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 32 of 96
Building an Omnichannel Incremental Market for the Industry: JD New Channel Digs into Value Creation
At the 2020 China FMCG Conference held in Shanghai on August 24, Zheng Hongyan, Vice President of JD Group and President of the New Channel Business Unit under JD Retail's Large Supermarket Omnichannel Business Group, stated that JD New Channel has been committed to value creation since its inception over four years ago, building an open and intelligent B2B2C digital infrastructure for the industry. He added that New Channel will join forces with JD's large supermarket business lines to upgrade capabilities in 'site deployment and control', 'omnichannel supply and fulfillment', and 'omnichannel marketing', working with upstream and downstream partners to build an omnichannel incremental market.
共筑生态的元宝君Expired Food: A Neglected Retail Market Worth Tens of Billions
Imported biscuits at 9.9 yuan per box, instant noodles at 9.9 yuan per box, and lactic acid bacteria drinks at 7.6 yuan per box—these are prices a friend posted on social media. Despite the seemingly loss-making prices, some people earn millions of yuan annually from this business. This article explores the overlooked but billion-yuan market of near-expiry products, focusing on the food industry.
天涯住在十里村The Next Decade of NFC Juice: What Can It Learn from Milk?
As consumer spending rises, dietary habits are becoming more internationalized, yet NFC juice remains niche in China with only 1% market share compared to over 30% abroad. This article analyzes the current state, challenges, and growth strategies for NFC juice, drawing lessons from the milk industry's success.
FBIFE-commerce: A New Sharp Tool for Domestic Beer to Break Through the High-End Bottleneck
The domestic beer industry is entering a new era of high-end structural upgrading, with e-commerce emerging as a key channel for domestic brands to compete against imported beers. This article analyzes the high-end channel strategies of Budweiser, CR Beer, and Tsingtao, and explores other models such as specialty bars, circle marketing, dedicated teams, and high investment to overcome the bottleneck.
吴勇毅Dali + Toly Bread Only Nibbled 8% of the Share: Who Is the Future of Chinese Bread?
The Chinese bakery market is growing rapidly, with bakery products becoming the top snack category and the second-largest market globally. Despite the dominance of local giants like Toly Bread and Dali, their combined market share is only 8%, indicating low industry concentration. This article explores the development history, current innovations, and the competitive dynamics between these two leaders, as well as the challenges they face in expanding nationally.
陈峰How Should Distributors, Who Rely on Downstream Business, Develop New Outlets?
The article emphasizes that a distributor's core asset is its network of outlets, and developing new customers is essential for growth. It provides strategies for identifying blank spots and developing new customers across different channels, including traditional, catering, and special channels.
李锋How Can Local Large Retail Stores Save Themselves as New Retail Diverts Business?
Despite the easing of the pandemic in most regions, consumer habits and the retail landscape have changed, with some offline large stores losing sales permanently. However, large stores remain crucial, and city managers must adapt by upgrading their strategies, focusing on integrating online and offline, optimizing product assortments, and transforming their roles to lead these stores through the new retail era.
许翔 Ryan XuXiangpiaopiao Ventures into Light Meals: Is Milk Tea Losing Its Appeal?
Xiangpiaopiao, known for its milk tea, has recently registered trademarks for light meals, signaling a move into the healthy food market. The company's performance has been volatile due to seasonal factors and product singularity, and its expansion into light meals faces challenges such as low market ceiling and weak product differentiation.
钱瑜 王晓The Era of 'Star' Consumption Arrives: How Heineken® Silver™ Wins the Future!
In May of this year, world-renowned beer brand Heineken launched its new product, Heineken® Silver™. This is a high-end beer targeting young consumers with a smooth and refreshing taste, designed specifically for young people from packaging to quality, undoubtedly giving the young consumer group a brand-new choice. Videos featuring singers Boqian Ma and Tizzy T as Heineken Silver explorers were shot for the new product. Once the product hit the market, Heineken quickly distributed it through offline channels and invested substantial resources in promotion. This raises the question: why does Heineken place such importance on this new product? What impact will it have on the industry?
陈峰Revenue Stagnates: Where Does C'estbon Go Next?
C'estbon, which had maintained revenue growth for years, saw a decline in 2019. The company's 2019 social responsibility report showed revenue of 10.396 billion yuan, a slight decrease year-on-year. Revenue has hovered around 10 billion yuan for three years without significant growth. C'estbon attributes the decline to industry conditions, but insiders note that while the industry downturn is an external factor, internally, C'estbon still relies heavily on water revenue, a saturated market with limited growth potential. Despite new product launches, they have yet to form a breakthrough.
李振兴Why Can't the FMCG Industry Afford High Salaries Anymore?
Recently, an interesting phenomenon has been observed: the FMCG industry has not attracted high-quality talent for frontline sales for a long time. Even companies like P&G find it very difficult to recruit graduates from Tsinghua or Peking University, let alone frontline staff at Coca-Cola or Master Kong. This article explores the reasons behind this, including low pay, inefficient distribution models, and the need for digital tools that empower rather than monitor salespeople.
道农The "Visit Rate" That Distributors Have Long Overlooked
An industry expert once said that in the FMCG industry, everyone talks about "distribution rate," but the premise of distribution rate is "visit rate." Visit rate is the cause, distribution rate is the effect. Discussing distribution rate without visit rate is putting the cart before the horse. This key metric has been forgotten, a common mistake in marketing. In fact, many distributors I know overlook this critical indicator. Today, we discuss how to achieve sales growth through a scientific visit rate.
李锋Want to Know Marketing Trends After the Pandemic? Tiger Cao, President of KMG China, Tells You
As the global partner and president of China at Kotler Marketing Group (KMG), Tiger Cao has deep marketing academic foundations and rich practical experience in international business. He has led KMG China in providing market strategy and brand strategy consulting services to over 120 companies, including Fortune 500 firms and city governments. He proposes four marketing trends in the post-pandemic era: influence marketing, agile marketing, brand activism, and relentless marketing innovation.
New DistributionWhat Will Distributors Who Survive the Next 5 Years Look Like?
This article discusses the future of distributors in the FMCG industry, arguing that digitalization is the key to sustainable growth. It outlines three types of distributors (brand, category, and channel) and explains how digital tools can be applied to internal management, external operations, and business models, with a focus on digitizing networks, products, and personnel to drive order digitalization.
袁来52 Innovation Shares, 24 Live Interpretations, 1000+ Product Decision-Makers Gather at FBIC2020 | See You the Day After Tomorrow
Foodaily sincerely welcomes you to FBIC2020, where we talk innovation through products and make friends through innovation. For friends who cannot attend due to the pandemic, our online live streaming reservation is now open, hoping to support your product innovation! We witness and advance the wave of new consumer brands together! This article shares the on-site content: 01 Conference Agenda & Speakers, 02 Innovative Products & Innovation Journey, 03 Innovation Activities, 04 Some Participating Companies, 05 Partners, 06 Online Live Streaming Channel Officially Opens...
New DistributionZong Fuli's First Brand Enters First-Tier Market, Wahaha 'Explores' High-End
Wahaha has begun exploring the high-end market. Zong Fuli, daughter of Wahaha Group chairman Zong Qinghou and head of the group's brand PR department, has launched her first beverage brand KellyOne, whose high-end tea product Yicha is now available at Beijing Yonghui supermarkets. However, industry insiders say KellyOne's limited product categories, insufficient channels, and numerous competitors may make it difficult to support Wahaha's high-end ambitions in the short term.
李振兴Who Moved the Cheese of Short-Shelf-Life Baking? — A 10,000-Word Research Report on China's Short-Shelf-Life Baking Industry
Capital has been flowing into China's short-shelf-life baking brands, with investments from Everbright Holdings, Qinglan Fund, Yunji, and Tiantu Capital. Traditional Chinese pastry brands are also reinventing themselves through cross-industry collaborations and new media channels. This report analyzes the industry's trends, the development paths of foreign and domestic giants, and explores new entrepreneurial opportunities in the sector.
三万资本吕东From Deep Distribution to E-commerce Rise, and O2O Breakthrough: Tsingtao Beer's Channel Innovation in Practice!
The pandemic accelerated the growth of home-delivery O2O business. According to New Distribution's research data, in the 30 days after the 2020 Spring Festival holiday, the number of people working remotely from home surged, and under the stimulus of the home economy, active users of fresh food O2O platforms increased by 58% year-on-year. In fact, in recent years, O2O business has maintained rapid growth in both catering and supermarket channels, cultivating a massive user base, and its business model has become increasingly mature and stable. Taking Meituan and Ele.me as examples, public data shows that Meituan Waimai has 400 million registered users and 50 million monthly active users...
袁来The Viral Zero-Sugar Drinks: Gimmick or Trend?
Different beverages use different sugar substitutes; for example, Diet Coke primarily uses aspartame, while some brands of sparkling water mainly use sucralose, erythritol, and others. Partially replacing sugar with sweeteners is a global trend. Theoretically, using sweeteners correctly according to regulations will not harm health. The sugar reduction trend in the US started over a decade earlier than in China, where the sugar-free trend is just beginning. The entire food industry moving toward low sugar, low salt, and low oil will be a major trend.
崔慧莹 黄思卓A Salesperson with 5 Brand Apps on One Phone: Can They Really Do the Job?
As channel digitalization software becomes more widespread, almost all brand owners require their salespeople to use their own terminal systems, or they impose measures on distributors. This has led to the phenomenon of 'shared salespeople' who must juggle multiple systems, resulting in inefficiency and frustration for all parties. The article argues that terminal systems should be seen as tools empowered by marketing thinking, not as a means of excessive supervision, and that their core value lies in improving performance through process management and data-driven decision-making.
高级研究员 海游KA Stores: Enter and Die, or Stay Out and Wait to Die?
Entering KA stores is a dilemma for many companies: enter and risk failure, or stay out and risk being left behind. This article offers strategies for small and medium enterprises to succeed in local KA stores, including product differentiation, leveraging distributor relationships, and using promotional activities and technology.
肖有为The New White Battlefield: Dairy Growth Goes Beyond Miaokelanduo
Once overlooked, 'nutrition' has become the decisive factor. Consumption upgrading can be considered from two dimensions: concept and quality. In the dairy industry, it mainly means recognizing the health value of dairy products. Objectively, domestic companies have been slow in this regard. To meet the demand of 'letting all Chinese people drink milk,' early operations and marketing focused more on brand building than on better products, gradually deviating from the core value of 'nutrition.' As consumption upgrading accelerates, consumers are shifting from brand focus to product focus, with increasing demands for nutrition.
元气酱The Soda Water Arena: Spring and Autumn Hegemony, Initial Pattern Set
If last year's soda water market merely hinted at a trend, this year's full-blown, flourishing market will surely reshape your perception of the category. Leading brands such as Nestlé, Watsons, Wahaha, Tsingtao Beer, Uni-President, Nongfu Spring, Coca-Cola, Budweiser, and Yili have entered the fray, signaling a new wave of growth. This is a stark contrast to a decade ago, when no one expected the once-ephemeral soda water category to revive so fiercely, attracting countless companies.
澄韵Deepening FMCG Industry Expertise: Providing Recognition Services That Better Understand Refrigerator Display
A beverage company's business director planned to slow down refrigerator placement despite the approaching summer, citing the inefficiency of manual display checks. Leading companies are now using AI image recognition to automatically assess refrigerator displays, improving accuracy and reducing labor costs.
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