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 40 of 96
Half Sea, Half Flame: How Will Third-Party Urban Distribution in FMCG Move Toward the Future?
The most painful thing about entrepreneurship is not failure, but seeing the future while being unable to cross the present. Today, urban distribution market entrepreneurs face this dilemma. Numerous proofs point to a bright future for urban distribution, yet the collective difficulty in profitability is disheartening. The market seems easy to enter—just people and vehicles—but profitability and good financial returns seem out of reach in the short term. Internet-based urban distribution, software service providers, and city distribution service providers—all players have entered with high hopes, but the current reality is mostly bleak and harsh.
文石Shi Yuan: People think something tastes good not because it is well-made, but because they feel it tastes good in their hearts.
After five years of entrepreneurship since returning to China, Shi Yuan has weathered hardships with tears and laughter. With 300 consulting cases, he has established a foothold in the consumer sector. Since returning from Japan in 2013 and founding Jishi Consulting in 2014, a brand strategy and marketing consulting firm focused on new consumer enterprises in 'clothing, food, housing, transportation, and entertainment,' Shi Yuan has witnessed and fully integrated into China's consumption upgrade. Jishi has become the strategic marketing consultant for many star enterprises and 'internet-famous brands'.
New DistributionNew Product Distribution Not Meeting Sales Expectations: What's the Core Reason?
In the process of introducing new products to regional markets, the effectiveness of initial distribution is crucial. Many distributors can distribute quickly, but market activation is slow, leading to poor sell-through rates. This article analyzes the reasons for poor sell-through, such as low distribution quality, lack of follow-up management, and weak in-store execution, and offers strategies for improvement.
New DistributionThe Bottled Water Arena: Nongfu Spring, C'estbon, Ganten, Master Kong, Ice Dew, Wahaha - Six Giants Battle for Supremacy!
The bottled water industry is highly concentrated, with the top six manufacturers holding about 80% of the market share. According to AC Nielsen data, in 2018, the CR3 and CR6 of China's bottled water industry reached 57.9% and 80.5%, respectively, with Nongfu Spring, C'estbon, Ganten, Master Kong, Ice Dew, and Wahaha occupying 80% of the market. From 2015 to 2018, Nongfu Spring, C'estbon, and Ganten steadily increased their market shares, reflecting that mid-to-high-end products and natural mineral water are more readily accepted by consumers during the upgrade process.
叶书怀 蔡琪We Have Been 'Deceived' by New Retail
The article argues that 'New Retail' is a pseudo-concept that has blinded the industry. It contends that retail's essence remains unchanged, and that consumers prioritize products and transactions over novel concepts, urging businesses to focus on fundamentals rather than chasing trends.
冯丹丹China Resources C'estbon 2018 Revenue 13.8 Billion Yuan, Market Share 22%, Closer to 20 Billion Target!
China Resources C'estbon's 2018 revenue grew 8.8% year-on-year to over 13.7 billion yuan, with market share exceeding 22%, ranking second in the national bottled water market. The company continues to expand its product portfolio and strengthen its brand presence.
New DistributionHow to Set Policies, Select Outlets, and Distribute: 4 Key Steps for Launching a New Product
Launching a new product is challenging, but a good start is half the battle. This article outlines four essential steps for launching a new alcoholic beverage in a regional market: setting five key policies, selecting target outlets, executing a rapid distribution blitz, and holding a launch meeting.
赵海永“Terminal is King” Is Outdated; Terminal Reengineering under New Retail Thinking Is the Way Out
The article argues that the traditional concept of "terminal is king" is outdated, and that companies should reengineer their terminal business processes based on product attributes, marketing objectives, and the flow of information and logistics. It introduces a five-element terminal-driven model, including pre-terminals, core terminals, post-terminals, logistics terminals, and scenario-based logistics terminals, to effectively communicate with consumers and drive sales.
苗庆显Viral Biscuit Shakes Up a Million People, Shaking Out a Big Hit Product
In the era of consumption upgrade, consumers' demands for leisure food are increasingly diverse, with healthy, good-looking, novel, and high-quality products becoming the top choice for young consumers. For distributors, a product that meets young consumer needs not only brings sales and profits but also new momentum for channel growth. It turns out that good products that satisfy both young consumer groups and ensure distributor profits are rare. Especially in the mobile internet era, hundreds of new products are exposed to consumers daily, overwhelming them...
New DistributionOne Extra Yuan per Case to Distributors, 30,000 More Cases Sold in a Month!
Reasonable and effective promotional methods can activate new products' features in the shortest time and rapidly increase market share among similar products; otherwise, they may lead to passive channel stagnation. When launching new products, distributors need to manage various channel links, including sub-distributors, retail terminals, supermarkets, and competing products, designing different promotions for each to achieve optimal market coverage.
New DistributionThe Making of an Internet-Famous Beverage: A White Paper
As summer approaches, the beverage market heats up with brands launching new products. This article offers practical advice on naming, packaging, flavor development, target audience, advertising, endorsements, distribution, and marketing tactics to help beverage companies stand out.
李乱七Sales Representatives: Doing Work with 'Incremental Value'
Diligence is not efficiency; only effective work that drives sales growth is high efficiency. Work that contributes to sales growth must be identified and prioritized, as many traditional tasks now only maintain existing volume rather than create new growth.
刘春雄Report | 2019 China FMCG Industry Research and Development Report
In 2018, China's personal care market continued to grow, reaching 261.9 billion yuan. Domestic brands (such as Shanghai Jahwa) showed impressive revenue growth, while some international brands (such as Unilever) experienced negative revenue growth. In China's home care products, fabric care products accounted for 63.3%. Market concentration is relatively high, with the top 10 companies holding over 60% market share, among which Liby and Nice Group occupy the first and second positions with significant advantages. In 2018, the retail sales growth of tobacco and alcohol products slowed, with sales reaching 350.23 billion yuan from January to November.
艾媒报告中心No Display, No Sales! The Display Revolution in Terminal Management
Terminal display, when done well, benefits both manufacturers and distributors; when done poorly, it wastes manpower and resources, leading to significant sales losses. This article analyzes the current state of terminal displays, identifies key reasons for ineffective displays, and provides practical cases and strategic shifts toward depth and width in display management.
罗宏文Major | Nongfu Spring Adds New Member, Launches "Lithium-Containing Natural Mineral Water," Targeting the Middle-Aged and Elderly Market!
With rising health awareness, consumers demand higher quality drinking water, leading to the emergence of various segmented water products. Nongfu Spring, a leading company in the drinking water industry, announced the launch of a "lithium-containing natural mineral water" focusing on brain health, targeting the middle-aged and elderly consumer market.
New DistributionWhere Are Distributors Headed in the Next Decade?
Distributors are facing tough times, and many are asking whether their business can survive and where the industry is heading. This article analyzes the changes in the FMCG industry over the past five years, the different challenges in high-tier and low-tier markets, and the shifts in retail environment, offering insights into future directions for distributors.
赵波2019 China Shopper Report | Three Trends Leading the Future: Premiumization, Small Brands, and New Retail
Despite an economic slowdown, China's FMCG market continues to grow strongly. The 2019 China Shopper Report Series 1, released today by Kantar Worldpanel and Bain & Company, shows that total FMCG spending grew 5.2% in 2018, slightly above 2017's 4.7%, driven by premiumization as average selling prices rose 4.6%.
New DistributionCarrefour 'Marries Down' to Suning: New Variables in the Retail Landscape?
On June 23, Suning.com announced that its wholly-owned subsidiary Suning International plans to acquire 80% of Carrefour China for 4.8 billion yuan. The deal will make Suning the controlling shareholder, enhancing its omnichannel and FMCG competitiveness, while Carrefour Group's stake drops to 20%.
新经销刘少德Uni-President's Lo Chih-hsien: Reveals Business Philosophy, Future Shift from Retail to Services, Expanding Market to Asia!
To drive growth for its second 50 years, Uni-President will continue to deepen product and service diversification while actively expanding overseas, with Asia as the primary focus. At the shareholders' meeting on June 18, Chairman Lo Chih-hsien shared his business philosophy, emphasizing a shift from retail to services and market expansion into Asia. According to financial reports, Uni-President's 2018 annual revenue reached NT$431.445 billion, up 7.9% year-on-year, with a gross margin of 33.67%.
New DistributionData Report: Has the Era of Pursuing 'Instant Noodle Freedom' Arrived?
As the world's largest instant noodle market, China's instant noodle industry has faced fierce competition from food delivery services in recent years, leading to a decline in demand since 2014. However, the market began to recover after 2016, driven by high-end products, although the ultra-high-end segment still faces significant challenges.
货圈全微数实验室Impressive 618 Results: JD New Channel is Becoming the 'Central Nervous System' for Partners' Channels!
At 24:00 on June 18, JD.com's 16th 618 Grand Promotion concluded successfully. JD New Channel officially released its fourth 618 results. With its newly upgraded B2B2C full-chain service capabilities and advantages in both online and offline main battlefields, JD New Channel once again set new sales records, with strong growth across super categories and multiple business models. Zheng Hongyan, Vice President of JD Group and President of JD Retail Group's New Channel Business Unit, stated: 'JD New Channel is an open, intelligent, and efficient B2B2C platform. The fourth 618 report card proves that upstream and downstream partners can find more suitable business models on this platform and continue to achieve high growth.'
New DistributionThe Decade of Digital Marketing Evolution in China and Future Trends
This article reviews the rapid development of digital marketing in China over the past decade, driven by factors such as user base, behavior, media tools, technology, policies, advertiser awareness, and marketing ecosystem. It outlines the evolution stages from social and video marketing to mobile, programmatic, AI, live streaming, and short video, and highlights seven major trends reshaping the industry, concluding with future directions including 5G, data assetization, and organizational restructuring.
肖明超Major Move: JD New Channel Enters Offline Liquor Retail, Fully Empowering Traditional Tobacco & Alcohol Stores
On June 15, during JD's 618 promotion, the first JD Convenience Famous Liquor Collection store opened in Linyi County, Dezhou, Shandong, marking JD New Channel's first borderless retail model store in offline tobacco and alcohol retail. The platform upgrades traditional stores with unified branding, strong supply and price control, and digital tools, aiming to revolutionize the industry.
袁来These 9 Discoveries Hide the Future Opportunities in China's Business World
This article discusses where opportunities lie in China's commercial market, presenting nine major discoveries from Mr. Shen that reveal opportunities are everywhere, from shifting consumer roles between generations to the rise of 'lazy economy' and changing consumption patterns.
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