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 62 of 96
Deep Dive: No Second Coca-Cola in Soft Drinks, Which Healthy Beverages Are Reshaping the Market?
Since the Civil War, Americans have enjoyed soda and sarsaparilla, and in 1885, John Pemberton invented a carbonated drink with coca and alcohol, which became the first Coca-Cola after removing alcohol in 1886. As consumers increasingly prioritize health and reduce sugar intake, traditional carbonated drinks like Coca-Cola face slowing growth in developed economies, creating opportunities for healthier beverages such as sports drinks, NFC juices, and unsweetened teas.
张辰Should Terminal Displays Adapt to the Seasons? Best-Selling Products Like Xiang Piao Piao and Special Forces Do It This Way!
As seasons change, food and beverage companies must adjust their in-store displays to match seasonal demand, following three key principles and color schemes to boost sales of seasonal products.
New DistributionHeavyweight! "Food & Beverage Cost Research Special Report": On the Issue of Rising Costs
Click the image for details. Key points: The food industry has enjoyed the CPI-PPI scissors gap dividend for five consecutive years, with the first half of 2017 possibly being the turning point. From 2012 to 2016, gross margins for mass-market food improved by nearly 10 percentage points, which we believe is mainly due to the scissors gap between CPI and PPI. Starting from March 2012, PPI began negative growth while CPI continued positive growth, allowing companies to benefit from falling costs. However, since November 2016, PPI has risen sharply, especially with soaring costs for packaging materials, transportation, sugar, and oil, leading us to predict the turning point of the CPI-PPI scissors gap dividend. Historically, in the second half of 2008 and in 2010, CPI and PPI inverted, and the profitability of food processing companies was generally affected for 2-3 quarters.
New DistributionLearn Merchandising from Pepsi's Sales Team: 9 Tips to Quickly Boost Profits!
In the Pearl River Delta region, where Coca-Cola and Pepsi compete most fiercely, especially in township markets with many factories, any small supermarket will show Pepsi's dominance through strategic displays. This article reveals the nine standardized merchandising actions Pepsi uses to enhance visibility and drive sales.
冯媛Four Thoughts at the Turning Point of China's Beer Industry
The beer industry is struggling in a downturn. We observe potential changes in volume and price dynamics and catalysts. Four questions: 1) Is there a possibility of breaking the co-opetition pattern? 2) Is the sales recovery sustainable? 3) What are the endogenous trends? 4) What to buy under long-term trends and short-term catalysts?
戴佳娴，陈梦瑶Alibaba FMCG Head Jing Jie: Old FMCG Thinking Won't Work, the Future FMCG Ecosystem Needs Restructuring!
At the '2016 New Netrepreneur Summit' hosted by Tianxia Netrepreneur and supported by Alibaba, Jing Jie, Alibaba Group Vice President and Head of Tmall FMCG Business Unit, delivered a speech titled 'New Retail, New FMCG'. He stated that the real challenge is not the FMCG industry itself but the inertial operational methods formed over decades of rapid growth, and the future FMCG ecosystem needs restructuring.
靖捷The Three Key Elements for Salespeople's Fastest Self-Improvement
In marketing practice, among 100 salespeople, only one rises to director level or above, and about ten reach manager level, while others remain at the salesperson level. The author identifies three factors that set them apart: clear goals, self-discipline, and continuous learning.
梁胜威Learning from the Good Example of Uni-President
Uni-President's 2017 'three new policies'—zero-based budgeting, channel reform, and food and beverage integration—represent a shift away from traditional sales practices. This article analyzes why these policies are the right direction in the current environment and how they can succeed, positioning Uni-President as a benchmark for other companies.
刘春雄Why Do the Best Talents Often Lack a Perfect Resume?
This article explores why candidates with non-traditional backgrounds, termed 'boxers,' may outperform those with perfect resumes, termed 'golden keys,' citing research on post-traumatic growth and examples like Steve Jobs.
New DistributionWith 90% Distribution Coverage, Why Is the Market Still Lukewarm?
During a Spring Festival gathering, a friend's client mentioned a market bottleneck: despite achieving 90% distribution coverage, the market remained sluggish. The article explores why high coverage is often pursued, the dangers of improper high coverage, and how to approach coverage based on product attributes and market stages.
朱朝阳Dairy Industry Deep Report: Policy Dividends Highlighted, Turning Point for Milk Powder Industry Has Arrived
This report from GF Securities' Food & Beverage team, authorized for distribution by New Distribution, analyzes the infant formula market. It highlights the policy dividends from the new registration system and cross-border e-commerce regulations, which are expected to consolidate the market and benefit domestic leading brands. The report recommends leading domestic players such as Biostime, Beingmate, and Yili.
王永锋The Most Important Things FMCG Companies Should Do Amid Consumption Upgrades
Since 2014, consumption upgrades have become the hottest topic in the FMCG industry. This article discusses the manifestations of consumption upgrades and suggests that companies should strengthen their products and weaken their brands to adapt to the new consumer landscape.
胡伟（净泊子）Jack Ma Assesses China's 2017 Economic Situation at Zhejiang Entrepreneurs Convention: The Next 3-5 Years Will Be More Difficult Than Imagined
On January 25, 2017, Jack Ma delivered a keynote speech at the annual meeting of the Zhejiang General Chamber of Commerce, sharing his views on the global and Chinese economy. He predicted that the economic situation in the next three to five years would be more difficult than imagined, emphasized the importance of transformation and upgrading, and called on Zhejiang entrepreneurs to adhere to four principles: idealism, optimism, learning, and self-respect.
New DistributionNielsen: 2017 China Consumption Trends (Comprehensive Interpretation with 27 PPT Slides)
Zhang Lin, Vice President of Nielsen Greater China, shares insights on consumption upgrade patterns in China, covering macroeconomic transformation, category-specific upgrades, successful new product premiumization, and the consumption power of the post-90s generation.
张霖From New Year Goods to Consumption Upgrade
The New Year goods economy is a barometer of China's consumption development level and trends. In the future, it is necessary to combine the new trends and directions shown by New Year goods consumption, accelerate supply-side structural reform, adapt to consumption changes, and truly improve the well-being of people's lives.
李婕2017 | 6 Thoughts on FMCG B2B Field Promotion Operations
This article outlines six key considerations for FMCG B2B field promotion operations, including defining small B-end customers, structuring top-selling products, building a field team, handling customer objections, managing customer acquisition costs, and choosing customer acquisition methods. It emphasizes the importance of changing store owners' purchasing habits through deep engagement and coordinated front-end and back-end efforts.
任我行As an FMCG Professional, I Just Want a Stable 2017: A Review of 2016 and Forecast for 2017
Reviewing the FMCG industry in 2016, we saw the departure of Mengniu's Sun Yiping, the bitter cold tea price war with JDB at 20 yuan per case, and the news of Red Bull changing its 'war horse' just as we celebrated Yili's entry into the world's top eight dairy companies and the 600 billion club. For 2017, we dare not expect surprises; as marketers, we just want to get through the year steadily. Let's take stock of 2016 and look ahead to 2017, perhaps gaining some insights.
李红权10 Trends to Watch in the Global Consumer Market in 2017
Redefining the senior market and cultivating the next generation of consumers: the complex and volatile global economic environment is posing more challenges to brands and retailers. In 2017, the consumer goods and retail industries will continue to face challenges—technological innovation, diverse consumer demands, and a complex and volatile global economic environment. Market research firm Euromonitor International recently published its white paper "Top 10 Global Consumer Trends 2017," offering ten predictions for the global consumer market in the coming year.
钱睿荪2016 Beverage Satisfaction Report: Packaged Water Most Popular, Carbonated Soft Drinks Preference Only 7%
On January 17, the China Quality Association User Committee released the "2016 Beverage Industry Satisfaction" report, showing that consumers prefer packaged water, while carbonated soft drinks have low preference. The survey covered six major categories including packaged water, functional drinks, tea drinks, protein drinks, juice drinks, and carbonated drinks, involving over 12,000 consumers and more than 10,000 valid samples.
任震宇Eight Sales Laws: Only with Ambition Is There a Future!
This article outlines eight essential sales laws, including taking bold action, being decisive, innovating, leveraging others' wisdom, giving your best effort, maintaining courage despite fear, having a strong desire for success, and developing good judgment. Each law is accompanied by practical principles to help sales professionals achieve success.
New DistributionThree Steps to Get Your Products into Every Effective Outlet
Terminal distribution is a crucial part of operating a model market, yet many companies distribute blindly, either setting overly ambitious goals that fail to deliver or lacking effective positioning so the products don't sell. How can companies distribute effectively? Determine effective outlets and set reasonable distribution goals. The terminal distribution target (distribution rate) for a model market should be based on the product's attributes and target consumers, establishing standards for effective sales outlets, then combining the strategic goals of the model market and market competition to finalize the target. This can be achieved in three steps.
孟令宇Lehu, Zhanma, Monster: The Undercurrents Reshaping China's Energy Drink Rankings in the Next Three Years
In 2015, China's functional beverage (energy drink) market reached 60.6 billion yuan, up 15.16% year-on-year, with consumption volume of 1.368 billion liters, up 25%, making it the fastest-growing country in sales and second globally. Per capita consumption is only 0.5 kg annually, far below the global average of 7 kg, indicating huge potential. The market is dominated by Red Bull with over 20 billion yuan in sales, while Lehu, Dongpeng, and Tizhi Nengliang compete fiercely.
New DistributionThe Thinking Logic of Continuous Growth: Mainstream, Trends, Foresight, Strategy
Rather than just learning knowledge, it's better to master a set of thinking logic that generates knowledge systems. This article explains a framework for continuous growth, emphasizing the importance of grasping the mainstream for present survival and identifying trends for future success, which requires foresight and strategic early positioning.
刘春雄Display Mnemonics: A Quick Guide to Effective Merchandising
This article provides a comprehensive guide to effective product display in retail, covering the importance of boldness in display, classification signage, and creating an appealing shopping atmosphere. It emphasizes the need for simple yet impactful displays, strategic product placement, and the use of promotional displays to drive sales.
New Distribution