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.
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2301 articles · Page 24 of 96
Seize the Two Slow Variables to Master Your Company's Destiny
Mr. He Fan once defined fast variables and slow variables. Fast variables refer to daily changes and challenges, such as weather changes. Slow variables are unnoticed but decisive factors, like tidal changes caused by the moon. Fast variables are the present, slow variables are the future, and both are important. Ideally, we should grasp both, but the world keeps accelerating, and fast variables are increasing. If we cannot grasp all fast variables, what is our criterion for selection?
新经销团队Four Stories to Understand in the Face of Major Trends
This article uses four stories to illustrate the importance of understanding slow variables over fast ones in business. It argues that while many companies rush to embrace change, true success comes from recognizing the underlying patterns and maintaining a 'trend antibody' to thrive despite minor shifts.
赵波Decoding the Top 10 CVS Chains in China: Store Counts and Operational Characteristics
China's convenience store sector is booming, growing at 8% annually with 193,000 chain stores and nearly 20,000 new stores each year. This article analyzes the top 10 convenience store brands in China based on CCFA data, covering their store counts, operational models, and unique features.
胡钶Investing 1 Billion Yuan to Build China's Leading 100% Juice Brand: Fulan Nongzhuang Makes a Strong Move in 2022
After 13 years of scouring the world's orchards for the finest fruit origins, Fulan Nongzhuang is doubling down on the compound juice and NFC juice markets in 2022 with the launch of a 10-fruit compound juice, aiming to become China's leading compound juice brand and break into the top tier of the juice industry, with plans to list on the main board or ChiNext within the next 3-5 years.
New DistributionExplosive Rise and Fall: Eight Sober Predictions for the Fresh Food Cold Chain Industry - Return to Fundamentals, Wait for the Flowers to Bloom!
The COVID-19 pandemic has lasted 739 days, affecting three Spring Festivals, and the fresh food cold chain industry has experienced dramatic ups and downs. This article offers eight sober predictions for the industry's future, emphasizing a return to fundamentals and long-term thinking.
钟贤柏What Can We Learn from Old Consumer Giants | The Ambition of the Century-Old Nestlé Empire: Breaking Free from Historical Cycles
This article examines Nestlé's 155-year history, highlighting its acquisition strategy and internal growth tactics as key to its resilience. It also analyzes Nestlé's localized supply chain and marketing battles in China, offering lessons for new consumer brands.
愈嘉Why Is BC Integration an Upgrade of the Deep Distribution Model?
BC integration has become a hot topic in the industry since the pandemic began last year. In summary, it is a distribution model that leverages the LBS advantages of mom-and-pop retail stores and digital tools to solve B-end store marketing and digital management while also connecting and marketing to C-end consumers in the store's surrounding community. It uses digital tools and methods to solve distribution and sell-through issues. The tools used in BC integration can be roughly divided into three categories: SFA for managing business and terminals, mini-programs for online transactions and consumer marketing, and one-code-per-item for product and consumer marketing.
赵波Kotler's Cao Hu and Zhao Bo in Dialogue: From a Marketing Perspective, How Will Channels Evolve in the Future?
This article is a transcript of a live-streamed dialogue between Dr. Cao Hu of Kotler Consulting Group and Zhao Bo, founder of New Distribution, on the topic of channel evolution in 2022, covering trends such as channel fragmentation, digitalization, and the shift toward omnichannel strategies.
科特勒增长实验室Raw Material Prices Are Soaring: Should Product Prices Follow? And How?
During recent market visits, conversations with distributors, wholesalers, and retail outlets inevitably turned to the increasing difficulty of doing business, compounded by rising product prices. Three scenarios emerged: some brands haven't raised prices but are threatening to; some price increases failed due to consumer resistance and squeezed channel profits; and some succeeded without losing market share. This article discusses how brands should approach price increases, covering pre-increase preparation, execution, and post-increase monitoring.
高级研究员 海游Baixiang Food: 25 Years of Deep Roots for Infinite Upward Possibilities
China, with a history of five thousand years, has entered a new era, rising to the center of the world stage. Baixiang Food, reflecting on this context, emphasizes its commitment to innovation and the 'Chinese Spirit' over 25 years, focusing on Chinese flavors and social responsibility, aiming for growth in the new era.
田静Mondelez Releases Global Snacking Report! Chinese 'Foodies' Value Portion Control More
To seize opportunities and drive growth in the new year, global snacking giant Mondelez International has released its third annual State of Snacking report. The report, conducted with The Harris Poll, surveyed thousands of consumers across 12 countries and regions, with a special focus on China, where business growth far exceeds global levels.
何丹琳2022 Spring Festival: Pre-made Dishes and Traditional Chinese Tonic Foods Target the Young Generation
As the Spring Festival approaches, whether staying local or returning home, annual goods are significant for both buyers and consumers. Notably, the '2022 Kuaishou Quality New Year Shopping Festival Consumption Trend Report' shows that Generation Z's online stockpiling spending increased by 254% year-on-year. This article analyzes the hot categories and brands favored by the young generation, interpreting their lifestyle and consumption demands, and outlining effective marketing strategies.
New DistributionBe a Clear-Sighted Winner in the Future: 5 'Dividends' and 3 'Risks' for FMCG Companies in 2022
This article discusses the trends and opportunities for FMCG companies in 2022, emphasizing the importance of finding certainty in uncertainty. It outlines five key dividends (omnichannel, event marketing, new brands, new models, and consumption polarization) and three major risks (black swan, gray rhino, and crisis management) that companies should seize or mitigate.
占兵Decoding the Omnichannel Growth Model for Brands: A Comprehensive Analysis
This article, sourced from BrandLaoBai (ID:BrandLaoBai), decodes the omnichannel growth model for brands through four stages and sixteen modules, summarizing the capabilities required as '4-In-Power'. It details each stage, from strategic positioning to cultural dissemination, emphasizing the importance of insight, implantability, intelligence, and influence.
布兰德老白Observations on the Evolution of Coffee Consumption: From Scene Prop to Consumer Protagonist
This article examines the transformation of coffee consumption in China, from a social accessory to a standalone product, driven by the rise of new coffee brands like Luckin Coffee. It argues that the future growth of China's coffee market will come from Generation Z, who prioritize value, convenience, and brand authenticity, and that Luckin is poised to take over market education from Starbucks.
张仪Upstream Manufacturers Raise Prices, Downstream Dares Not, Terminal Sales Sluggish: Frozen Food Distributors Face the Hardest 'Peak Season'!
In early December, at the Zhongyuan Siji Aquatic Products Logistics Port in Zhengzhou, the largest cold-chain logistics hub in central China, loading worker Lao Zhang basks in the sun with little work, as the market is unusually quiet. Distributors are squeezed by upstream price hikes and downstream reluctance to accept increases, leading to sluggish sales and heavy inventory pressure, making this the toughest peak season they've ever faced.
头条君Yang Yonghua: Only Reconstruction Can Lead to Rebirth
From the 'traffic is king' era of e-commerce platforms to the 'inventory is king' era of mobile internet, and now the 'value is king' era of private traffic, the consumer internet is constantly evolving. In his new book 'Reconstruction: Upgrade Your Competitive Advantage', Yang Yonghua analyzes the challenges enterprises face in reality, proposing that 'what disrupts enterprises is not technology, but customers', and guiding enterprises to undergo strategic reconstruction.
杨永华4 Core Strategies for Spring Festival Marketing: An Analysis Based on 13 Classic Cases
This article discusses how to execute effective Spring Festival marketing, drawing on 13 classic cases. It outlines four key strategies: issuing behavioral commands to drive purchases, integrating brand culture with festive emotions, focusing on specific Spring Festival elements, and building a long-term marketing IP.
空手Human Efficiency Will Be the Biggest Bottleneck for FMCG Enterprises in the Future
This article discusses the issue of human efficiency in FMCG enterprises. Low human efficiency is manifested in three ways: low output, low work efficiency, and high interpersonal costs. The key to improving human efficiency lies in managing both the number of personnel and their average efficiency, with innovative solutions such as crowdsourcing and shared labor models.
高级研究员 海游Key Account (KA) Management System: A Comprehensive Guide
This article introduces the Key Account (KA) management system, covering its five modules and five key performance indicators (KPIs), and explains how it helps companies achieve profitable growth and improve management efficiency.
曹扬A Sanitary Pad Lifts a 40-Billion-Yuan Market! 30 Years of Great Changes in China's Sanitary Napkin Industry
The sanitary napkin industry in China has grown into a 40-billion-yuan market, serving 400 million women of menstruating age. This article analyzes the industry's scale, key players, and future investment opportunities, highlighting trends toward premium products and new categories like tampons.
新消费第一媒体Decoding Walmart China President's 'Four Thoughts' on Physical Retail Transformation and Upgrading
At a recent China Chain Store & Franchise Association (CCFA) new consumption forum, Walmart China President and CEO, also CCFA Vice President, Ms. Zhu Xiaojing delivered a speech titled 'Doing the Difficult but Right Things in the Transformation and Upgrading of Physical Retail.' This article, written by a former Walmart employee and CCFA guest advisor, offers an in-depth interpretation of the speech, aiming to provide insights for physical retailers undergoing digital transformation.
我是庄帅Another Private Enterprise Falls: Over 100 Billion in Debt, 122 Companies File for Bankruptcy Reorganization to Save Themselves
Once hailed as the 'King of Pork' and a giant with 150 billion in assets, Yurun Group has now fallen into bankruptcy reorganization with debts exceeding 100 billion yuan. The company's restructuring plan, which includes debt-to-equity swaps and a 3 billion yuan injection from China Huarong, has received nearly 91% approval from creditors, offering a glimmer of hope for revival.
New DistributionAnalyzing Six Walnut's Core Approach to Long-termism from the 'Time's Friend' New Year's Speech
On December 31, 2021, Luo Zhenyu delivered his 7th 'Time's Friend' New Year's speech as scheduled. This year's speech was special because the team learned just 90 hours before the event that the 12,000-seat venue could not have an audience. The contingency plan that followed was flawless: Luo and musician Feiyu carried the entire show alone. No audience was fine; what mattered was that Luo tried to interpret the theme of the 2021 New Year's speech: 'So that's how it can be done!' 'Time's Friend' has always emphasized persistence and the value created by time, but this year's content was different, focusing not on models and methods but on a shift in mindset: 'Will is important, but the bulldozer is more important.'
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