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 47 of 96
Terminal Sell-Through: The Complete Work Checklist
For distributors, stocking shelves is not the problem; the real issue is when products don't move in stores. This article provides a framework for terminal sell-through in FMCG and related industries, covering the four key tasks: making products available, visible, audible, and top-of-mind, with detailed work checklists for each.
魏庆老师Two Years, Tens of Thousands of Square Meters of Warehousing, and a Tech Team of Nearly 100: He Uses His Own Experience to Show You That 80% of Unified Warehousing and Distribution Is Done Wrong!
A former senior engineer at Microsoft and Facebook returns to China to start a business, targeting the FMCG sector. He explains why a tech company invests heavily in warehousing and distribution, and why 80% of unified warehousing and distribution is done wrong.
新经销刘少德Heavyweight | 2018 Analysis Report on Key Enterprises in China's Beer Industry
As a typical mass consumer goods industry, the beer industry's profitability ultimately depends on the emergence of an absolute leader. The evolution of China's beer industry can be divided into two stages: the Spring and Autumn period before 2005 and the Warring States period after, with each further subdivided. This report analyzes the strategies and market positions of major players including China Resources Snow, AB InBev, Tsingtao, Yanjing, and Carlsberg.
杨勇胜、李晓峥In the Digital Era, Should Brands Still Do Deep Distribution?
Despite rising costs and the rise of B2B platforms, deep distribution remains essential for brands to compete at the retail level. The future lies in collaborative models where brands partner with new types of distributors, such as individual entrepreneurs, marketing distributors, or regional self-operated B2B platforms, leveraging digital tools for efficiency.
袁来Yili and Mengniu's New Retail?
Fierce competition is driving change, and manufacturers are no exception. Leveraging the 'new retail' trend, both giants like Mengniu and Yili, as well as challengers such as Bright, Wahaha, and Nestle, are experimenting with new retail models. Their goal is simple: to capture more market share through innovative approaches.
羽蒙兽Can Shared Sales Representatives Replace Distributor Sales Reps as a Tool for Brands to Achieve Deep Distribution?
Since 2014, almost all FMCG B2B matching platforms have entered the market with shared sales as a key strategy, but most have not performed well, with few success stories. The reasons for failure are simple: either they directly conflict with frontline brand sales reps, making it nearly impossible to replace them, or they target non-first-tier brands or distributors, leading to conflicts with regional distributor sales reps and ultimately burning money on traffic.
杜建芳“Prepare the Supplies Before Troops Move”: These Preparations Will Double Your Holiday Promotion Results!
As the Mid-Autumn Festival and National Day approach, terminal promotions are in full swing. This article outlines a time-reversed preparation plan for terminal promotions, detailing key steps and timelines to ensure effective execution and maximize sales impact.
宋锴Taking on Red Bull: What Is Yili, the "Jack-of-All-Trades," Up To?
For Huanxingyuan, a functional beverage launched just months ago, competition from incumbents like Red Bull and Lehu is not to be underestimated. Your "stay-up-late神器" might need an upgrade. When it comes to functional drinks, Red Bull is the first brand that comes to mind, holding half of the domestic market. Unfortunately, its internal strife over trademark disputes has attracted new players. Four months ago, dairy giant Yili also set its sights on functional beverages, launching the energy drink Huanxingyuan, with the latest official word that "market feedback is currently positive." This is just a small step in Yili's broader cross-industry expansion.
何己派No Display, No Sales: Remember These 9 Characters for Display!
Terminal display is crucial for sales. This article outlines key considerations for display, including attracting attention, enhancing brand image, intercepting target consumers, and rational comparison with similar products. It also provides principles for display, such as maximizing area, maintaining cleanliness, and following the nine-character principle: quantity, concentration, ease, completeness, cleanliness, connection, timeliness, brightness, and color.
New DistributionHundreds of Stores Stocked, Yet 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 fail to sell through, it leaves a bad impression on retail stores, affecting long-term relationships and making it difficult to distribute new products in the future. Terminal sell-through is the most direct and important indicator of a distributor's performance, as it is the final step where consumers decide to buy and where distributors realize profits.
师顺宽Distributors, Your Business Is Being Destroyed by Your Salespeople
A distributor's business is not this month's sales volume, but the number of active customers multiplied by the number of items. Is your business being destroyed? The article explains that sales volume comes from two indicators: active purchasing customers and items per customer. It emphasizes that distributors should focus on customer and item counts rather than just sales, and provides management strategies to prevent business decline.
魏庆老师Are There New Opportunities in the Premium Bottled Water Market?
This article, republished with permission from FoodPlus (WeChat ID: FoodPlusHub), examines the growing premium bottled water market in China. It highlights recent market activities, key players, and the factors driving growth, while analyzing the business model and potential opportunities in this segment.
FoodPlus海枫Attention! Someone is impersonating salesmen to push 'fake Red Bull'!
Recently, Boss Wang, who runs a supermarket in Longfeng District's Shidi Fuyuan, encountered a troubling issue. He reported to a journalist that a few days ago he suffered a big loss when someone posing as a Red Bull salesperson sold him more than a dozen cases of 'problematic Red Bull'. To verify the situation, on the afternoon of August 28, the journalist visited Mr. Wang's supermarket to conduct an interview. The supermarket owner discovered that the dates on the bottom of the 'Red Bull' cans had been altered.
New DistributionWhat's the Difference Between Yili and Moutai's Business Models? Interpreting Yili's 2018 Interim Report
No matter how excellent a company is, performance cannot grow linearly forever, so there's no need to overreact to short-term fluctuations; otherwise, it's just technical analysis chasing short-term results disguised as fundamental analysis. However, if short-term performance reveals long-term factors like business attributes and competitive advantages, we must pay attention. Yili released its interim report on August 31, with revenue of 39.943 billion yuan, up 19.26% year-on-year, and net profit of 3.469 billion yuan, up 3.00%. The market considered this report below expectations...
静逸投资Eternal Asia's New Decade Plan after Joining Hands with Shenzhen Investment Holdings: Advancing New Commercial Services and Implementing New Distribution Strategy
In the first half of 2018, Eternal Asia achieved operating revenue of 36.9 billion yuan, a 21.21% increase year-on-year. This is the first mid-year report card after partnering with Shenzhen Investment Holdings. The company's financial performance remained robust despite economic fluctuations, with total profit up 14.91% and net profit attributable to parent up 3.63%.
新经销刘少德Breaking News | Dali Foods Issues Another Price Increase Notice! Weilong Issues Statement Against 'Unqualified Inspection' Incident; Bottled Water Landscape Changes Again! Ditching Master Kong, Ganten Enters Top Three...
Dali Foods has issued another price increase notice following the August hike for Lehu, citing rising costs. Weilong has issued a statement refuting the 'unqualified inspection' finding. Ganten has overtaken Master Kong to become the third-largest bottled water brand with a 9.6% market share.
New DistributionZheng Hongyan: Building a Half-Hour Living Circle, Digital Layout Should Further Tap Data Productivity
On August 24, Zheng Hongyan, Vice President of JD Group and President of JD New Channel Business Unit, attended the FDIC 2018 China FMCG Digital Innovation Conference hosted by New Distribution and guided by the China Electronic Commerce Association, and delivered a keynote speech titled "Tapping Data Productivity." During the break, Zheng Hongyan accepted an exclusive interview with New Distribution, hoping his views and opinions could bring some thoughts to everyone.
赵波Su Xiaoxin, Executive President of Zhongshang Huimin: Channel Digital Operations, Industrial Data-Driven Future
At the FDIC2018 China FMCG Digital Innovation Conference, Zhongshang Huimin was awarded the '2018 China FMCG Supply Chain Recommended Service Provider' award. Executive President Su Xiaoxin delivered a keynote speech on channel digital operations and the data-driven future of the industry, sharing insights on data standardization, deep insights, and ecosystem applications.
苏小新Social E-commerce Channels Have Become One of the Channels That Cannot Be Ignored, Following Traditional Distribution and Shelf-Based E-commerce!
The classic chain of traditional channels is from brand owners to agents, distributors, retailers, and consumers, delivering value from wholesale to retail. When the economic level of our era has developed to the point where we no longer fear for safety and survival, we are granted freedom. With freedom and tools, we find that organizational walls are opened and boundaries are broken. — Zhuang Jianzhong, Founder of Meinian Changxiao. When discussing channels, there are physical channels and e-commerce channels. When talking about e-commerce, most people refer to Tmall and JD.com, which we can define as shelf-based e-commerce. So far, a new channel is emerging as the third most watched channel after physical and e-commerce channels, which we define as social e-commerce channels.
庄建忠Liu Zhao, Founder of Field 365: Power Comes from the Barrel of a Gun; the Market Must Be in Your Own Hands!
This article is a transcript of Liu Zhao's presentation on "New Trends in Consumer Goods Supply Chain" at the FDIC 2018 China FMCG Digital Innovation Conference. From an internet industry perspective, Liu Zhao interprets new changes in the FMCG industry, emphasizing that brand owners must control their own supply chains and markets.
刘昭Can Xiangpiaopiao Still Circle the Earth Several Times? The Helmsman Says: I Feel Wronged
Xiangpiaopiao, known for selling 1.2 billion cups a year and circling the earth four times, released its first earnings report after listing, showing revenue growth but a net loss of 54.586 million yuan. Chairman Jiang Jianqi expressed frustration that the market focused only on the net loss, not the revenue increase, as the company faces growth challenges after more than a decade.
郑淯心 可杨Zheng Hongyan: JD New Channel Does Not Fight Price Wars, Must Fight Value Wars!
The FDIC 2018 China FMCG Digital Innovation Conference, hosted by New Distribution and co-organized by the FMCG Branch of China Electronic Commerce Association, was grandly held from August 22 to 24 at the Shanghai Baohua Marriott Hotel Conference Center. The event attracted thousands of industry professionals including distributors, manufacturers, and internet companies from across the country, with a full house and unprecedented scale. On August 24 at 9:00 AM, the second day's main forum officially began, with Zheng Hongyan, Vice President of JD Group and President of JD New Channel Business Unit, delivering a keynote speech.
New DistributionIndustry Leaders Gather: A Regional Distributor Development Alliance Event Just Beginning!
The FDIC2018 China FMCG Digital Innovation Conference, hosted by New Distribution and co-organized by the China E-Commerce Association FMCG Industry Branch, was held grandly at the Shanghai Baohua Marriott Hotel Conference Center from August 22 to 24. It attracted over a thousand distributors, manufacturers, and internet companies from across the country, with a full house and unprecedented scale. On the afternoon of August 22, four parallel forums were held: the New Distributor Forum, the Deconstructing New Marketing Forum, the Brand Innovation Growth Forum, and the Interpreting Regional Dominance Forum. The following content is an excerpt from the 'Interpreting Regional Dominance Forum' hosted by Zhongke Shangruan and New Distribution.
New DistributionForeseeing the Future: A Grand Event in the FMCG Sector, Are You In?
The FDIC2018 China FMCG Digital Innovation Conference, hosted by New Distribution and co-organized by the FMCG Industry Branch of the China Electronic Commerce Association, was grandly held from August 22 to 24 at the Shanghai Baohua Marriott Hotel Conference Center. It attracted over a thousand distributors, manufacturers, and internet companies from across the country, with a full house and unprecedented scale. On the afternoon of August 22, four parallel forums were held: the New Distributor Forum, the Deconstructing New Marketing Forum, the Brand Innovation Growth Forum, and the Interpreting Regional Dominance Forum. The following content is an excerpt of the wonderful speeches from the 'Interpreting Regional Dominance Forum' co-hosted by Medline and New Distribution.
New Distribution