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 44 of 96
Traditional Marketing Is Outdated, What Is the 'Formula' for New Marketing?
This article discusses the shift from traditional to new marketing, proposing three key models: traffic pool, connector, and content supply chain, as the new framework for effective marketing in the digital age.
任小东In-Depth | Uni-President's Strategic Partnership with JD New Channel: What's the Move?
Recently, news of Uni-President signing a strategic cooperation agreement with JD New Channel has drawn attention in the FMCG sector. On January 17, the two companies agreed to deepen cooperation in joint warehousing and distribution, data sharing, and brand marketing to better meet the increasingly diverse market demands of the borderless retail era. Since the second half of 2018, more brands have embraced B2B. As a typical representative of the 'deep distribution' model, Uni-President's full embrace of B2B marks another milestone for the industry.
袁来Transformation? First Cut: Eliminate the Marketing Department!
Traditional FMCG companies are losing the ability to capture consumer demand. The article argues that the first step in transformation is to eliminate the traditional marketing department, replacing it with a new structure that integrates with e-commerce and focuses on consumer engagement.
方刚Exclusive | Latest Inventory of National Community Group Buying Platforms in 2019!
Despite the capital winter, community group buying remains red-hot, attracting more entrepreneurs and investors. According to incomplete statistics from New Distribution, 27 companies in this field have received funding totaling nearly 3 billion yuan, with players from offline retail, fresh supply chain, and local services entering the fray.
新经销刘少德Township Markets Are Full of Gold: With These Operations, Year-End Sales Will Explode!
This article provides a practical manual for distributor teams to develop township markets, based on the principles of building teams, setting standards, creating models, and ensuring implementation. It outlines specific steps, including the '8 Key Points for County and Township Market Development' and the '8 Steps for Market Distribution,' to help businesses tap into the vast potential of rural markets.
New DistributionIn-depth | In the Second Half of the Snack Food Competition, How Can the 'Online + Offline' Model Break Through?
Enterprise growth follows three stages: from rapid growth driven by market dividends, to transformational growth driven by management and leadership, and finally to product and model growth driven by innovation. The snack food competition has undoubtedly entered the third stage. In 2018, snack food brands took more frequent actions than ever before. Bestore fully upgraded its brand image; Be & Cheery upgraded its packaging; Three Squirrels grandly launched 11 new products before Double 11. As internet traffic dividends level off and online and offline merge, we can see brands facing changes in the consumption environment. For snack foods, the second half of the competition is just beginning.
大V酱Year in Review | Nice Group, Yunnan Baiyao, Saky and Other Major Events in the Daily Chemical Industry in 2018
This article reviews major events in China's daily chemical industry in 2018, including Nice Group's internal turmoil due to its contracting system, Yunnan Baiyao's controversy over its toothpaste ingredients, and Saky's successful foray into electric toothbrushes.
纳兰醉天New Distribution Zhao Bo: Channel Transformation in the Next Decade: Intermediaries Remain, but Most Distributors Will Disappear!
At the '2019 New Year Marketing Course' co-hosted by New Distribution and Teacher Liu's Forum on January 12-13, Zhao Bo, founder of New Distribution, delivered a keynote speech titled 'Speculations on New Marketing and New Channel Digital Transformation in the FMCG Industry.' This article compiles his insights on channel transformation. Key points: 1. No existing distributor function is irreplaceable; 2. Distributors have only existed in China for about 30 years; 3. Retail scenarios are increasingly fragmented and diverse, but distributors lack basic digital service capabilities; 4. Visibility, online presence, routing, agility, rapid response, and financialization are the basic requirements for the new supply chain in the new retail era.
赵波Unblocking Distribution Channels Before Spring Festival to Skyrocket Terminal Sales
With one month to Spring Festival, it's the best time to push for sales. Teacher Jiang Meng shares dozens of methods to unblock distribution channels, including using emotion to market to channel partners, optimizing distributor structures, and enhancing terminal displays.
江猛The Direction of Marketers' Efforts in the Next Decade
This article summarizes clues from 2018 to predict long-term trends, arguing that while annual summaries often stoke anxiety, the essence of marketing remains unchanged. It highlights the shift from traffic and brand logic to consumer operations, citing examples like Tsutaya Books and Alibaba's initiatives.
酸奶哥肖恩There Is Always a Transformation Model for You to Benchmark
2018 was a year of anxiety for traditional enterprises, but 2019 will be a year of divergence as transformation models mature. Enterprises now have three choices: continue waiting, explore in anxiety, or benchmark against successful models. The article outlines new retail and new marketing models for various business types and announces a forum to help enterprises find their benchmarks.
刘春雄The "Mengniu Faction" Unites Under One Banner
Regarding Mengniu's takeover of Shengmu, I disagree with the notion of 'rescue' or 'salvation.' The capital market is always about interests, not chivalry. However, this move confirms an unwritten rule: the old Mengniu people who followed Niu Gensheng often return to Mengniu after their second ventures. This trend gives hope to Mengniu-affiliated companies like Saikexing, Zhongding, and Tianmu, but they need strategic adjustments to attract Mengniu and secure a good price.
乳业专业优质媒体Chinese Beer in the Era of Segmentation
The article discusses how China is in an era of market segmentation, where consumers are divided into different groups with distinct preferences. It traces the history of Chinese beer, analyzes the global beer market, and examines the current state of mainstream, imported, and craft beers in China, predicting future trends.
方刚From "3+3" Deep Distribution to New Retail: Tsingtao Beer's Channel Innovation Battle!
In 2013, Tsingtao Beer's market share in Xuzhou was 33% and declining. To reverse the trend and reclaim its base market share, Shi Yonggang, then deputy general manager of Tsingtao Beer Suntory (Shanghai) Sales, was appointed concurrently as general manager of Jiangsu Tsingtao Beer Company, focusing on Xuzhou, Suqian, Yangzhou, Lianyungang, and other areas. Shi told New Distribution, "In the county-level rural market, facing competitors with intensive distribution, Tsingtao Beer was at a complete disadvantage. We took a series of measures: first, set up distributors at the township level to ship directly from Tsingtao Beer headquarters; second, under the existing personnel system, implement a 3+3 visit system from county to township to ensure direct control of key terminals; third, comprehensively transform distributors from passive to active, leveraging their strength."
袁来Heavyweight: Inventory of China's Community Group Buying Platforms in 2018!
2018 was undoubtedly a special year in China's economic development history. Drastic changes in the internal and external environment made capital more cautious towards various business models, and with stricter regulation, the industry entered a reshuffling period faster. As new business forms like unattended shelves, sharing economy, P2P, and blockchain successively cooled down, the window for entrepreneurs to find new trends shortened. However, one business form attracted a large number of investment institutions due to its low entry barrier and short profit cycle, including top-tier capital like IDG, GSR Ventures, and Today Capital. This article by New Distribution reviews 100 community group buying platforms in China, analyzing their distribution and financing to provide insights.
新经销刘少德In the Era of Niche and Segmented Markets, Companies Cannot Wait: Trial and Error First, Then Trial and Success!
In the era of small trends, non-consensus, and segmented markets, the pace of change is too fast for traditional players to keep up. Companies must embrace trial and error, act quickly on small trends, and accept that consensus is no longer the basis for decision-making.
刘春雄10 Keywords to Understand Consumption in China Today
Looking back at the past year, let's understand consumption in China today through these 10 keywords. The internet never lacks hot topics, but what it lacks is a sensitive and curious heart towards them. History is about to turn a new page, whether it's the turbulent international situation or the 'cold wave' spreading on social media. Standing at the end of 2018, you see not only a rising China but also a China swept by a material frenzy. Looking back at the past year, let's understand consumption in China today through these 10 keywords.
褚伟Year-End Review | Top 10 Hot Events in the FMCG Industry in 2018
This article reviews the top 10 hot events in China's FMCG industry in 2018, including collective beer price hikes, the rumor crisis surrounding Yili's chairman, brands entering wechat business, major acquisitions in the coffee sector, strategic alliances, and industry layoffs.
New DistributionThe Essence of Deep Distribution is Building Good Customer Relations, Leveraging Store Owners' Community Ties for Transactions!
Retail is naturally community marketing, as stores rely on stable customers within their trade area. Deep distribution leverages store owners' community relationships to transmit brand information, while new retail and new marketing use digital tools to enhance these community interactions.
刘春雄Reviewing the Top 10 Business Events in China's FMCG B2B Sector in 2018: Braving the Wind, Growing Towards the Sun
Crisis not only signifies elimination but also hides infinite opportunities. Only by striving to build survival skills in the downturn can one weather the winter and grow towards the sun. Undoubtedly, 2018 was a watershed year. The dramatic changes in the internal and external environment extended like dominoes to every corner of development across industries, and no one could remain unaffected. This subtle change always evokes the 'every 8th year' curse of China's economy. Setting aside changes in other industries this year, the changes in China's FMCG B2B industry in 2018 were equally profound.
新经销刘少德Nielsen Report: Decoding the Top 10 Evolution Trends of 'People, Goods, and Places' in the New Retail Era
In 2018, China's consumer market entered a new era of transformation. Consumer confidence remains high, while discussions on consumption stratification are widespread. Rational, diversified, and personalized consumption characteristics are increasingly prominent; the dominance of big brands is being broken, with rapid iteration of brand and product upgrades; new retail is developing rapidly, with leading players emerging; traditional commerce faces invasion by innovative new species; digital empowerment of offline retail stores is maturing...
New DistributionFarewell to B-end Deep Distribution, Welcome C-end Deep Distribution
Two years ago, I discussed with friends the question of 'where is deep distribution heading.' The routine tasks of deep distribution, such as distribution, visits, shelf management, and promotions, have been stuck for years: not doing them is not an option, but doing them brings no growth. At that time, I concluded that deep distribution would evolve towards precision and efficiency. However, I have now changed my view. If the deep distribution proposed around 2003 is called 'B-end deep distribution,' the current deep distribution should be called 'C-end deep distribution.' B-end deep distribution goes as deep as the terminal; C-end deep distribution goes deeper to the consumer.
刘春雄Is New Retail Failing? | In-depth
Yonghui Superstores is divesting its loss-making new retail segment, while Hema Fresh is slowing its expansion, and traditional supermarkets are showing signs of recovery. Is returning to offline operations the way forward? How will new retail develop?
无冕财经团队Three Years On, JD New Channel Strives to Be the 'Network Weaver' of B2B
As more people and businesses come online, the internet has become a medium for breaking spatial barriers and enabling real-time communication, prompting traditional industries to undergo digital transformation. FMCG, a traditional and vast sector, has drawn significant attention from internet giants, with digital upgrades to distribution chains making FMCG B2B a familiar and hot topic. Viewing B2B through the lens of consumer internet, every participant in the future chain will be part of the B2B network, collaborating through network synergy and data intelligence.
袁来