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 45 of 96
Is the Deep Distribution Model About to Become a Thing of the Past?
This article, excerpted from Shi Wei's book 'Deep Distribution', discusses the concepts of interventionist and non-interventionist distribution, the conditions that gave rise to deep distribution in China, its operational key points, and the emerging equilibrium model between manufacturers and distributors in the post-deep-distribution era.
施炜10,000 Stores! Three Squirrels Founder Zhang Liaoyuan's Offline New Retail Practice | In-depth
On December 9, the 10th B-end E-commerce Study Tour organized by New Distribution visited the headquarters of Three Squirrels to observe its strategic layout and gameplay in the new retail era—Squirrel Small Stores. As a new retail venture, the "franchise" snack store model differs from traditional franchising. At the event, Three Squirrels' first employee and Chief CBO (Brand Officer) "Shu Xiaofeng" detailed the differences between the "alliance" model and traditional franchising, and expressed the mission of Squirrel Small Stores: "Make it easy to open snack stores worldwide." The goal is to open 10,000 stores.
袁来Heavyweight: 2019 China FMCG B2B Industry Forecast
Reviewing 2018, it was destined to be an extraordinary year for the FMCG B2B industry. Looking ahead to 2019, the industry will see reduced financing, accelerated full-industry-chain penetration, clearer B2B2C trends, and intensified industry consolidation.
新经销刘少德5 Standardizations and 9 Tips to Make Ordinary Salespeople Achieve Tenfold Performance
This article discusses how to improve the individual combat capability of frontline salespeople in the FMCG industry, emphasizing the importance of standardized templates, mentorship, summarizing successful cases, cultivating positive mindsets, and establishing incentive mechanisms.
徐涛&吕宋强Master Kong's "New Moves": Digitalized Channels, Aerospace-Quality Products
At the World Internet Conference on November 8, Master Kong's China Chairman Yang Qianhui announced the construction of a new smart business ecosystem, following a week of digital initiatives including a partnership with Alibaba's Retail Link. This move aims to upgrade channels, empower distributors with digital tools, and leverage aerospace-quality manufacturing to stay ahead in the FMCG industry.
袁来Inventory: Are Major Brands Accelerating Their Layout in Unmanned Retail, a Prediction of the Market or a Defense of Their Brands?
According to Kantar Retail, when per capita GDP reaches $10,000, consumer demand for vending machines will explode. AC Nielsen also predicts that in the coming years, the Chinese market will add 50,000 to 100,000 vending machines annually, and 350 million people in coastal cities will use them regularly. A research report by China Investment Securities last October showed that the number of vending machines in China grew from 62,000 in 2006 to about 200,000 in 2016. If the growth rate of vending machine ownership in China is 25% from 2017 to 2020, the number is expected to reach 1.54 million by 2020, with a market space of 51 billion yuan from 2017 to 2020. Among these, the rapid development of brand-specific vending machines by FMCG brands has provided strong impetus for the industry's explosion.
张卓Deep Distribution Fails, Advertising Ineffective: How Can Brand Owners Build a New Marketing Operations System in the Post-Deep Distribution Era?
The Chinese market is vast and deep. Before the internet, brand owners used a model of large single products, mass production, extensive channels, and retail to reach consumers. However, as market growth slows and consumer behavior changes, the traditional deep distribution model is failing, prompting the need for a new marketing system that combines deep distribution with precision distribution.
赵波Mengniu Slow Burn Agents Face Refund Difficulties, Review Their 'Operation' Experience
Agents of Mengniu's Slow Burn meal replacement shake are frustrated after waiting over a month for refunds. They discuss operational issues, some resolved, others under negotiation, testing their faith in the brand.
张夏雨The Evolution of Deep Distribution in China's FMCG Industry | In-depth
Deep distribution, initially a low-barrier and universal marketing system, evolved through seven stages since 2003, from customer relations and display to channel digitalization (B2B), with each iteration raising the bar in cognition and management.
刘春雄Heavyweight: 2018 China Community Group Buying Platform Inventory!
As the capital winter arrives, community group buying has become the last straw everyone is grasping for in 2018, with over 2 billion yuan pouring in within 50 days. This article categorizes the types of participants in the industry, their geographic distribution, and the development status of various platforms, based on a survey of 50+ platforms by New Distribution.
新经销刘少德'Restarting' JDB
Returning to an entrepreneurial mindset, JDB faces perhaps even more severe challenges than before. At JDB's Beijing factory, production lines are running, signaling that JDB has not halted production and that red-can JDB is back in production, with eased tensions with suppliers.
阿茹汗Deep Distribution: Why It Became the Best Chinese Marketing Practice of the Past Fifteen Years
Deep distribution, as the best Chinese marketing practice in the FMCG industry over the past fifteen years, is a fact. Its essence, according to Shi Wei, is 'staying close to customers,' which in practice meant 'staying close to terminals' because terminals are close to customers. This article explains the logic behind this phenomenon, emphasizing the 'trinity' of cognition, transaction, and relationship at the terminal level, and why it has been so effective in China.
刘春雄New Retail Is Not the Rebuilding of 'People, Goods, and Places', but the Rebuilding of 'Production, Supply, Wholesale, and Retail' Relations!
The competition among value chain members is superficially a conflict of interests, but in essence, it is a conflict of discourse power. The saying 'the shop bullies the customer, and the customer bullies the shop' is an eternal business principle. Although the concept of 'New Retail' was proposed as early as 2016, 2018 is the first year of New Retail. This year, various New Retail species began to gain momentum, traditional retailers started their New Retail transformation, and original retail formats also put on the New Retail hat. From manufacturers and brand owners to distributors and logistics providers...
苗庆显Bestore Dianjia: Full-Chain Service Products Open Up
On November 28, at the 2018 Brand Partner Conference themed 'Smart Retail, Linking the Future', Bestore Dianjia, under Best Group, announced its strategy to open up full-chain service products, leveraging digitalization, AI algorithms, and solutions to collaborate with brand enterprises in supply chain coordination and IT sharing services.
New DistributionFrom Products to Scenarios: What Do Three Squirrels, Master Gao, and Kaola Select Have in Common?
Today, Alibaba Group CEO Daniel Zhang announced an organizational upgrade, upgrading Tmall Supermarket to 'Big Tmall' to drive brand digital transformation and new retail. New Distribution believes this reflects a deeper shift from products to consumption scenarios, as exemplified by Three Squirrels' offline stores, Master Gao's craft beer, and community group buying platforms like Kaola Select.
New Distribution2019 Food & Beverage Industry Predictions: Which Trends Should Brands and Distributors Pay Attention To?
With 2018 drawing to a close, market research firms are releasing their 2019 industry trend forecasts. Mintel and Innova Market Insights have each published their top trends for the food industry, while New Nutrition Business, Whole Foods Market, and The Kroger Co. have also weighed in on the future of food and beverage.
New DistributionLatest | P&G, Yili and Mengniu Win Favor of 150 Million Chinese Households
According to the latest report from Kantar Worldpanel (a CTR subsidiary in China), in the 52 weeks ending October 5, 2018, 21 FMCG companies had purchases from over 100 million urban households, with P&G and Yili each surpassing 160 million for the first time. Their household penetration rates were 92.4% and 90.9%, respectively, giving them the broadest consumer base in China. In terms of consumer growth, Nongfu Spring, Haitian Group, and Dali Group were the fastest-growing companies over the past year, each with year-on-year growth exceeding 5%.
New DistributionIn-depth Report | Insights into the Snack Food Industry: Beyond 'New Retail', What Other Trends Are Emerging?
In the medium to long term, the snack food industry is expanding offline and embracing new retail as a major trend. In the short to medium term, online competition is intensifying with price wars among leading players. Since its proposal in 2016, new retail has developed rapidly but is still in its early stages.
国海证券New Retail is Revolutionizing Channels: What Should FMCG Companies Do?
Based on technological innovation, big data, and interactive experience, new retail will not only become the main force of channels in the future, but also become a core force influencing brand owners. This article discusses how FMCG companies should respond to the rise of new retail.
程富亮Zheng Hongyan Deeply Interprets the Empowerment Logic of JD New Channel
“What JD New Channel does is to empower and upgrade brand owners and retailers, giving them more choices.” Recently, in an interview with the media, Zheng Hongyan, Vice President of JD Group and President of JD Mall New Channel Business Unit, introduced the empowerment system of JD New Channel: “For brand owners, it is to do a good job in distribution and sales promotion without destroying the original model or adding new pain points, helping brands establish a rapid supply system with small stores, expanding increments and refining stock; for retailers, it is to help them build a platform to complete the empowerment and upgrade of traditional small stores.”
New DistributionOffline Marketers (Distribution) vs Online Marketers (Traffic): Which Space Do You Live In?
During a recent visit to Guiyang Cigarette Factory, a discussion with Mr. Liu Chunxiong on new marketing and new retail sparked a topic: can current FMCG marketers be categorized, and what are the characteristics of each type? Twenty years ago, Sales and Market magazine reported that China had 80 million marketers, though this is a broad term. Over 30 years, Chinese marketing has evolved through stages from production-led to channel-led, creating various schools of thought. The key factors influencing demand are geographic and virtual spaces, leading to a split between offline and online marketing worlds, each with its own practitioners and languages. Recently, as online dividends fade, there is a trend toward integration and hybrid talents, such as those using communities that bridge online and offline.
方刚Annual Performance Soars 8-Fold, Terminal Sell-Through Surprisingly Strong, GM Reveals the 'Killer Move' Behind It...
Entering 2018, while peers lamented a tough market and hard-to-sell products, one company grew rapidly. As of now, its walnut milk product sales have surged 4-5 times year-on-year, with full-year performance expected to nearly octuple. More impressively, the company doesn't pressure distributors to stock up or set sales targets, yet terminal sell-through is remarkably strong. What's the secret? Recently, a reporter visited Hebei Lvling Kangwei Food Co., Ltd. to hear General Manager of the Beverage Division, Chen Pu, discuss the 'killer moves' behind the product's hot sales... 'Distribute first, then cooperate'...
New DistributionZhongshang Huimin Supply Chain Headquarters Base Lands, with Projected Transaction Volume Exceeding 30 Billion Yuan in the Next 5 Years
On November 17, Zhongshang Huimin's Supply Chain Headquarters Base and IoT Industrial Park officially opened in Chengyang District, Qingdao. With a total investment of about 5 billion yuan, it is the largest FMCG supply chain headquarters base in China, significant for achieving diversified industrial integration, improving retail efficiency, and building smart new retail. It is expected to reach an annual transaction volume of over 30 billion yuan within 3-5 years. Chairman Zhang Yichun and Qingdao subsidiary chairman Jiao Weiwei attended the launch, along with Qingdao Chengyang District Party Secretary Wang Bo and District Mayor Li Hongbing.
刘少德Mu Wei of Zhoupu Data: Driving Unified Warehouse and Distribution Efficiency with Technology
At the 2018 China FMCG City Distribution Logistics Conference hosted by New Distribution on October 24, 2018, Dr. Mu Wei, CTO of Zhoupu Data, delivered a keynote speech on using technology to improve the efficiency of unified warehousing and distribution. He emphasized that without technology, unified warehousing and distribution cannot achieve cost savings, and introduced Zhoupu Data's full-process system and data-driven approach.
慕巍