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 56 of 96
Expert Sharing: Five Trends in the Era of Mass Consumption for Tissue Paper
In recent years, the most frequently heard buzzword is 'supply-side structural reform,' which is essentially a deepening of market-oriented reform. Investment is the most important and effective means of GDP growth. With rising incomes and an aging population, the consumption structure has undergone profound changes, but the inertia of investment-driven supply persists, leading to redundant construction, repeated investment, and overcapacity. This is due to insufficient marketization on the supply side; supply-side structural reform is actually a reform to let the market play a dominant role in resource allocation.
张卫红Does Tsingtao Brewery, After Eight Years of Slump, Still Have a Future?
Tsingtao Brewery, a globally recognized brand with a value exceeding 100 billion RMB, has failed to deliver returns to shareholders over the past eight years, with its stock price declining from 2010 to 2017. This article analyzes the reasons behind Tsingtao's downturn, including industry competition, overcapacity, price wars, and strategic issues, and explores its future prospects.
ZliyaWei Qing: Why in Large Companies, the Sales Frontline Deceives Itself from Top to Bottom?
In large companies, why do people collectively march forward on the path of self-deception? A case study reveals that even when frontline staff know certain practices are wrong, they continue due to company mandates, highlighting systemic management flaws that go unaddressed.
魏庆When Visiting Clients, If You Run Out of Topics, How to Build Trust and Close Deals?
When visiting clients, if you run out of topics, how to build trust and close deals? A group member, Xiao Wu from Hubei, asks for advice on market development. He has been visiting stores for three months but struggles with what to bring, what to talk about, and overcoming fear of making phone calls. The response suggests using the McCue 66 to gather client information, providing thoughtful gestures like breakfast or snacks, starting conversations with caring topics, sending regular blessing messages, and offering value-added services like industry case studies to build relationships and trust.
New DistributionZhao Bo: Focus Less on Technology, the Core of Unmanned Retail Lies in Supply Chain
At the Shanghai International Unmanned Store & Retail New Terminal Service Innovation Exhibition, Zhao Bo, editor-in-chief of New Distribution, shared his views on unmanned retail. He emphasized that the future belongs to unmanned consumption scenarios, but the key competitive advantage lies not in technology but in supply chain integration and logistics support.
赵波Mastering Terminal Sales: A Four-Step Playbook for Distribution, Hotels, Group Buying, and Supermarkets
Terminal sales are the final and most critical step in the product sales chain, fraught with risk and uncertainty. This article summarizes practical methods for driving terminal sales in the baijiu industry, outlining a four-step approach for each of four channels: distribution, hotels, group buying, and supermarkets.
叶明军Optimize Visit Routes, Accelerate Terminal Stocking: 10 Tips to Reduce Inventory!
Many companies blindly imitate the terminal visit route model of well-known enterprises, but fail to get orders or sell products. Here are 10 tips to accelerate terminal distribution, including finding opportunity stores, concentrated visits, and route optimization.
魏庆In the Next Decade, Middlemen Won't Die, but Distributors May Have No Stores to Supply!
As internet technology increasingly impacts offline retail, the traditional FMCG distribution system faces transformation. While many doubt the role of internet in empowering supply chains, the trend towards chain and integrated retail will inevitably reduce the number of stores available for distributors, forcing them to adapt or face extinction.
赵波In-Depth Report: How Mengniu Dairy Is Adjusting Its Strategy for a Fresh Start
In the first half of 2017, Mengniu Dairy's net profit was only one-third of Yili's. This report examines Mengniu's development trends for the second half of the year and beyond, covering raw milk costs, market competition, and strategic reforms.
于杰、申晟Niu Gensheng: The Second Half of His Life Aiming for Rockefeller
More than a decade before the hit TV drama 'The First Half of My Life' became popular, Niu Gensheng had already planned his future and even his family's. However, compared to the character Luo Zijun's life reversal in the drama, Niu's vision is far grander. After all, his goal is to become China's Rockefeller.
New DistributionWhy Have You Been a Salesperson for So Many Years Without Promotion?
Some salespeople are frustrated because they have worked on the front line for many years, with good customer relationships and seniority, yet have never been promoted or improved. The author summarizes several reasons: lack of ambition, unwillingness to learn, poor thinking skills, and resistance to change. Those who do not set goals, refuse to learn, fail to think independently, and resist change are likely to be eliminated in the fast-paced business environment.
梁胜威Forecast of Development Trends in the Condiment Industry over the Next 3-5 Years
The future development of the condiment category is predicted to follow a trajectory from single condiments and side dishes to innovative condiments, health-oriented and high-end simple condiments, compound condiments, and ultimately pre-packaged dishes with premium unique flavors. As compound condiments mature and pre-packaged dishes grow rapidly, the space for single condiments and side dish condiments will shrink.
徐会舟What Exactly Should You Look at When Observing the Market All Day? How? Five Steps for Terminal Inspection!
1. Prepare before entering the store for inspection: manage what you inspect, think about recent management priorities and related in-store inspection content. Check the route manual to familiarize yourself with the terminal owner's name, review the sales representative's recorded visit times, purchase history, and gift order records. In this step, besides familiarizing with the store's basic information, the supervisor should think more about which products and issues need focused inspection in this store. For example: if the visit time in the route manual has been altered, think about rechecking the visit time upon entering the store. If the purchase history shows that product A has not had a second purchase for five consecutive weeks, think about checking the display and date of product A upon entering, being careful about potential defective products, asking the sales guide about difficulties, and why the store is not moving the product.
魏庆Even If Products Have Their Own Traffic, the Channel Battlefield Cannot Be Missed
The article argues that despite the rise of internet marketing, traditional channel distribution remains crucial. Even products with strong online presence, like Jiangxiaobai, rely heavily on offline channels. The author advocates for a balanced 4P approach where channels also serve as communication platforms, emphasizing that while online traffic can be fleeting, channels provide stable and controllable communication.
刘春雄Suntory and Nissin Launch New Products; 2017 Beverage Trends; Rise of Meal Kit Delivery; Qiaobi Acquired by Nestlé; Ele.me Enters Unmanned Shelf Market; Xuejin Beer Suspected Contamination
Suntory introduces a transparent milk tea beverage, while Google releases its first beverage trend report for 2017. Nissin launches new cup noodles, and meal kit delivery service Sun Basket secures funding. Nestlé absorbs Qiaobi, Ele.me enters the unmanned shelf market, and Xuejin Beer faces a contamination complaint.
New DistributionPractical Tips: The "742" Secret for Cash Stockpiling During the Mid-Autumn Festival, a 10-Year Experience Summary!
In the FMCG industry, the saying "terminal is king, terminal wins" remains relevant. However, merely having terminals is not enough; success comes from terminal activities, especially during peak seasons when stockpiling is crucial. This article shares the "742" technique for cash stockpiling, based on a decade of experience, to help salespeople effectively manage terminals and boost sales.
赵俊德The 'Butterfly Effect' of Salesperson Shelf Management: How Many Distributors Are Still in the Dark?
As living standards rise and the consumer market grows rapidly, competition in the FMCG industry has become intense, and market operations have entered an era of precision. The standard for measuring market excellence has shifted from mere sales volume to terminal performance, including distribution rate, image promotion, pricing system, and shelf display. In particular, shelf display is now recognized by almost all FMCG manufacturers as the critical point of contact between products and consumers, leading to a fierce 'land grab' for prime shelf space.
刘连喜Learn Product Display with a Rhyme!
This article provides a simple rhyme and detailed illustrated guidelines for scientific, reasonable, and aesthetically pleasing supermarket product displays to boost sales. It covers 15 key principles, from visibility and reachability to anti-theft measures, and also promotes the upcoming CFIC China FMCG + Internet Conference.
New DistributionJD New Channel Launches 'Didi Chuxing' Model, Turning Millions of Small Shop Owners into Brand Merchandisers
On the morning of September 11, the author was invited to attend JD New Channel's 'Walker Promotion Platform Media Sharing Session', where Zhu Hongfang, General Manager of the Innovation Marketing Department of JD Mall's New Channel Division, introduced the Walker Promotion Platform. This article shares with readers what this new system is and its significance for the FMCG industry. In the 3A marketing strategy of Available, Affordable, and Acceptable, the first core task is to make products available, which includes distributing products to ubiquitous points of sale and managing sales terminals effectively.
赵波Fierce Brand Competition Makes Channels a Hot Commodity! Distributors Building Their Own Terminals Face Challenges
As brand competition intensifies, channels have become a hot commodity, prompting many distributors to build their own retail terminals. However, this strategy is fraught with difficulties, including high complexity, professional talent shortages, and financial risks, requiring careful consideration and preparation.
张玉A Salesman's Monologue: An Utterly Failed Distributor Visit!
A distributor recounts a disastrous visit from two salesmen of a well-known domestic wine brand, highlighting their lack of preparation, knowledge, and professionalism, which led to a failed negotiation.
New DistributionReviewing Eternal Asia's 20 Years: From 'Oddball' to Industry Giant, Targeting 100 Billion This Year!
Eternal Asia's top salesman and chairman, Zhou Guohui, said, 'In the future, we will no longer rely on just one business to make money, but on many '+'s, including supply chain finance, value-added services, and marketing media.' Now this oddball company is building a vast supply chain ecosystem 'empire' through many '+'s. Written by Li Ni, columnist for iyiou.com.
李妮A Rare Occasion: Jack Ma Discusses B2B, Stressing It Must Be Alibaba's Top Priority for Future Development
Alibaba's B2B business is gaining renewed focus as Jack Ma and CEO Daniel Zhang spoke at the B2B business group's annual meeting, emphasizing the importance of serving small and medium-sized enterprises. Ma stressed that B2B must be a top priority for Alibaba's future, while Zhang outlined plans to upgrade trade and create new channels to reach markets and consumers.
灵飞WeChat Opens Offline WeStore; Unmanned Fast Food Arrives; Traditional Supermarkets to Decline 24.6% in Four Years; 'Kava' Drink is a 'New Drug'!
WeChat opens its first offline store, WeStore, at its headquarters. Unmanned fast food factories are revolutionizing the industry. A report predicts a 24.6% decline in traditional supermarkets by 2021. A popular drink 'Kava' is found to contain a controlled substance.
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