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 43 of 96
JD New Channel's Zheng Hongyan: More Open and Intelligent in 2019, Achieving Boundaryless Win-Win with Channel Partners!
At the 'Boundaryless Retail Industry Summit' co-hosted by JD New Channel and New Distribution on March 18, 2019, JD Group Vice President and President of JD Retail Group's New Channel Business Unit, Zheng Hongyan, announced that JD New Channel would fully transition from its 2018 trial phase to the 2019 practice phase, building a full-chain B2B2C platform that is more open and intelligent. This also confirms that FMCG B2B, from its inception in 2013 to 2018, after five years of expansion, model iteration, and strategy exploration, has officially entered a stage of deep, refined operations.
赵波Exclusive | New Distribution Releases the 2018-2019 FMCG B2B Industry Trend Report
On March 18, the "Boundless Commerce, Same Heart" JD New Channel and New Distribution co-hosted industry summit was held in Chengdu. The following is the speech by Zhao Bo, founder of New Distribution, presenting the 2018-2019 FMCG B2B Industry Trend Report, compiled by New Distribution for readers.
赵波Unbounded Retail Strategy Enters Implementation Phase: JD New Channel Upgrades to an 'Open + Intelligent' Platform
On March 18, JD New Channel and New Distribution co-hosted the 'Boundless Commerce, Shared Vision' JD New Channel Unbounded Retail Industry Summit in Chengdu. Xu Lei, rotating CEO of JD Retail Group, delivered a speech on the latest progress of JD's unbounded retail strategy, while Zheng Hongyan, VP of JD Group and President of JD Retail New Channel Business Unit, announced that in 2019, the unbounded retail strategy would move from experimentation to implementation, upgrading New Channel into a more open and intelligent B2B2C platform.
New DistributionNew Distribution Exclusive Release: 2018-2019 FMCG Retail Small Store B2B Competitiveness Report
The 5th FMCG + Internet Conference, hosted by New Distribution, was grandly held on March 16 at Chengdu Longemont Hotel, attracting thousands of industry professionals including distributors, manufacturers, and internet companies from across the country. The main forum began at 9:00 AM, and the following is the speech delivered by Zhao Bo, founder of New Distribution, organized for readers. The report, based on data from 4,487 stores across 41 cities and 22 provinces from August to December 2018, reveals key insights into the B2B landscape for small retail stores.
赵波Marketing is a 'Pitfall' Profession | What Should Salespeople Do in the Face of Change?
This article discusses the transformation of salespeople into marketing personnel in the context of new marketing. It outlines the shift from traditional channel management to a dual role involving both sales and communication, emphasizing new functions such as regional communication ignition, local IP, B-chain and C-chain construction, and scenario building.
刘春雄2019 Top 10 Consumer Trends: What Can the Beer Industry Learn?
Recent reports from Mintel, Nielsen, and Euromonitor highlight key consumer trends in China for 2019, offering insights for the beer industry. These trends include experiential consumption, personalized products, healthier options, and the importance of social media and environmental sustainability.
主编酒酿丸子The World Stays Young, but You Will Eventually Grow Old: On the Eve of the Annihilation of Ten FMCG Giants
The moats of FMCG giants, built on brand, capital, channels, products, and talent since the 19th century, are collapsing in the internet age. Stock prices of the top ten FMCG companies have fallen significantly over five years, and their pricing power is eroding as consumer habits change.
于辰琪Hundreds of Stores Stocked, but Sales Barely Move: The Reasons Behind This Are Thought-Provoking!
For many distributors, product distribution can be done quickly, but market activation after distribution is slow. Once products don't sell, it leaves a bad impression on retail stores, affecting customer relationships and making it hard to introduce new products later. Terminal sell-through is the most direct and important indicator of a distributor's performance, as it's the final step in consumer purchase decisions and the ultimate realization of distributor profits.
师顺宽Deep Dive: The Core Competitiveness of Community Group Buying
In 2019, community group buying continued to grow rapidly across China, with strong financing, high growth rates, and expansion into lower-tier markets. This article analyzes the core competitiveness of community group buying platforms, including supply chain models, expansion strategies, category and price competition, and the crucial role of group leaders, using case studies and data from platforms like Kaola Select.
王军iThe Marketing Strategies of Coca-Cola & P&G in China for the Next 40 Years!
At the 2019 Shanghai International Advertising Festival, Richard Cotton, Content and Excellence Creative Director of Coca-Cola Greater China, and Chen Xiaqing, General Manager of Brand Operations at P&G Greater China, shared insights on how Coca-Cola effectively tells brand stories and how P&G adapts to changing times while staying true to consumer-centric principles.
在现场的Will There Be Another $10 Billion Consumer Company in the Next Five Years?
The author, a consumer industry researcher, questions whether China's consumer sector will produce new $10 billion companies in the next five years, arguing that traditional brand-building models are hitting ceilings. He proposes that future successful consumer companies will need to adopt new dimensions such as planning, optimized distribution, consulting, and user relationships to build sustainable moats.
李靖Spell Out a Future!! Have You Joined a Group Buy Today?
The article discusses the rise of group-buying e-commerce models in China, driven by platforms like Pinduoduo, JD's Jingdong PinGou, Suning's PinGou, and community group buying. It highlights the shift from traditional customer acquisition to social-based marketing and supply chain innovations such as front warehouses and pickup points, emphasizing the importance of low-cost traffic and user-driven growth.
王军iA Look at Outstanding Companies That Don't Assess Sales Performance
At a New Marketing course in January, the author noticed that three of the invited companies, and four others he knew, do not assess sales performance. This article explores why these companies, which excel in new marketing, focus on process and intermediate results rather than sales targets, and how this approach leads to success.
刘春雄When Deep Distribution Is a Thing of the Past, What Are the Sales Tactics of New Distribution?
If you were given a startup cookie brand, how would you sell it? Traditional marketers might rely on deep distribution, but in today's saturated market, this approach is failing. AKOKO, a cookie brand founded in 2016, achieved explosive growth by leveraging micro-agent distribution, content-driven sales via KOLs, and e-commerce platforms, illustrating a new distribution model that focuses on direct consumer connection and rapid iteration.
袁来Deep Dive: Why Are Domestic B2B Platforms Suffering Massive Losses and Shutdowns? Insights from the Evolution of Sino-US Distribution Channels
This article compares the evolution of consumer goods distribution channels in the US and China to analyze why many Chinese FMCG B2B platforms are experiencing large-scale losses and closures. It argues that inadequate infrastructure and fragmented production are key reasons, while predicting a future shift towards larger, more consolidated channels and supply chains.
新经销刘少德How Many More 'Victims' Will the 'Terminal is King' Trap Claim?
The 'terminal is king' strategy, which emphasizes investing heavily in retail terminals, is one of the biggest pitfalls in marketing. It often leads to misallocation of resources and ignores the importance of brand building and consumer communication, ultimately causing failure for many companies.
苗庆显2019, How Can Salespeople Survive?
As competition intensifies across industries, salespeople face unprecedented challenges, making survival increasingly difficult. This article examines the traditional tactics and questionable practices of salespeople, and outlines five key changes they must embrace to thrive in the future.
戈军珍New Products Die Too Fast Because Distribution Rate Is Too High
A senior executive from an industry giant said that distribution is no longer a problem, but sell-through is. This is not an isolated phenomenon but a common one. The reason is that most companies still follow traditional deep distribution practices: distribution plus sell-through. Since distribution is easy, the real issue lies in product cognition during upgrades, which requires precise distribution, experience, and word-of-mouth.
刘春雄The Bigger the Headquarters, the Bigger the Problems
In the corporate world, a strong headquarters often creates distance from the front lines, leading to bureaucracy, poor execution, and a lack of innovation. This article argues that headquarters must bridge the gap with the market, empower regional teams, and foster a culture of discovering and scaling grassroots innovations.
刘春雄JD.com and Alibaba Enter the Fray: Community Group Buying Surges—Should Traditional Retail Follow?
In 2019, hot retail topics like new retail, borderless retail, and unmanned retail have quieted down, with attention shifting to community group buying. Traditional retail enterprises are asking whether to adopt this model; the author believes it is feasible and worth pursuing, offering value in category expansion, traffic, talent, and member data.
王军Deep Dive | The Current State and Future Path of Trading Companies
Trading companies are experiencing collective panic due to their inability to adapt to market changes, stemming from a lack of innovation, regional limitations, and insufficient preparation. To survive, they must upgrade their internal management, embrace IT solutions, and focus on their core competencies rather than diversifying into unrelated areas.
何建锋Go for It! The Respected and Feared Second Tier of China's Dairy Industry
Currently, Yili and Mengniu are leading the first tier of China's dairy industry, while Bright Dairy leads the second tier, which has rapidly absorbed three new members: Junlebao, Feihe, and H&H Group. This is the most exciting phase in the modern history of China's dairy industry, with the first tier striving for 100 billion yuan and the second tier breaking through 10 billion yuan.
张志伟Reflections on Digital Yili for Consumer Goods Companies
In September 2019, Yili launched its 'Huntianyi' system, which uses digital analysis to predict market trends and assist in retail network planning. Internally, Yili also developed an MES system to build a digital factory, achieving refined, transparent, and efficient management. This shows Yili's early planning and action for the digital era, offering insights for consumer goods companies.
谭长春Nielsen: China Consumer Confidence Index for Q4 2018 Released, Post-90s Generation Becomes Main Consumer Force | Data Reading
On January 23, Nielsen released its China Consumer Confidence Index report for the fourth quarter of 2018, showing the index at 113 points, up 1 point from 112 in the previous quarter, indicating steady growth. National Bureau of Statistics data shows Q4 GDP growth of 6.4% and 2018 GDP growth of 6.6%, achieving the expected target of around 6.5%, laying a solid foundation for the rise in consumer confidence.
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