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 58 of 96
Pepsi and Coca-Cola Transformation Strategies: Who Will Dominate the Global Beverage Market?
As carbonated soft drinks decline, Coca-Cola and Pepsi are diversifying into healthier categories. This article compares their strategies in areas like coconut water, bottled water, energy drinks, and ready-to-drink coffee, highlighting their moves to capture future growth.
姜珊Kantar E-commerce Consulting Director Zhang Chi: The Present and Future of China's FMCG B2B
Kantar E-commerce Consulting Director Zhang Chi delivered a speech at the Second China 'Internet + FMCG' Summit Forum on July 15-16, outlining five major trends in the FMCG B2B market: large players seeking terminal control, the evolution to B2B2C, blurring boundaries between self-operated and matchmaking models, private label and customized products, and supply chain finance.
张弛Losses, Store Closures, and Bankruptcy: Who Is China's King of Store Closures? (Mid-Year Review)
Store closures may signify a sorrowful exit or a strategic retreat to save oneself. Whether a painful lesson or a strategic move, they indicate that times have changed and a major reshuffle is underway. As Vice Minister of Commerce Wang Bingnan stated, e-commerce is not the main reason for physical store closures, so don't blame Jack Ma—blame yourself, and you must save yourself. Half of 2017 has passed, and here is a review of the store closures among major supermarkets and department stores so far.
店小moNew Thoughts on the Future of FMCG B2B by Tang Guangliang, Founder of New High Bridge
Tang Guangliang, founder of New High Bridge, shares five new thoughts on the future of FMCG B2B at the Second China Internet + FMCG Summit Forum, covering topics such as market disruption, distribution strategies, brand manufacturer relations, convenience store expansion, and core competitiveness.
唐光亮Can't Move Products? Distributors, Check Your Salespeople for These Five Misconceptions
The channel is the customer, and the terminal is the market. However, many terminal marketing personnel fail in their business due to misconceptions in their concepts. This article outlines five common misconceptions and provides strategies to correct them.
New Distribution[Recommended for Collection] Live Broadcast Transcript: What Impact Does Retail Link's POS Integration Have on Small Stores? How Should Distributors Transform in the Future?
On July 5, Retail Link quietly launched a system called 'Super Member' and announced it on its official WeChat account on July 11. After New Distribution reported this, it sparked widespread discussion in the industry, with many distributors realizing that having no stores to supply might become a reality. To explore this, New Distribution invited Chen Qinghong, Deputy General Manager of Hd; Bao Yuezhong, a renowned retail expert; Lu Dexing, CEO of Yunduan Xinlian; and Shen Xin, Chief Strategy Officer of Wanyuan Yigou, to discuss the impact of Retail Link's POS integration on small stores and how distributors should transform in the future.
New DistributionTop Ten Functional Beverages Online Reputation Report: Red Bull Faces 'Internal and External Troubles', Dongshen Teyin Rises Suddenly
On July 3, 2017, Legal Weekend and Guni International Public Opinion Monitoring Agency released the 'Top Ten Functional Beverages Online Reputation Report (First Half of 2017)'. This article analyzes the online reputation performance of each brand, highlighting Red Bull's polarized reviews, Dongshen Teyin's rise, and challenges faced by other brands.
木祭Tencent Finally Makes Its Move: In the 1.8 Trillion Yuan Unmanned Retail Market, It Can't Let Alibaba Steal the Show
According to an authoritative report by iiMedia Research, the transaction volume of unmanned retail stores is expected to reach 38.94 billion yuan in 2017, with a growth rate of 281.3% by 2020 and a market size exceeding 1.8 trillion yuan by 2022. While Alibaba has been flaunting its unmanned retail solution, Tencent has quietly invested in the sector, signaling its entry into the fray.
陈今Bottled Water Online Reputation Report: Kangshifu Takes the Crown, Evergrande Spring Bottoms Out
A report on the online reputation of ten bottled water brands in China from January to July 2017 shows Kangshifu leading with the highest composite score, while Evergrande Spring ranks last. The report highlights the intense competition in the FMCG sector and the importance of brand maintenance and market investment.
文丽娟One Map, One Route, Three Tables, Seven Fixes: How to Seize the Terminal
The terminal is the final link in the distribution chain, encompassing various retail outlets where consumers purchase goods. For distributors, these include hypermarkets, supermarkets, convenience stores, grocery stores, and retail stalls. Terminals hold significant commercial value, such as shortening distance, providing convenience, and promoting purchases, leading manufacturers to increasingly prioritize them, resulting in phenomena like 'grabbing territory,' 'grabbing terminals,' and 'grabbing displays.' However, numerous problems exist in terminal operations, including product chaos, pricing inconsistencies, weak channel management, uneven execution, poor new product promotion, salespeople neglecting small stores, exploiting system loopholes, and inefficiency. These issues ultimately lead to poor terminal sell-through, necessitating a fresh understanding of terminals.
New DistributionIDG: Consumption Upgrade Is Not a False Proposition; China's Consumer Market Will Undergo a Sweeping Transformation
This article is from the IDG Capital WeChat account (ID: idgcapital), featuring a speech by Yan Yisheng, partner at IDG Capital, at the 'New Consumption Era Summit' hosted by IDG Capital. He argues that consumption upgrade is not a false proposition, driven by political, economic, demographic, and technological factors, and predicts a transformative wave in China's consumer market.
IDG资本Embarrassing! Multiple Uni-President Factories Shut Down During Peak Season
As the beverage sales peak season arrives, news of Uni-President forcing employee departures and closing factories has exposed the awkward reality of its beverage business: declining performance and factory shutdowns. Since July 6, reports have circulated about the closure of two factories in Xuzhou and Shijiazhuang, along with labor arbitration and lawsuits involving some employees.
赵晓娟Sorry! We Don't Want to Cooperate with Such Terminal Markets!
As distributors, we work hard every day to cultivate new customers and plan activities for retail outlets. After years, some outlets have grown significantly, while others remain stagnant. The key difference lies not in the market environment but in the way business is conducted and the attitude towards it. The following types of township customers are particularly troublesome and rarely achieve significant growth.
New DistributionNatural Soda Water Market May Usher in a Development Window, Coca-Cola Accelerates Layout...
As consumers become more health-conscious, natural, additive-free, and healthy products are increasingly favored. China's soda water industry is undergoing changes, with natural soda water expected to replace soda drinks and become the new favorite, potentially entering a 'blowout period' in the next decade.
New DistributionLou Xiangpeng: Wahaha's Anxiety and the Great Transformation of the Consumer Market
Innovation is the passport of disruptors, while conservatism is the epitaph of leaders. In today's rapidly changing era, even giants like Wahaha face unprecedented anxiety and confusion amid declining sales. Any enterprise, regardless of past glory, must continuously monitor consumption changes and maintain reverence for consumers—this is the only path to growth and development.
娄向鹏Major Move: JD New通路's Three Major Systems Openly and Transparently Connect with Manufacturers—What Does Alibaba Think?
JD New通路 announced on its official WeChat account that it will expand nationwide starting July 1, and introduced three major operational management systems for JD convenience stores. New Distribution previously analyzed New通路's 'online and offline blooming' in mid-June; today, we examine the new opportunities these three systems bring to brand owners. The smart management system for JD convenience stores, which connects brand owners, terminal stores, and consumers, includes the Smart Store Management System, the Walker Promotion Platform, and the Insight Big Data System.
New DistributionBeing a Valuable Salesperson to Distributors Starts with Teaching Them Product Display!
Display plays a crucial role in the entire sales process. Poor product display can undermine all previous efforts, while effective basic terminal display can significantly increase consumer attention and purchase probability. This article discusses how to secure and utilize terminal display resources effectively.
New Distribution32 Promotional Tactics You Can Use Right Away to Solve the Problems of Terminals Not Pushing Your Product and Consumers Not Buying
In baijiu marketing, products seem to sell only when promoted. Without promotion, distributors, channels, or terminals won't stock up; without promotion, channels or terminals won't push your product; without promotion, channel and terminal loyalty declines; and without promotion, market share is quickly lost to competitors. These phenomena force manufacturers to invest heavily in sales promotions to expand market share and grow sales. Below are 32 channel promotion tactics seen in the market, shared for reference.
朱志明Top 10 Events in the FMCG Industry in the First Half of 2017
In the first half of 2017, the FMCG industry witnessed several major events, including Wahaha and Yili's foray into unmanned convenience stores, Master Kong's sale of factories, Dali Foods being shorted, and the salt reform's half-year assessment. This article reviews these top 10 industry events.
冯瑶Interview with FMCG Expert Li Linchun: The Future Prospects of This Water Are Immeasurable!
At the just-concluded 2017 Silk Road International Exposition and the 21st China East-West Cooperation and Investment and Trade Fair in Xi'an, Han Shui Xi Gu • Zhen Xi Shui once again served as the sole designated water for the event, attracting attention and favor from foreign guests. Currently a niche high-end product, this water shows strong market potential and explosive growth, backed by the world's top 500 company Shaanxi Coal Group and sourced from the selenium-rich belt in Ziyang, making it a product with essential demand. The article presents expert opinions and distributor testimonials supporting its promising future.
New DistributionTiered Policies Are Ruining the Channel
At a distributor meeting, a distributor complained that small stores lack loyalty because they buy from secondary wholesalers, who offer lower prices due to tiered policies. The author argues that these tiered policies, originally meant to encourage larger orders, have become so high that only secondary wholesalers can meet them, thereby reviving a distribution layer that deep distribution had eliminated, harming the channel's efficiency.
刘春雄Omnichannel New Retail Has Arrived, Chinese Channel Players Are Confused, What to Do?!
Before fully understanding e-commerce, omnichannel was introduced; before omnichannel was implemented, new retail came along, leaving everyone confused. Traditional channels still exist and will persist, but the anxiety over channels is widespread, and the concepts of omnichannel and new retail may not be suitable for all businesses.
谭长春Three Questions for Distributors: 'Where Is Your Future Path?'
As circumstances change, we must adapt or fall behind. Many distributors want to excel at both the 10,000-meter run and the 100-meter sprint, but one requires endurance and the other explosive power—can they be the same? Under the new situation, distributors' way forward is to change according to the trend. The trend guides our future development and direction. We should think strategically about each path, whereas previously we used tactical thinking for transformation.
戈军珍Are You Arguing a Point or Defending a Position?
Author: Liu Chunxiong, Source: Teacher Liu's Forum (ID: liuchunxiong1964). There is a good article, 'What You Believe, You Will See.' I agree with this statement; people selectively observe and selectively remember. In 2016, there was an anecdote: Liu Qiangdong proposed a 200% growth target, and some said it couldn't be done. Liu Qiangdong said, 'I don't want you to prove it can't be done; I want you to prove how it can be done.' That is the direction of proof. Correct conclusions need proof, but wrong conclusions can also be proven flawlessly...
刘春雄