create Category Differentiation?
If asked which category has been the most dazzling in the beverage sector in the past two years, the answer is undoubtedly sugar-free tea. Sugar-free tea products have continued to surge, with data showing that in 2023, the overall beverage market grew by 6%, the ready-to-drink tea category grew by 19%, and sugar-free tea doubled with a 110% increase. However, as more players enter, issues like homogenization and lack of innovation in the sugar-free tea market are becoming more prominent. Focusing on 'tea' itself and building core competitiveness and differentiation is undoubtedly the way to break through. This year, a new sugar-free tea product that stands out is 'Heir of Tea'.
丹序China's No.1 Organic Oat Brand: How Distributors Can Choose the Right Track and Seize the Opportunity in a Billion-Yuan Market?
As food safety becomes a global focus, organic food is gaining popularity. The organic oat market in China is growing rapidly, presenting a promising opportunity for distributors. Yinshan Youmai, as China's leading organic oat brand, offers advantages in golden production areas, full industry chain, domestic naked oats, fresh harvest, and omnichannel distribution, making it an ideal choice for distributors.
New DistributionUni-President's 2024 H1 Results: Steady Progress and Continued Breakthroughs
Uni-President China Holdings Ltd. ("Uni-President", 00220.HK) reported 2024 interim results with revenue of approximately RMB 15.449 billion, up 6% year-on-year, and profit attributable to equity holders of approximately RMB 966 million, up 10.2%. The beverage business exceeded RMB 10 billion, growing 8.3%, driven by product innovation and upgrades, while the food business remained stable.
高兴Serving Multiple Fortune 500 FMCG Leading Brands, Heyin Helps Brands Achieve Omni-channel New Retail Growth
In recent years, two offline retail formats have maintained rapid growth that every brand must pay attention to: discount retail and instant retail. One focuses on cost-effectiveness, the other on convenience. Today we focus on instant retail. Besides self-operated platforms like Dingdong Maicai, PUPU Supermarket, and Hema, the mainstream instant retail we discuss mainly refers to instant O2O platforms represented by Meituan Flash Purchase, Ele.me, JD Daojia, and Duodian. Compared to traditional online e-commerce and offline supermarkets, these mainstream instant retail platforms have significant differences...
袁来Exclusive Report | Only 55% of Distributors Met Brand Sales Targets in H1, 63.2% Saw Profit Decline
In the past two years, business models, channel structures, and consumer demands have been changing, placing China's commercial distribution business in a state of continuous transformation. The industry has entered a knockout stage, requiring distributors to enhance their capabilities. More brand owners are shifting their approach to collaborate with local distributors to co-manage markets. However, a gap exists between distributors' operational goals and brand owners' expected value. Against this backdrop, New Distribution conducted an exclusive survey and released the "2023-2024 China FMCG Distributor Business Condition Survey Report," based on in-depth research of 302 medium and large distributors across various categories, aiming to present the true state of distributors in a complex market environment.
New Distribution12 Days to Go! Yihai Kerry, Yili, Hsu Fu Chi, Weilong, Luhua, Tsingtao Beer, C&S, Bright Dairy, Genki Forest and More Gather in Shanghai for a Grand Event!
From August 20-22, 2024, the 6th China FMCG Conference and the 3rd China FMCG Hard Discount Conference & the 3rd China FMCG Distributor Conference, themed 'Navigating the Era of Shrinking Volume', will be held in Shanghai. Hosted by New Distribution and co-hosted by Heyin Network, with Lemeng co-hosting the Hard Discount Conference, Zhoupu Data as a co-organizer, and sponsorship from Chunguang Food and Abstract, the event will feature over 100 industry leaders across three days of forums and seminars.
New DistributionTwo Sharp Blades: An In-depth Look at Panpan Food's Olympic Marketing Campaign
As the Olympics begin, athletes compete on the field while a marketing battle unfolds among consumer brands. In Paris, Chinese brands are pulling out all the stops, with Panpan Food's Olympic marketing strategy drawing particular attention. Panpan's deep roots in sports sponsorship, combined with its innovative hero product and integrated marketing approach, position it to stand out in the 2024 Olympic marketing arena.
丹序Monthly GMV Exceeds 10 Million, Single Product Sells Out in 3 Days: Food Merchants Profiting Big on This 'Dark Horse' Platform
As market conditions change and consumer demands diversify, distributors in the FMCG industry are evolving from single-agent models to platform-based service providers, local retailers, and omnichannel operators. Amid this transformation, Dewu, a platform focused on young consumers, has emerged as a new blue ocean for food and beverage distributors, offering significant growth opportunities through its young user base and content-driven marketing.
冯瑶Sam's Club Supplier Steps into the Spotlight: Factory-Owned Brand Hezhengran Seizes New Opportunities in Convenience Foods
As snack stores and discount retail channels reshape the FMCG distribution order, factories with strong manufacturing capabilities are gaining rare growth opportunities. Zigong Guoran Food, a former OEM/ODM supplier to Sam's Club, launched its own brand Hezhengran in late 2023, leveraging its manufacturing and cost advantages to target hard discount channels, campus stores, B2b platforms, and wholesale markets, with projected first-year sales of 100 million RMB.
赵胜男New Mass Products: The Engine of Industry Growth
This article focuses on the concept of 'new mass products' (新大众), which are upgraded versions of traditional mass products that meet evolving consumer needs. It argues that the emergence of new mass products is crucial for industry growth, as they open up the industry ceiling and provide a path forward amid market contraction.
刘春雄Dairy Industry Enters the Second Half: No Easy Growth
In recent years, due to optimistic expectations for consumption, Chinese dairy companies have seen a boom in large pasture construction, and small and medium-sized farms have actively expanded their herds, but the overly rapid capacity expansion has laid hidden dangers for today's dairy industry difficulties. Nielsen data shows that from 2021 to 2023, the revenue growth rate of domestic dairy products significantly declined, with year-on-year growth of 7.9%, -6.5%, and -2.4% respectively, while raw milk production capacity maintained an average annual growth rate of 7% during the same period. Since this year, the impact of oversupply of domestic raw milk has further escalated. The direct impact is that the price of raw milk continues to decline, even leading to a price-cost inversion.
窄播Foreign Beer, Abandoned by Chinese Consumers?
Customs data shows that from January to May 2024, China's cumulative beer imports fell 32.9% year-on-year to 134,110 kiloliters, with the value dropping 27.5% to 1.35673 billion yuan. Analysts expect June sales to remain below expectations, continuing a five-year decline since 2019.
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