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 53 of 96
2017 Beverage Brand Reputation Research Report Released: Did Your Favorite Brand Make the List?
Recently, the Big Data Laboratory of the China Statistical Information Service Center released the "2017 Beverage Brand Reputation Research Report." Based on data mining technology independently developed by Homepage Big Data and the HOME BA big data collection system platform, the report selected 20 prominent brands from 135 in the beverage category, including Pepsi, Fanta, Red Bull, Huiyuan, JDB, Scream, Master Kong, Coca-Cola, Six Walnuts, Lulu, Mizone, and more.
New DistributionCompetitiveness Analysis of FMCG B2B Platforms in the Nanjing Market - Market Research Report
In 2017, the New Distribution team selected 22 cities from China's top 40 economic cities to conduct a market survey on the overall situation of FMCG B2B platforms, and released the '2017 China FMCG B2B Industry Competitiveness White Paper' at the '3rd China FMCG + Internet Conference' during the Chongqing Autumn Sugar and Wine Fair. This report focuses on the in-depth research of the Nanjing market, evaluating the competitiveness of various platforms from multiple dimensions.
新经销团队The B2B Gene of the Salt Reform Breaker
Salt reform plus B2B equals rebirth. An interview with Nantong Salt Industry Chairman Mo Zongqiang reveals how the company embraced B2B platform Dianda to transform from a monopoly operator to a market player, achieving 20% revenue growth in 2017.
钱研究Year-End Sales Push: All Efforts Are in Vain Without Winning Over the Terminal!
All year-end sales-boosting measures must ultimately be implemented at the terminal to ensure products reach consumers, preventing market 'backlog'. Therefore, the year-end sales push should start with the terminal. Focus on terminal changes and use promotional combinations, as consumer behavior, hypermarket dynamics, and competitor actions all shift during this period.
辛剑 汪妮Don't Panic, the Unmanned Shelf Foundation Is Solid
On January 17, TalkingData's 2017 Unmanned Shelf Industry White Paper showed that, according to incomplete statistics, cumulative financing for dozens of unmanned shelf startups exceeded 3 billion yuan, and the market prospects are widely optimistic. The white paper provides data on financing, with companies like Miss Fresh leading the first tier with over 1 billion yuan in cumulative financing, and Xingsheng Bianli, Guoxiaomei, etc., in the second tier with 100 million to 1 billion yuan.
刘旷Why Is Wanglaoji's Herbal Tea Shop Not Reliable?
After a five-year legal battle with JDB, Wanglaoji officially announced in December 2017 that it would open physical herbal tea shops. While many praised this move, the author argues that despite the logical category extension, Wanglaoji's herbal tea shops are not reliable due to overambitious expansion plans, supply chain challenges, and a mismatch with young consumers' preferences.
袁来How Heihei Light-Fat Beverage Innovates and Practices the New Retail Model for FMCG
More than a year after Jack Ma proposed the concept of 'New Retail,' it has moved from theory to practice, and the era of New Retail is now upon us. As major players across industries enter the fray, traditional FMCG companies are exploring ways to implement New Retail models. Meanwhile, traditional distributors are feeling anxious about various 'new species,' wondering whether New Retail will inevitably conflict with traditional distribution channels. Southern Black Sesame Group has charted its own path. In 2017...
New DistributionAttention! In 2018 Business Visits, These Six Phrases Are Wrong the Moment You Say Them!
In store visits, especially those by frontline salespeople, failing to control and optimize sales behavior and language, and lacking deliberate practice over years, can halve a salesperson's growth rate. The mistakes salespeople make in speech are not limited to the six phrases mentioned here, but these six are more insidious in their logic. The first: 'Boss! How's business lately?' Many salespeople like to start their routine visits with this phrase...
黄润霖What Are Chinese Consumers Willing to Pay for Now?
Over the past decade or so, we have conducted annual and semi-annual surveys of Chinese consumers to gauge their pulse. In just this short period, we have witnessed significant changes in Chinese consumers, especially in their purchasing behavior and attitudes toward what and how they buy. A decade ago, people were focused on getting the most value from every hard-earned yuan. Now, with rapid income growth, Chinese consumers are increasingly favoring higher-quality, higher-priced products and are more willing to spend on services. However, with more money comes more choices, and today's Chinese consumers have a wider range of options than ever before.
New DistributionPractical Case: Build Distribution, Organize Teams, Set Standards, Execute Well – A Step-by-Step Guide to Covering 11 Townships in 20 Days!
Distribution, also known as market coverage, is a series of processes to persuade retail terminals to stock a company's or distributor's products, and is a collaborative activity between companies and distributors (or distributors and sub-distributors) to open markets in the short term. It is the most direct and effective method for introducing new products, occupying terminal channels, and increasing market coverage, and is an important foundation for rapid market launch. Typically, distribution campaigns have three characteristics: short duration (county-level township markets can be covered in 20-30 days), high speed (requiring concentrated human, material, and financial resources for efficient and rapid market development), and multiple methods (using distribution突击 teams, free tastings, prize giveaways, etc.).
徐涛Why Are Wahaha and Nongfu Rushing into the Vending Machine Sector?
China's vending machine market is still operator-led, but as Wahaha and Nongfu Spring increase their involvement, how will the market landscape change? Behind the large-scale investment, what is the original intention of brand owners entering the market? The future vending machine market structure—will it be the operators' 'show' or the brand owners' 'game'?
袁来Diligence, Digging, and Dosing: How to Win Over Stubborn Dealers!
In sales development, hitting a wall is not shameful; being repeatedly stung by the same thorn is. Grassroots sales is a job of enduring all kinds of treatment and relying on others, and without years of thick-skinned practice on the front lines, you can't become that 'indestructible, clanging copper pea.' Stubborn dealers are the most headache-inducing, but also the most endearing, because they are the least inclined to think. Their rejection tactics and even language patterns are always the same, as they just want to get rid of you quickly, using the safest and most conservative phrases. To win them over, you need the seven-character strategy: diligence, digging, and dosing, plus a final reminder not to ask for too much.
黄润霖Competitiveness Analysis of FMCG B2B Platforms in the Chongqing Market - Market Research Report
From August to November 2017, the New Distribution team selected 22 cities from China's top 40 economic cities to conduct a market survey on the current state of FMCG B2B platforms, and released the '2017 China FMCG B2B Industry Competitiveness White Paper' at the '3rd China FMCG + Internet Conference'. This report focuses on the Chongqing market, analyzing the coverage, penetration, supply chain organization, platform operations, delivery capabilities, and service visits of various B2B platforms, and provides a comprehensive evaluation of their competitiveness.
新经销团队2018: Five Major Opportunities You Can't Miss! In-depth Analysis!
This article analyzes the five major opportunities for 2018 as discussed in New Year's speeches by Wu Xiaobo and Luo Zhenyu, including the rise of central China and second- and third-tier cities, buying good assets and investing in poor countries, a retail revolution, robots reshaping manufacturing, and 5G commercial use reviving sunset industries. It also offers four insights for entrepreneurs: shifting to super-user thinking, cooling down entrepreneurship, improving efficiency, and competing for talent and capital.
罗振宇、吴晓波Ultimate Terminal Distribution Script! Manufacturer + Distributor + Salesperson + Secondary Wholesaler + Terminal + Distribution = 100% Success!!
Getting new products to the terminal and in front of consumers is key to a successful launch. Based on new product promotion experience, I've summarized common communication techniques and methods below, hoping to spark further ideas: 1. Store owner: "This new product isn't the best in your line, why should I stock it?" Salesperson: "Boss, not every product is the best in its category, but each tier has its own consumer base, and every product we offer can genuinely increase your profits. Just like cars: Mercedes has its buyers, but Santana still has plenty of riders—and more of them."
New DistributionSuggestions from Wahaha, Master Kong, Coca-Cola, and Pepsi for the Development of the Soft Drink Industry over 18 Years
According to data from the National Bureau of Statistics, from January to September 2017, China's soft drink output reached 158.956 million tons, a cumulative increase of 6.7%. Where is the future of China's soft drink industry? In this article, four leading companies in China's beverage industry share their food and beverage development plans and their current judgments on China's beverage industry, while financial and economic experts analyze China's current economic environment and industry policies.
荣格2018's Most Comprehensive Display Principles and Techniques!
The display of terminal products directly affects product sales and image presentation. The author summarizes the nine-character policy for terminal display, ten display standards for stores, and eighteen display rules for beginner, intermediate, and advanced levels, systematically elaborating on the standards and details of terminal display, which are also the most basic requirements for display. Although there are many display rules, they are not 'restrictions' but rather 'guidance' accumulated from science and practical experience. 'The subtlety of application lies in the mind,' so they can be flexibly applied according to specific situations and should not be taken dogmatically.
New DistributionYear in Review: The Top Ten "Mosts" in China's FMCG Industry in 2017
As 2017 draws to a close, we are about to welcome the new year of 2018. In the FMCG industry, what impressive events occurred in 2017? Today, we have compiled the top ten "mosts" in China's FMCG industry for 2017 to share with our readers. The "most daring" move: Uni-President implemented a zero-inventory strategy, not requiring shipment growth in 2017.
新经销团队The Catering Channel in the New Era Deserves a Fresh Approach
Once hailed as 'those who win the catering channel win the market' 15 years ago, the catering channel is now fiercely contested by numerous liquor brands. It's time to reassess its value. With changing consumer behavior and the rise of group-buying channels, the catering channel has evolved significantly, and brands must adapt to new dynamics.
牛恩坤Exclusive | Riding the Wave, Leading the Charge: An Interpretation of Qingfeng Paper's 2018 B2B Strategy
With the explosive growth of FMCG B2B platforms over the past three years, the internetization of the FMCG industry has become a focus for brands and society at large. On December 15, a New Distribution reporter interviewed Dustin, General Manager of Sales Operations Planning, Hu Tao, General Manager of Eli, and other channel marketing staff at APP's tissue marketing headquarters for nearly two hours. Dustin fully elaborated on the practical strategies of APP's tissue sales COO Pan Jiahong and the sales operations department for Qingfeng and FMCG B2B platforms.
袁来JD New Distribution Positions 2018 as a 'Key Development Year', Targeting Coverage of 1 Million Small Stores!
As 2017 draws to a close and 2018 approaches, JD New Distribution, a leading FMCG B2B platform, marks its second anniversary. After two years of exploration, the company has laid a solid foundation and refined its model. For 2018, it aims to cover 1 million small and medium-sized stores, including 50,000 JD convenience stores, by focusing on brand partnerships, value-added services, and B2B logistics upgrades.
袁来Troubled by 'No Promotion, No Sales' During the Double Festival? Try These Three Strategies!
In the current market, there are too many competing products, and mainstream products require frequent promotions, while non-mainstream ones need even more. The prolonged price war has spoiled consumers. "Frequent promotions yield no profit, but once promotions stop, brand sales drop directly by 30%." This is a dilemma every distributor faces. To seize the peak sales opportunities during festivals, distributors have to intensify promotional efforts, hiring promoters and setting up displays, spending a lot but without significant sales improvement. Yet, not promoting is not an option, leaving distributors in a bind. How to solve the 'no promotion, no sales' problem? The experiences of three mainstream distributors from different regions, handling different products and channels, may offer some insights.
New DistributionYear-End: To Jump or to Stay?
The article discusses the decision of whether to change jobs at year-end, offering ten signs that indicate it's time to leave and seven situations where staying is advisable, emphasizing the importance of opportunity cost and self-awareness.
高杰Wang Laoji to Open Offline Stores, First Four to Launch Mid-Month! Plans 5,000 Stores in Four Years
After launching new packaging, Wang Laoji is challenging 'Heytea' and 'Sang Tea' by opening offline stores selling freshly brewed herbal tea. According to Southern Metropolis Daily, Wang Laoji will officially enter the ready-to-drink tea market mid-month with four initial stores, planning to open 3,000-5,000 stores nationwide within four years.
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