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 61 of 96
After More Than Two Decades of Rivalry, Master Kong and Uni-President May Become Two Very Different Companies
Uni-President is more aggressive in product innovation, while Master Kong has stronger channel advantages, and their corporate temperaments are increasingly divergent. However, when it comes to the future youth market, both are currently in a defensive position.
董芷菲In-depth: New Retail Has Arrived, So What?
The article discusses the hot topic of 'New Retail,' arguing that regardless of the concept, retail ultimately must return to meeting customer needs—who to satisfy, what needs to satisfy, and how to satisfy them. It uses three old sayings: 'There is nothing new under the sun,' 'There is no such thing as a free lunch,' and 'All good things must come to an end.'
老王Two-Pronged Preparation: Huabin's Self-Created Functional Drink Brand Warhorse Begins Distribution
Facing a trademark licensing crisis, Huabin has made two-pronged preparations, but making Warhorse the second Red Bull is already impossible. In mid-April in Beijing, as temperatures rose to 20 degrees Celsius, the new functional drink brand Warhorse, under Red Bull's parent company Huabin Group, appeared in retail channels and is accelerating distribution. However, it has not yet reached all stores, and sales are poor due to lack of brand awareness.
赵晓娟A Moment of Sympathy for Bright Dairy: Is Its Future Bright?
Bright Dairy has made headlines again, not for its annual report or Mosilian, but for corruption. This is the fourth person associated with Bright Dairy to be convicted of corruption. In 2015, former party secretary Wang Zongnan was sentenced to 18 years; in 2016, former president Guo Benheng received 6 years for taking 3.3 million yuan in bribes; this year, former vice president and marketing director Li Ke got 3 years (suspended for 5) for accepting 1.2 million yuan. The article questions Bright Dairy's future, citing management issues, product decline, and organizational problems.
老纳Why Can't You Even Pass the Interview Despite Being Excellent?
During the peak recruitment season, many consider changing jobs. Some succeed quickly, while others fail at the interview stage. This article highlights often-overlooked details in job hunting, such as quantifying results with numbers in resumes, mastering self-introductions, understanding the interviewer's intent, and following tips like researching the company and dressing appropriately.
Bella7 Taboos for Salespeople Visiting Retail Outlets! Signing the Deal Happens in an Instant
In the process of communicating with customers, salespeople need to pay attention to details and avoid certain taboos, in addition to dressing appropriately. Otherwise, even if you are eloquent, your product is excellent, and your price is low, an inadvertent offense could make the deal slip away. 1. Disorganization: Preparation is crucial; don't rely on luck. Customers' time is precious, so set clear goals and plan what to say and do to achieve your purpose, such as building a good impression, reaching consensus, or even closing a deal. 2. Untidy appearance: Dress appropriately to make a positive impression. 3. Tardiness: Punctuality is vital; plan for delays and confirm appointments. 4. Making promises you can't keep: Keep your word. 5. Being unable to answer questions: Know your product and prepare for possible questions. 6. Using the customer's belongings: Avoid taking liberties, as it may be seen as taking advantage. 7. Being overly familiar: Avoid calling the customer 'brother' as it can compromise your professional judgment.
New DistributionBeer Marketing Expert Fang Gang: New Insights into China's Beer Marketing Trends - Marketing Logic that Penetrates Terminal Barriers
No base market, no marketing. For beer giants, high distribution rate, high share, and high profit margin are the basic characteristics of a base market. Only with territory can there be a brand; the bigger the territory, the bigger the brand. Anheuser-Busch InBev, the world's leading brewer, dominates globally with annual sales of 60 million tons, 1.3 times China's total beer sales. Its base markets are built on a continental scale, such as high share in North and South America, and after acquiring SAB, Africa became a base market with ultra-high share! In China...
New DistributionMaster Kong vs. Uni-President: A Battle for Market Share and Profits!
Since the last century, two Taiwanese brands entered the mainland market, leading to product rivalry and prolonged price wars, inadvertently linking Master Kong and Uni-President. In 2016, Uni-President reported revenue of 20.985 billion yuan, down 5.1%, while Master Kong's revenue was 57.532 billion yuan, down 8.03%. Uni-President focused on high-margin innovative products, while Master Kong maintained higher market share.
New DistributionChina 2017 Snack Consumption Trends Report
Snacks are a delightful addition to life, but growing consumer concern about nutritional value may reduce indulgence in less healthy snacks, leading to a preference for healthy options. Mintel's latest report, "Snack Consumption Trends - China 2017," shows that 40% of Chinese consumers have eaten more nuts in the past six months, with 58% finding them tasty and 44% convenient, while only 9% consider them unhealthy.
New DistributionSpecial Observation | Eternal Asia Supply Chain Strategic Layout: Enlarging the Pie or Drawing a Pie in the Sky?
At the 2017 National Spring Sugar and Wine Fair held in Chengdu from March 23 to 25, Eternal Asia's senior executives elaborated on its O2O supply chain strategy at various professional summits. The question remains whether this strategy will truly expand the market or merely create an illusion, and all eyes are on the outcome.
New DistributionPromoters: Learning to Fight in the Midst of War
Being a promoter is not just a job, but a challenging career and a life experience. Based on years of practical experience in the frontline kitchenware market, the author believes that to become an excellent promoter and score the 'final goal,' the most fundamental thing is to 'learn to fight in the midst of war.'
New DistributionAre You an Excellent Salesperson? Check If You've Solved These 6 Problems
Wei Qing in 'The Sales Bible for Terminal Sales' said: If you love him, let him do sales, because it's heaven—low threshold, high earnings, high technical content; if you hate him, let him do sales, because it's hell—physical exhaustion, emotional distortion, and no support in old age. So, sales is a hard but honorable job. To become an excellent salesperson, solve these 6 problems: mindset, practice over theory, financial risk awareness, handling legacy issues, order volume proportional to visit rate, and regular self-reflection.
洋洋不会得意Zhang Liaoyuan: How Three Squirrels Became a Chat Company That Uses Data to Act Cute
At the Taobao University Business Data Application Training Camp on March 23, Zhang Liaoyuan, founder of Three Squirrels, shared insights on using data for supply chain management, marketing development, and customer service. He emphasized that data will become an open resource for all enterprises, and the key is to use it to serve corporate culture.
章燎原Direct Delivery CEO Lai Xuanren: My View on New Retail - Survival and Development in Channel Transformation
At the 2017 (2nd) China FMCG + Internet Conference, which concluded yesterday, Direct Delivery CEO Lai Xuanren delivered a vivid speech on the survival and development of channel transformation, sharing his views on new retail under the theme of 'Empowerment and Evolution'. He highlighted the biggest practical dilemma in new retail development: not making money! Although some distributors or B2B companies have large order volumes, high transaction values, many customers, and good service quality, the terminal market is fragmented with low loyalty, and market changes are rapid with low predictability, leading to most distributors or B2B companies not being profitable.
赖宣任JD New Channel Debuts at "Spring Sugar" Event, Bringing the First Wave of FMCG B2B Dividends
On March 23, the "Spring Sugar Extravaganza" officially kicked off, with hundreds of thousands of professional visitors queuing to enter the exhibition halls. Meanwhile, over 3,000 exhibitors were fully prepared to impress every visitor with their products, technologies, and services. As a dark horse in the domestic FMCG B2B industry, JD New Channel attracted attention from numerous manufacturers and media at its first participation. In the New Channel exhibition area, visitors continuously inquired about its business model and the "Huiyan" big data system, with many gathering around the JD Zhangguibao and VR experience zones.
New DistributionDepartment Stores' Struggles: Blame E-commerce or Self-Inflicted? | Ding Ding Observation
Reporter Ding Ding, Camera Qian Xiaoxin, Production Lu Junhong and Jiang Sunyin, Intern Sun Haixin. How long has it been since you last visited a department store? If you need to buy something, would you go to a department store? Who do you think is responsible for the current dismal state of department stores? Most people might say online shopping is cheap and convenient, so why go to department stores? Of course, e-commerce has crushed the department store retail industry! However, Yuan Yafei, chairman of Sanpower Group, has a completely different answer. He says those who claim e-commerce has crushed traditional department stores are talking nonsense; the industry has destroyed itself.
丁玎Spring Sugar, Don't Forget to Take a Look at This Magic Water
The annual Spring Sugar Fair is held as scheduled in Chengdu, but with the winter of FMCG, people are beginning to question its value. Once a stage for corporate myths, with one company collecting 400 million yuan in payments and others going national, the fair is now seen by many as a mere formality—just eating, sleeping, and listening to reports, with the only visual treat being the models hired by liquor companies.
老纳The Future of New Retail: Convenience Stores and Vending Machines
As e-commerce enters a growth phase, traditional retail has faced high costs, intense competition, low returns, and expansion difficulties since 2011, leading to a wave of store closures. In the first issue of 'Qiming Strategic Review', mentor Liu Qiming explores the future trends of China's retail industry, focusing on the impact of e-commerce, the reasons why e-commerce hasn't thrived in Japan, how to develop convenience stores in China, and whether internet entrepreneurs can innovate in this sector.
刘启明A Study of Regional Differences in China from the Perspective of Consumption Data
Using 2016 offline urban consumption data from UnionPay Smart, this study examines regional differences across over 300 Chinese cities, focusing on nighttime consumption, dining habits, holiday spending, and regional imbalances. The findings reveal distinct patterns between north and south, east and west, and highlight the influence of economic development and government policies.
团支书、兔兔Ma Yun's "New Retail Research Report": Are You Putting on a Crosstalk Show for the Whole Nation?
This article critiques Alibaba's New Retail Research Report, arguing that it fails to address the real problems of traditional retail, such as high costs and lack of retailer responsibility. It suggests that true retail innovation should focus on providing quality products at low prices and binding consumers through emotional or membership models.
苗庆显Mizone's New Product Exclusively Launched on JD New Channel, Why Was It Sold Out on the First Day?
Mizone is making headlines again in the food and beverage circle, not only for leveraging the 'Spring Sugar' event to launch new products and continuing the popularity of light beverages over the past two years, but also because the exclusive launch platform was the rapidly rising 'JD New Channel'. The speed of the new channel is irresistible: the product was shipped from Zhongshan on March 10, entered JD New Channel's warehouse on March 11, and was exclusively launched on JD's ZhangguiBao platform at 8 AM on Monday, March 13, selling out within hours.
食品君Young Heroes, Spare Us Old-Timers! We Really Don't Need 'Edgy and Provocative'
Why do we always face 'ideological intimidation' when we do business operations honestly? With the rise of the 'post-95s market,' what's the right approach? Marketing professionals confused by the young market can take a reassurance pill with Old Miao today.
苗庆显The Time for 'Transformation Layoffs' Has Come, with Large Enterprises as the Focus
Recently, there have been many waves of layoffs, and there will be more in the future. In our impression, corporate layoffs usually mean the company is in trouble, and big trouble at that. But from now on, excellent companies may start laying off employees again, with large enterprises as the focus. This has nothing to do with the company itself, but with the times. It's not that the company is facing operational difficulties, but that the times have changed.
刘春雄Premixed Cocktails: Review and Reflection, Where Is the Industry Headed in 2017?
Following the release of Baorun's 2016 annual report on February 25, attention has again focused on the premixed cocktail segment, which has seen dramatic ups and downs. While the future of RIO, which holds 80% market share, is a key concern, drawing industry-wide conclusions from one company's report is premature. This article reviews the development trajectory of premixed cocktails and the current status of major players.
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