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 57 of 96
No Display, No Sales! 4 Steps + Display 43521 Formula: Have You Mastered These Essentials?
Product display quality directly impacts brand cultivation success. Research shows that most consumer purchases are unplanned, so vivid displays can attract attention and boost sales. This article outlines the '43521' display formula, four key steps for effective merchandising, and strategies for different retail channels.
方刚Today's News: Face-Scanning Payment Arrives; Wei Chuan Launches Music-Themed Juice Bottles; Alibaba Partners with Heilan Home; JD.com and SF Express Receive Airspace Approvals; CTR Report Released
Alibaba's face-scanning payment debuts at KFC's KPRO restaurant in Hangzhou, marking the first commercial use of the technology. Meanwhile, Wei Chuan introduces music-themed juice bottles, Alibaba partners with Heilan Home for smart store transformation, JD.com and SF Express secure airspace approvals for drone delivery, and CTR reports 2.6% growth in China's FMCG market.
New DistributionSame-City Rivals, FMCG Derbies: Competition Breeds Greatness
This article examines ten classic rivalries in China's food and beverage industry, showing how competition has driven growth and innovation. From beverage giants like Coca-Cola and Pepsi to dairy leaders Yili and Mengniu, these battles have shaped the market and created legendary brands.
食品板New Products Hard to Distribute, Always Rejected? That's Because You Didn't Say This to Retailers...
When facing salespeople, terminal stores first think about making money—but not entirely. More owners care about whether your product (especially new products) will sell, and whether they'll lose money. If selling the product won't lose money and provides a sense of security, then the profit story can work better. What words or phenomena make terminal customers feel secure? In summary, it's the following points: 1. Small order quantity, no capital pressure, attract consumers, why not try a small amount? Boss, today I recommend a new product...
魏庆After JD's New Path, Alibaba's Retail Link Also Aims to Win Over 1 Million Small Stores!
On August 28, Alibaba Group's B2B business unit, Retail Link, held a global strategy conference in Hangzhou with the theme 'Trees make a forest, rivers flow to the sea.' Retail Link announced it will cover 1 million small stores in the next year, having already surpassed 500,000 stores, becoming one of the platforms with the most store coverage in the FMCG B2B sector.
New DistributionDistributors: How Should Your Terminal Management Be Sunk to Enhance Competitiveness?
Most distributors' businesses are too superficial, lacking true depth in planning, product mix, execution, customer management, and sales promotion activities. To improve, they must establish a solid terminal management system, provide value-added services, shift from inventory transfer to actual selling, and further sink terminals to direct users and consumers.
潘文富FMCG B2B Platform Market Competitiveness Analysis - Jinan Market Research Report
New Distribution recently conducted a market survey in 20 of China's top 40 economic cities, partnering with multiple brand owners and distributors, to assess the current state of FMCG B2B platforms. The findings were released at the 'Third China FMCG + Internet' conference during the Chongqing Autumn Sugar & Wine Fair, as the '2017 China FMCG B2B Industry Competitiveness Report'. This report evaluates platforms across dimensions such as coverage, penetration, supply chain organization, operations, delivery capability, and service visits, providing a comprehensive competitiveness assessment.
新经销团队Niu Gensheng Sells Premium Water: What's His Game? A Market Overview of China's Premium Water Sector
More and more companies are entering the premium water market, and the question is why. The article reviews the market, highlighting the mysterious 5100 Tibet Water and Niu Gensheng's new role as chief strategic advisor, while analyzing key players like Evian, Perrier, VOSS, and others.
老纳Understanding the Red Bull Battle: Revealing Both Sides' Cards!
Red Bull China and Hua Bin Group responded to the ongoing trademark infringement case, sparking intense interest in Red Bull's fate in China. This article reviews the history of the dispute, analyzes the mistakes made by both sides, and examines the strategic options available to each party.
陈崖枫Tang Daren: Why Could It Afford to Lie in Wait for Six Years?
Tang Daren suddenly became popular! The product first gained widespread attention in 2015 when it exploded with a surge in sales; the second time was in August 2017 when Uni-President's Lo Chih-hsien announced a gradual exit from the instant noodle market but a focus on Tang Daren. In fact, Tang Daren has always been around, but most of us just didn't notice it before. It was launched around 2009 when Uni-President was promoting its Laotan Sauerkraut flavor, and it lay in wait for six years before its first big success.
刘春雄A Heartfelt Distribution Note from an FMCG Salesperson: Show Some Care for Small Shop Owners!
Every salesperson spends a long time talking with shop owners to discover their needs through conversation. 'Sometimes they care less about whether I hit my sales target and more about what they can help me with—they truly treat me as a friend.' Enduring hardship and heat is the price for sales success.
邹佳金The King of Ready-to-Drink Soy Milk Returns! Monthly Sales Exceed 20,000 Cases in County-Level Markets!
In 2017, soy milk became one of the hottest beverage categories, with major players like Vitasoy and Dali entering the market. Heiniu Food, with 21 years of expertise in soy milk R&D and production, launched its new ready-to-drink soy milk product, quickly achieving remarkable sales, including over 20,000 cases per month in some county-level markets.
New DistributionEmbracing the Retail Revolution, JD.com Announces 300 3C Retail Experience Stores Within the Year
JD.com Group CEO Liu Qiangdong recently wrote that in the next 10 to 20 years, driven by big data and AI, the retail industry will usher in the fourth retail revolution after department stores, chain stores, and supermarkets. The essence of this revolution will be 'boundaryless retail,' breaking the traditional retail organization in space, category, and supply chain, and reconstructing retail costs, efficiency, and user experience. In the past six months, from Amazon Go to unmanned supermarkets and convenience stores, from Xiaomi Home to JD's million convenience stores, technology and experience innovation have increasingly demonstrated this trend.
New DistributionRevenue and Profit Both Decline: Have Unified's New Products and Distribution Channels Failed?
Uni-President, which has long relied on new product launches and distribution channel reforms to boost performance, seems to have hit a rough patch. Its 2017 interim results showed declines in both revenue and profit, with the beverage business suffering significantly. The company attributed this to the negative effects of adjusting sales pace and reforming traditional operating models since the second half of 2016. Zhu Danpeng, a researcher at China Food Industry, told Yicai that the decline was expected, noting that while new products like Hai Zhi Yan and Xiao Ming Tong Xue boosted the brand in 2015, they declined in 2016, and the distribution reform has yet to show results, making a turnaround difficult.
何天骄Distributors, Do You Really Think a Balanced Inventory Count Means No Problems?
Many distributors believe that a balanced inventory count indicates good warehouse management, but this article argues that there are many hidden issues that a simple count may miss, such as damaged goods, unaccounted materials, and employee tricks. It offers practical suggestions for more effective inventory management, including comprehensive counts, surprise audits, and third-party checks.
潘文富Turning "Face Projects" into "Genuine Recognition" in Customer Relations
Customer relations (keqing) are useful, but they are only a sales aid, not the driving force. When they become the main work of salespeople, they backfire. Effective customer relations come from working together and achieving results, not from superficial visits.
刘春雄The Future Is Here: 10 Trends for the Next Decade
Aroop Zutshi, Global President and Managing Partner of Frost & Sullivan, outlines ten megatrends that will reshape the world, including connectivity, e-commerce, urbanization, and innovation, urging businesses to focus on sub-trends and their implications.
Aroop ZutshiOver 30% of FMCG Companies Will Go Bankrupt in the Next 5 Years!
After more than 30 years of rapid growth, China's economy has entered a period of stable growth, leading to oversupply and severe overcapacity in almost all FMCG categories. Many star companies, including multinational giants like P&G, Hershey, and Nestle, as well as domestic leaders like Wahaha, Coca-Cola, Pepsi, and Master Kong, have seen sales decline. Under such circumstances, it is inevitable that at least 30% of FMCG companies will go bankrupt in the next five years.
王冠群Ten Small Trends in the Communication Industry That Will Change the Future in 2017
CTR Media Research believes that the current media ecosystem is basically a three-way standoff: traditional media represented by CCTV has the advantages of high coverage and high credibility, Internet media represented by BAT has the attributes of high connectivity and strong interaction, and new life-scene media represented by Focus Media has the quality of high reach and high matching. Small Trend 1: New media grows against the trend. CTR data shows that in 2016, China's traditional media market declined by 6% year-on-year, and only new media grew against the trend. Driven by mobile Internet, Internet advertising grew by 18.5%, and life-scene media continued the growth of 2015, with elevator TV advertising increasing by 22.4%, elevator poster advertising by 24.1%, and cinema video advertising by 44.8%.
New DistributionPrice Differentials, Channel Crossing, Display... Learn Terminal Management from Wahaha: Three Strategies and Seven Tactics to Cure All Ills!
A healthy market growth depends not only on team building and channel development but also on terminal development and management. Wahaha has developed unique terminal management methods, including price differential management, anti-channel-crossing measures, and innovative display strategies, which have proven effective in boosting sales and efficiency.
罗宏文Stop Fooling Yourself: Most Traditional Companies Are Engaged in Fake Transformation
Large enterprises naturally attract attention, and their every move resonates with industry practitioners. However, experts often cite examples like Wahaha, Want Want, Master Kong, Nongfu Spring, Yili, and Mengniu, which offer little guidance for the majority of small and medium-sized enterprises (SMEs) struggling to survive. Business development depends on opportunities and accumulated strengths; Wahaha, despite a nearly 40% decline in recent years, still generates over 50 billion yuan in sales, instantly surpassing many SMEs. Transformation paths modeled on large enterprises are bound to be ill-suited, or they may end up going in circles without progress.
余五洲20 Years of Functional Drinks in China! A Look at the Major Brands—Which One Is Your Favorite?
Facing a seemingly saturated energy drink market, brands and distributors are gearing up for a major battle. Since the 1980s, when Jianlibao founder Li Jingwei pioneered special-purpose beverages in China, the market has evolved through the rise of Red Bull, the emergence of domestic challengers like Dongshen and Lehu, and the entry of international players like Monster. With the market projected to reach 163.5 billion yuan by 2020, both old and new brands are vying for a share.
New DistributionChina's 303 Prefecture-Level Cities Economic Report: GDP Showdown, Where Does Your Hometown Rank?
For local economic and fiscal conditions, we selected Gross Domestic Product (GDP) and general budget revenue as indicators, with data sources including but not limited to provincial and municipal Government Work Reports, Statistical Bulletins on National Economic and Social Development, Reports on 2016 Budget Execution and 2017 Draft Budget, Economic Operation Bulletins, and publicly released information from finance and statistics departments. As of April 2017, there were 303 prefecture-level cities nationwide, which we categorized into six regions: North China, Northeast, East China, Central-South, Southwest, and Northwest.
New DistributionDecoding Suishougou: How a Seasoned Veteran Teams Up with Small Shops to Win Over Brand Owners
The author visited Suishougou's national trading center in Luohe and had an in-depth discussion with its chairman, Zhao Jimin, about current B2B models in China. Initially skeptical about the matchmaking model for FMCG, the author came to realize its viability after understanding Suishougou's approach, which focuses on helping small shops sell exclusive products to increase margins, supported by financial credit and risk guarantees.
赵波