NEW DISTRIBUTION RESEARCH TOPIC
What structural changes are reshaping China’s FMCG channels?
Analysis of distribution restructuring, channel economics, and the changing roles of brands, distributors, and retail outlets in China.
Related research and analysis
2301 articles · Page 13 of 96
2 Closed-Door Salons for Brand and Channel Matchmaking; 4 In-Depth Research Reports on Hard Discount, Distributors, B2b, and O2O — All Here!
The 'Brainstorming Feast' and grand gathering of a thousand attendees will be held from August 20 to 22. The 2024 6th China FMCG Conference, along with the 3rd China FMCG Hard Discount Conference and the 3rd China FMCG Distributor Conference, will grandly open in Shanghai, China. The conference will bring together all roles in the FMCG industry chain, including brand executives, top national distributors, traditional retail representatives, discount retail founders, and industry research experts, to engage in in-depth discussions and exchanges on topics such as the essence, direction, and solutions of transformation, and to efficiently connect cooperation opportunities.
New DistributionConsumption, Labor in the New Era | Qingshan Capital 2024 Mid-Year Research Report
This report redefines consumption as a form of labor in the era of commodity surplus, arguing that modern consumption involves purpose, effort, output, and standards, thus constituting a new type of work that drives economic and social value.
青山投研中心Food Market Mid-2024 Review: Recovery Breaks the Ice, Transformation Accelerates
2024 has been designated as the 'Year of Consumption Promotion,' with expanding domestic demand and boosting consumption as key economic priorities. In the first quarter, positive economic signals led to optimistic assessments of 'better than expected' and 'confidence is steadily recovering.' Online retail sales of physical goods grew 11.1% in the first four months, urban retail sales rose 4.6% in Q1, and foreign trade showed a rebound in April-May, signaling the growth of new drivers and economic resilience. However, cautious voices also note the pressure to meet annual targets. In the food and beverage market, health trends dominate, membership stores like Sam's Club and regional retail benchmark Pangdonglai perform well, discount snack stores expand rapidly, and second-generation entrepreneurs take over with a focus on internet channels. The first half of 2024 saw dense hotspots, including M&A, health-oriented products, overseas expansion, and new retail innovations.
foodatalinkAll of Today's Sorrow Is but the Prelude and Overture to a New World
This article's viewpoint may not be accepted by many, but acceptance is not what matters most—it is still worth reading carefully. Recently, many articles and videos about the difficulties and pressures faced by manufacturers and distributors have caused great resonance in the industry. Many distributors have expressed that seeing the entire industry facing the same huge challenges has helped vent emotions and provided some comfort. But after venting, the question of what the future holds and what to do remains a mess. Today's sorrow is merely the prelude and overture to a new world. We...
陈思廷FMCG frontline salespeople are anxious
“Business is tough now; upstream manufacturers' targets increase year by year, but downstream customers can't move goods. I don't know how long this consumption situation will last!” Last week, the author followed several FMCG salespeople on field visits to dozens of terminal stores, and on the way, salesperson Sister Liu lamented this. In the distributor team, salespeople are not only the vanguard of sales but also direct observers of market dynamics, and their feelings directly reflect the market's temperature. This article will start from the perspective of distributor salespeople, go deep into the frontline, analyze the internal and external factors causing their anxiety, and restore the true face of the market.
何雯Discount Retail Trends, Distributor Transformation, O2O Practical Implementation and Other In-depth Research Reports, All Here!
A 'brain-burning feast' for a thousand attendees. From August 20-22, the 'Crossing the Shrinking Volume Era' 2024 6th China FMCG Conference, the 3rd China FMCG Hard Discount Conference, and the 3rd China FMCG Distributor Conference will grandly open in Shanghai. Standing at the tail end of a consumption cycle, we urgently need to know what the future holds and what to do next. This conference will bring together all roles in the FMCG industry chain, including brand executives, top national distributors, traditional retail representatives, discount retail founders, and industry research experts.
New DistributionThe Trend of 'De-branding' Emerges in the FMCG Industry
A founder recently asked if I had seen any promising new FMCG brands this year. I said none had launched successfully, but some white-label products looked okay. Over the past year, branding in China has suffered a catastrophic setback, with the budding brand-building efforts of previous years not only extinguished but also showing a trend of 'de-branding'.
戚特One Key Upgrade to Boost Your Freezer Sales by 20% This Summer!
For beer, beverages, dairy, and ice products, freezers are the most critical sales channel. If you lose the freezer war, a summer failure is almost inevitable. With over 20 million freezers deployed in retail and foodservice outlets, brands like Kangshifu, Uni-President, Nongfu Spring, and Genki Forest are investing heavily. However, traditional freezer management relies on periodic visits, leading to issues like impurity, untimely restocking, and hidden losses. The Xuanwu Cloud Xuantong AIoT Smart Freezer revolutionizes this by using AI vision to monitor and manage freezers in real time, boosting sales by over 20% and purity by 17%.
陈思廷Global $21.39 Billion! Who Made A2 Milk Popular?
In recent years, the dairy industry has gradually entered a downturn, with sluggish product sales and upstream farms experiencing a 'cold winter.' However, among various market segments, A2 milk has stood out. As an emerging high-end market track, A2 milk is in the early stage of rapid growth, with major dairy giants accelerating their布局 to use A2 dairy products as a differentiation breakthrough. While jointly expanding the A2 dairy cake, how to maintain differentiated competitive advantages and gain industry discourse power remains a topic that every dairy company needs to address.
追光Why Juice Is Becoming Increasingly 'Fresh'
Juice is returning to the public eye in a form that caters to health trends. After 2021, the shrinking domestic demand for juice gradually recovered. According to data from the '2022 China Shopper Report, Series II' jointly released by Bain & Company and Kantar Worldpanel, juice became the fastest-growing beverage subcategory in sales during the first three quarters of that year. Under this growth trend, the popular form of juice products on the market has shifted from the previously popular FC (From Concentrate) to NFC (Not From Concentrate). The biggest difference between the two lies in the processing technology; the latter reduces the concentration and reconstitution steps, preserving the original flavor and nutrition of the fruit to the greatest extent.
窄播A Brain-Burning Feast, A Gathering of a Thousand: Telling You What to Do Next!
The 2024 6th China FMCG Conference, along with the 3rd China FMCG Hard Discount Conference and the 3rd China FMCG Distributor Conference, will be held in Shanghai from August 20-22. The event will bring together all roles in the FMCG industry chain to discuss transformation and future directions, offering opportunities for learning and networking.
New DistributionBehind the Hot Sales of Weilong's Durian Spicy Strips: How Continuous Innovation Drives Market Breakthroughs?
In China's FMCG industry, Weilong has always been at the forefront with its innovative products and unique marketing strategies. Recently, Weilong launched a new product, Durian Spicy Strips, which quickly attracted market attention. Within a few days of launch, the product sold 500,000 packs online, with sales exceeding 1 million units. Notably, through integrated marketing on multiple online social media platforms, celebrity creative short videos, and offline pop-up store activities, this marketing combination helped the new product win the market. Weilong's bold attempt in product innovation also reflects its deep insight into consumers and precise grasp of market trends.
冯瑶Where Is the Future of China's Chain Retail?
The future of China's chain retail cannot rely solely on Pangdonglai; we need more and better Mingming Henmang, Haozhaizi, Baiguoyuan, and Guoquan. Traditional supermarkets are losing relevance, with new retail demand met by instant retail, convenience stores, and membership stores on one hand, and various vertical chain brands on the other. Leading players in bulk snack, maternal and child snack, fresh produce chain, and ingredient chain sectors have already entered the top 100 chain list. Next, hard discount and beauty chain segments may also see new stories.
徐霁Navigating the Era of Shrinking Volume: Outlets Remain the Lifeline for Manufacturers and Distributors
This article discusses the importance of classifying retail outlets by brand communication levels to optimize brand influence, monitor communication effects, analyze regional market characteristics, improve resource efficiency, and strengthen competitive advantage. It provides a practical case and methods for categorizing outlets into ABCD levels based on multiple criteria such as sales, brand communication, profit, and competitive suppression, emphasizing that outlets remain the foundation for manufacturers and distributors in the era of shrinking volume.
高级研究员 海游Early Bird Tickets: Only 5 Days Left! 2 Industry Reports and a 200,000-Word Dealer Case Collection—All in One Ticket!
From August 20 to 22, the 2024 6th China FMCG Conference, the 3rd China FMCG Hard Discount Conference, and the 3rd China FMCG Dealer Conference will grandly open in Shanghai, China. In a shrinking market, challenges and opportunities coexist. China's consumer market is vast, deep, and diverse; as long as you find the path to segment the market by population, channel, and product, you can discover incremental opportunities. As a decade-long cycle comes to an end, we urgently need to know what the future holds and what to do next.
New Distribution10 Business Insights from Meeting 100 Distributors in the First Half of the Year
In the first half of 2024, I met with over 100 distributors across more than ten cities, engaging in deep exchanges. From these interactions, I distilled 10 core business insights, reflecting the real market conditions and offering strategic thinking for distributors navigating a challenging and changing environment.
袁来Big bottles are still trending, but Coca-Cola has set its sights on small bottles again
In recent years, large bottles have been gradually taking over shelves and becoming a mainstream consumption trend. Especially with the overall weak market consumption, large bottles with better value for money have become more favored by consumers, prompting many brands to follow suit and launch large-bottle drinks to seize the market. However, the author noticed that Coca-Cola, as an international beverage giant and industry bellwether, is thinking in the opposite direction, announcing on June 5 the launch of more portable and compact pocket-sized bottles.
AaronEarly Bird Tickets Now Available! Four Exclusive Benefits, First Come, First Served!
From August 20-22, the 2024 6th China FMCG Conference, the 3rd China FMCG Hard Discount Conference, and the 3rd China FMCG Distributor Conference, themed 'Navigating the Shrinking Market Era,' will grandly open in Shanghai, China. The shrinking market presents both challenges and opportunities. China's consumer market is vast, deep, and diverse; as long as we find ways to segment the market by population, channel, and product, we can discover opportunities for growth. Every decade marks a cycle, and standing at the tail end of a consumption cycle, we urgently need to know what the future holds and what steps to take next.
New DistributionThe Post-00s Who Just Entered the FMCG Workplace Have Already Resigned
In his sixth month at the company, Xiao Yang (pseudonym), the only employee under 30 in his department, resigned. He cited low pay, heavy and miscellaneous tasks, long working hours, and a lack of belonging as the main reasons. His experience highlights the challenges young people face in the FMCG industry, where high turnover and difficulty in retaining fresh talent persist.
汪海Going to the Countryside: How Beverage Manufacturers Can Find Opportunities in Lower-Tier Markets
During a business trip to Jingxi City, a border town in Guangxi with a population of 480,000, the author discovered intense competition and business opportunities in the beverage market, prompting reflection on whether brands facing performance bottlenecks can find breakthroughs in such markets. The article shares insights on market potential, existing problems, and development strategies for county-level markets.
邢仁宝Only 9.1% Oppose Pre-made Dishes
Pre-made dishes remain a hot topic. In the first half of this year, topics like 'New Year's Eve pre-made dishes', 'pre-made dishes in schools', and '315 exposure of Meicai Kou Rou' frequently trended on social media, sparking extensive discussion, controversy, and criticism. Despite this, pre-made dishes continue to expand rapidly. According to iiMedia Research, the market size of China's pre-made dish industry reached 516.5 billion yuan in 2023, a year-on-year increase of 23.1%. In the future, the market is expected to maintain high growth, with projections to exceed 1 trillion yuan by 2026.
吃预制菜的DT君From Deep Distribution to Precision Distribution: A Strategy for Incremental Change in Brand Channel Models
Brand executives face three common challenges: difficulty recruiting quality personnel, managing teams effectively, and maintaining high service quality at retail outlets. This article explores shifting from traditional deep distribution to a precision distribution model, using Nongfu Spring's channel reform as a case study, and outlines a four-step approach for channel model transformation.
高级研究员 海游Earnings Report Analysis: How Did Traditional Supermarkets Make a Comeback?
Recently, traditional supermarkets have been trending, with Pangdonglai's popularity and the Q1 2024 earnings reports from Yonghui and Jiajiayue. Pangdonglai's founder Yu Donglai mentioned that the company expected to earn 20 million yuan in 2023 but ended up making 140 million yuan. Yonghui and Jiajiayue also achieved significant profits, with Yonghui's net profit attributable to shareholders reaching 736 million yuan, a year-on-year increase of 4.57%, making its quarterly profit more than five times Pangdonglai's annual profit.
我是庄帅The Core of Distributor Morning Meetings Is Helping Salespeople Make Money
Morning meetings, the simplest and most basic daily management routine, seem to trouble many frontline execution teams. This article discusses how to prepare and conduct efficient morning meetings, emphasizing that the key is to use data to show salespeople how to earn more money, turning management into motivation.
高级研究员 海游