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 16 of 96
Three Squirrels Founder: The Future Is 'High-End Cost Performance', Not Just Low Prices
As the year-end approaches, the Chinese retail industry is buzzing with activity. After Pinduoduo's market value briefly surpassed Alibaba's, both Jack Ma and Liu Qiangdong made rare internal statements. Three Squirrels founder Zhang Liaoyuan responded, revealing his company's 'high-end cost performance' strategy, which focuses on supply chain optimization and total cost leadership to offer quality products at competitive prices.
田静Ren Wenqing: Hard Discount - Reshaping Future Supply Chain Landscape and Growth Models
On December 6, the first China FMCG Hard Discount Conference opened grandly in Zhengzhou. At the main forum on the morning of December 6, Ren Wenqing, COO of New Distribution and chief editor of the 'China Snack Hard Discount White Paper', shared insights on 'Hard Discount - Reshaping Future Supply Chain Landscape and Growth Models'. The following are key points from the speech.
任文青AndyWhat Industry Trends Does This International Food & Beverage Event Reveal?
2023 is a year of recovery for the consumer goods market. As the industry enters a 'new world' characterized by quality and health, the 26th FHC Shanghai Global Food Trade Show highlighted key trends including the home-use of pre-made dishes, new consumption scenarios, high-quality and healthy products, and a resurgence in the cold chain equipment sector.
田静Small Bottle Baijiu Declines, While Bottled Baijiu Rises
The heartfelt slogans of youth-oriented small bottle baijiu brands like Jiangxiaobai still echo, but how long has it been since you last had a small bottle? After the 2012 'alcohol ban', the baijiu sector entered a deep adjustment. During the industry's confusion, Jiangxiaobai emerged, attracting major baijiu companies to follow the youth, fashion, personality, and fun route of small bottle baijiu. At that time, it was widely believed that Jiangxiaobai could crack the rigid baijiu market and represent the industry in embracing young people, making small bottles a mainstream form. However, just a few years later, Jiangxiaobai's myth faded, and the entire small bottle market nearly collapsed. In the previous industry recovery focused on high-end products, small bottles were pushed into a corner. In contrast, bottled baijiu (guangping jiu), emphasizing quality and value for money and aligning with the consumption downgrade trend, became a market hotspot.
陈碧婷Frontline Salespeople: Easy to Enter, Hard to Excel
In recent years, business has been tough, a common consensus. Many articles discuss corporate strategic dilemmas and distributor development challenges, guiding companies and distributors on how to thrive against the trend, improve store coverage, manage sales, and ensure rapid growth. But have you noticed? We focus on industry changes, corporate development, and distributor difficulties, yet rarely pay attention to frontline salespeople who face the same intense market competition and sales issues.
张雨薇Ten Years of Partnership: Blue Moon and the College Student Art Fair Jointly Promote the Development of Art Education in China
Blue Moon, as the title sponsor of the College Student Art Fair for ten consecutive years, has helped young artists realize their artistic dreams. The fourth College Student Art Fair (Wuhan) opened on November 3, attracting over 2,600 works from 637 artists.
玥玥Kimberly-Clark VP of Sales Guo Wei: No Magic Moves in the Overall Game
Today I will share on the topic 'Breaking Through in a Difficult Environment.' This is a broad topic that is hard to cover in a short time, but I will try to combine Kimberly-Clark's practices in the Chinese market to offer some inspirational thoughts. Before starting, I'd like to share a piece of communication knowledge and my own insights. Since ancient times, before the rise of the internet, information and knowledge were often transmitted through bamboo slips, clay tablets, or books. These methods share a common characteristic: the medium of transmission is heavy. Here, 'heavy' does not refer to weight, but to the difficulty or obstacles in spreading information.
郭巍“Meaningful, a Bit Regrettable, Worth Persisting”: A Decade of Practical Reflections on a Retail Terminal Platform
Over the past decade and the next, both distributors and the market they face have undergone tremendous changes. Mr. Xu Hongyao, Vice President of Dongguan Sugar & Wine Group and General Manager of Caihua Trading (Yueheji), shared his practical experience over the past decade and his thoughts for the next decade, using Caihua Trading (Yueheji) as a case study. From a retailer's perspective, he illustrated the opportunities and challenges in the evolution of distributor business.
姚旭鸿Changes in Offline Retail Channels: The Next Big Dividend Lies in Lower-Tier Markets
At the Fifth China FMCG Conference's snack and discount store forum, Zhu Zhiyong, founder of Xunwushe, analyzed the past, present, and future of discount stores from a retailer's perspective, emphasizing that the next channel dividend lies in lower-tier markets.
朱志勇Future Business Planning in the Consumer Market: Adapting to Change and Resilient Recovery
This article is based on the keynote speech by Yu Jian, General Manager of Kantar Worldpanel Greater China, at the 5th China FMCG Conference. In 2023, China's consumer market continued to recover, with FMCG sales stabilizing compared to last year. The market shows clear divergence, and six small trends are identified to help brands plan for the future.
凯度消费者指数In-depth Dialogue with Li Chengjie of Mengniu Group: Reforging · Data Intelligence
Li Chengjie, Chief Data & Intelligence Officer of Mengniu Group, and Chen Siting, CEO of New Distribution, engaged in an in-depth dialogue titled "Reforging Data Intelligence." They discussed how data intelligence drives growth and innovation, sharing Mengniu's practices and insights at the 5th China FMCG Conference.
李琤洁China Resources Beer's Hou Xiaohai Exclusive: Rebuilding Enterprise Capabilities to Create a New FMCG World
At the 5th China FMCG Conference and 1st China FMCG Distributor Conference, Hou Xiaohai, Chairman of China Resources Beer, shared insights on rebuilding enterprise capabilities in the new world, drawing from CR Beer's transformations and strategies. He emphasized the need to adapt to a fundamentally changed consumer landscape.
侯孝海New Distribution Exclusively Releases 'China Snack Hard Discount White Paper (FMCG Industry Insights 2023)'
Since 2021, capital injection and franchisee support have fueled explosive growth in bulk snack stores, seizing business from traditional retail formats. Wherever snack stores open, two roles are inevitably affected: traditional retailers, whose related category sales drop at least 30-40%, and distributors, with over half of surveyed distributors reporting declining sales. Additionally, brand owners are also impacted, with many now entering snack store systems despite risks to traditional channel pricing.
New DistributionWeilong Launches New 'Little Witch' Konjac Vegan Tripe, Stirring Up a New Trend in the Konjac Products Track!
As a pioneer in the konjac snack category, Weilong continues to lead the new trend in konjac leisure snacks. The leisure snack industry is undergoing an unprecedented revolution, with channel changes at the forefront, followed by supply chain transformations driven by these channels.
冯瑶Laojin Mofang's Zhu Yingying: Unlocking the Creative Power of New Chinese-style Health Consumption
At the 5th China FMCG Conference and the 1st China FMCG Distributor Conference held in Shenzhen from October 9-11, Zhu Yingying, CEO and Partner of Laojin Mofang, shared insights on how the century-old brand leverages the 'medicine and food homology' concept to innovate in the health consumption sector, addressing evolving consumer needs and market opportunities.
朱盈盈New Distribution Exclusive Release | 2022-2023 China FMCG Distributor Business Survey Report
Over the past two years, China's commercial distribution business has continued to evolve. Traditional business models are changing, with digitalization and local supply chain integration becoming the direction for more distributors. New retail formats such as hard discount snack stores and front warehouses are rising, forcing distributors to expand into more channels. Distributors' capabilities are strengthening, and more brand owners are co-managing markets with local distributors. However, there is a gap between distributors' business goals and brand owners' expectations. Based on this, New Distribution, together with Zhoupu Data, conducted a survey of 279 medium and large FMCG distributors across China to release this report, providing insights into distributor operations, management, efficiency, and trends.
New DistributionNew Growth, Creating the Future | Supply Chain Innovation Supports New Growth
From October 9 to 11, the 5th China FMCG Conference and the 1st China FMCG Distributor Conference were successfully held at the Shenzhen Denghill International Hotel. Co-hosted by New Distribution and Anchor Intelligence, the conference attracted over 1,500 FMCG industry professionals and featured more than 80 speakers. On October 9, Mr. Liang Pengfei, President of Anchor Intelligence, delivered a keynote speech titled "New Growth, Creating the Future: Supply Chain Innovation Supports New Growth," proposing a "New Growth" model for the new world environment.
ANNTOMajor Release | 2022-2023 China FMCG Distributor Business Condition Survey Report
At the 5th China FMCG Conference and the 1st China FMCG Distributor Conference held in Shenzhen from October 9-11, 2023, New Distribution's Chief Content Officer Yuan Lai and Research & Consulting Partner Wendy Li released the "2022-2023 China FMCG Distributor Business Condition Survey Report" (hereinafter referred to as the Report), jointly produced by New Distribution and Zhoupu Data. Based on a survey of 279 FMCG distributors across China, the report provides insights into distributor operations, management, efficiency, and development trends, revealing challenges and opportunities in market operations and upstream/downstream cooperation.
New Distribution重磅丨新经销独家发布《中国零食硬折扣白皮书（快消行业洞察2023）》
On October 9, the 5th China FMCG Conference officially opened in Shenzhen. On the morning of October 10, at the 'Snacks and Discount Stores' sub-forum, Ren Wenqing, COO of New Distribution, Dean of the New Distribution Digital Research Institute, and Chief Expert on Hard Discount Industry, released the 'China Snack Hard Discount White Paper (FMCG Industry Insights 2023)'. The following are the key points of the speech.
任文青AndyZhao Bo: Viewing China's FMCG Retail Channels from an Abstract Perspective
Zhao Bo, founder of New Distribution, discusses the theme 'Rebuilding: A New Era' for the 5th China FMCG Conference, emphasizing the need for businesses to think across cycles and use abstract thinking to navigate channel fragmentation and changing consumer demands, rather than relying on simplified models.
赵波Rethinking the Logic of the Shelf
The article discusses how the logic of shelves differs between online and offline retail, emphasizing that offline shelves must be adjusted by time and customer group, while online platforms use algorithms to offer personalized product combinations. It introduces the concept of three generations of retail models in China and argues that the emergence of the third generation (e.g., community group buying, discount stores, interest e-commerce) has fundamentally changed the value chain, transaction logic, and the importance of scenarios, requiring brands and distributors to adopt a three-dimensional channel perspective.
赵波重磅 | 中国零食硬折扣白皮书（快消行业洞察2023）
In recent months, more brand owners have been adding my WeChat via the official account, mostly discussing snack discount stores. They ask about shifting from distributor supply to direct supply, or want to understand the model and development of this channel. The white paper systematically analyzes the background, model, landscape, impact, and trends of snack hard discount, providing insights for brand owners and distributors.
任文青AndyIs Offline Business Getting Harder? Has 'Terminal is King' Failed?
Many distributors are asking how to manage outlets to achieve 'terminal is king'. The answer lies in eight characters: outlets, display, visits, and sell-through. This article elaborates on these four extremes, covering strategies for outlet management, display optimization, visit excellence, and sell-through maximization, and discusses the interplay of 'dao' and 'shu' in execution.
高级研究员 海游Is the Relationship Between Salespeople and Store Owners Worth Anything?
Stores are where products are sold, serving as the link between products and consumers, and are the most critical link in product distribution. Winning stores means winning the market, and seizing stores has become a key to marketing success. However, stores require good relationships (keqing), and with strong relationships, greater sales can be achieved. In past reports by New Distribution on distributors, especially during the three years of pandemic lockdowns, many distributors who invested in relationship-building saw positive results, avoiding losses and even growing against the trend. China is a society that values personal connections, so in terms of salesperson skills, they are divided into three categories: attitude skills, relationship skills, and business skills. Among these, relationship skills are considered the most important, accounting for 80% of the factors in closing deals.
高级研究员 海游