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 66 of 96
Gifts, Box Returns... 21 Channel Promotion Tactics You Need to Know—Use Them Wrong and You're in Trouble
In baijiu marketing, products seem unsellable without promotion. Without promotion, channels or terminals won't stock up, won't push your products, loyalty drops, and market share is quickly lost to competitors. This forces companies to invest heavily in sales promotions to expand market share and grow sales. Below are 21 channel promotion tactics seen in the market.
朱志明Industry Observation | How Sales Staff Should Handle Terminals in the Off-Season
The article discusses how sales personnel should work on the market and terminals during the off-season to ensure sales in the peak season. It emphasizes moving beyond passive waiting and instead focusing on market structure analysis, terminal network mapping, information databases, sales direction analysis, expanding banquet networks, and enhancing personal value.
杨金友Breaking: Bacardi's Ice Breaker Halts Production, Lays Off Staff, Owes Distributors—Is There a Future for the Once-Booming Pre-Mixed Cocktail Industry?
Multiple distributors report that Bacardi's Ice Breaker pre-mixed cocktails have essentially ceased production, with outstanding distributor fees unresolved. Investigation confirms market issues, including regional layoffs and unpaid fees since March-April, raising questions about the brand's future and the industry's prospects.
New DistributionIndustry Observation | The Era of "Terminal Dominance" in China's Alcoholic Beverage Marketing
China's alcoholic beverage marketing has been continuously evolving with changes in the market environment, and companies that stick to old ways risk being eliminated. The author summarizes three past marketing eras—the idea marketing era, the hotel channel marketing era, and the consumer channel marketing era—and notes that a fourth era, the "terminal dominance" era, has quietly arrived, where success depends on strong performance at the point of sale.
杨夫见In the Era of Mobile Internet, Should FMCG Companies Still Implement Deep Distribution?
This article discusses whether deep distribution is still relevant in the mobile internet era. It argues that despite the rise of e-commerce and claims of disintermediation, the core principles of deep distribution—organized effort, benchmarking against leaders, and standardized processes—remain valid. By integrating mobile internet tools and systems, companies can upgrade their deep distribution strategies to achieve even greater effectiveness.
谭长春Marketing Manager on the Eleventh: How Should Business Managers Manage Salespeople?
There is no fixed rule for business managers to manage salespeople well, and no book can claim a complete set of methods that can be followed blindly. Managing salespeople is not a static proposition but requires targeted and adaptive management that changes with the environment, circumstances, and the individuals involved. Therefore, fundamentally, business managers must rely on real-world experience to find targeted methods. Fortunately, everything has its patterns...
谭长春Choosing the Right Channels for Terminal Distribution Is Crucial: A Complete Guide to Six Channel Types Including Supermarkets, Catering, and Special Channels!
Terminals are where products and consumers complete transactions, serving as the final link in the supply chain. For distributors, terminals are platforms for product display and layout, as well as the best places to observe market changes and maintain consumer engagement. With industry changes accelerating, distributors must understand the composition and characteristics of terminal channels in the current market. Only by mastering the most real-time and in-depth terminal information can distributors review their channel structures, arrange their strategies, and discuss optimal terminal layouts before each new marketing season.
刘海怀China's FMCG E-commerce Sales Surge 47%
E-commerce channels contribute only 4.2% of China's total FMCG sales, below the global average. Kantar Worldpanel's latest Global E-commerce Report shows that in the 12 months to June 2016, global FMCG e-commerce sales reached $48 billion. In China, although e-commerce accounts for only 4.2% of total FMCG sales, slightly below the global average of 4.4%, growth in the past year was as high as 47%, and this trend is expected to continue. By 2025, China's FMCG e-commerce market is projected to reach $36 billion, capturing 15% market share.
凯度消费者指数Six Golden Rules and Data for Supermarket Product Display! Can Display Affect 24% of Sales Achievement?
Product display is a highly technical practical operation that tests business wisdom. The following key points aim to improve frontline staff's business level and store efficiency. First, let's look at these golden rules for supermarket product display: 1. At a glance: place impulse-buying products such as bestsellers and high-profit items at eye level, with labels facing customers; for lower shelves that are hard to see, tilt the displayed products. 2. Within easy reach: avoid placing products too high, especially considering that housewives are around 160cm tall; provide tools for picking fresh food; place fragile items at chest height to avoid customer concerns about damage.
龙商网Master These Five Product Combinations to Bring Your Products to Life at the Point of Sale (With Cases)
As consumer awareness evolves from basic satiety to mature leisure consumption and future health-oriented choices, the low technical barriers and high imitation in China's food industry make it increasingly difficult for new products to stand out. Distributors must retain consumers and build loyalty through superior display and rational product combinations, as illustrated by five practical cases.
钱益鹏Vending Machine Terminal Battle: Annual Sales of Vending Machine Channel to Reach 100 Billion by 2020
With the rise of the internet and consumers' increasing demand for shopping convenience, China's retail landscape is undergoing profound changes. For FMCG companies, besides premium supermarkets and convenience stores, vending machines are opening another window with their convenience and 24-hour service. According to Kantar Consumer Index, when per capita GDP reaches $10,000, consumer demand for vending machines will explode. By 2015, areas covering 390 million people in China had reached this level. In the next five years, the domestic vending machine channel will become a major emerging market for FMCG retail.
New DistributionQuanshi Miao Dong | Empowering Small Retailers, Reconstructing the Business Ecosystem
The following is the keynote speech delivered by Mr. Miao Dong, Vice President of Quanshi, at the 'New Food Era · New Distribution 2016 FMCG + Internet Summit' held on October 16. New Distribution has compiled the core content of his speech as follows.
缪东Wang Chaocheng Explains: The Importance of Category in the Development of the Alcohol B2B Industry!
Amid the surging B2B industry, B2B companies on the same track show significant differences. What factors influence their development? At the '2016 China FMCG + Internet Summit' held on October 16, Wang Chaocheng, Chairman of Shengchu Consulting, provided answers. The core content of his speech is organized as follows: 1. What are the differences between B2B e-commerce and B2C e-commerce? In China, the most representative B2C platforms, JD and Alibaba, have many products online, but few customers buy beverages and shampoo. This is because the logistics cost of buying a bottle of water on JD is much higher than buying from a nearby store. So even though B2C e-commerce has many categories, the more such products are sold, the more losses are incurred.
王朝成Nielsen: The Biggest Opportunity in China's Consumer Market
As Chinese consumers shift from buying luxury goods to high-quality, cost-effective daily necessities, a new era of quality consumption is emerging. Nielsen predicts that over the next 5-10 years, this trend will drive significant growth in both FMCG and durable goods markets, with cross-border e-commerce becoming a major channel.
New DistributionBreaking Through the Channel: Where Is the Real Way Out for Distributors?
Distributors in China's FMCG industry are facing a difficult transition as the market evolves. The article argues that the key to survival lies in shifting from channel operations to service operations and from single-business to specialized operations, ultimately requiring distributors to reinvent themselves.
New DistributionLatest Trends in the Snack Food Industry: 900 Billion Yuan Market, 16.70% Annual Growth, 4 Major Trends
With over 30 industry experts, 100 B2B platform founders, and 800 manufacturer friends gathering in Fuzhou to discuss the internet transformation of the FMCG industry, this article analyzes the current situation of China's snack food industry from four perspectives: industry, channels, consumption, and competition. The market is expanding at an average annual growth rate of 16.70%, with the annual output value reaching 905.018 billion yuan in 2014 and projected to hit 1,992.528 billion yuan by 2019.
New DistributionJing Bozi's View: Most FMCG Distributors Will Transform into Regional Equity Partners in the Future
At the upcoming 2016 National Autumn Sugar and Wine Fair in Fuzhou, industry experts and distributors will gather to discuss the internet transformation of the FMCG industry. The author, Hu Wei, argues that most FMCG distributors will transform into regional equity partners, and regional managers will become regional contractors, based on three reasons: rising marketing labor costs and difficulty in recruiting new distributors, the ongoing transformation of both large and small distributors, and the shift from transactional to co-operative manufacturer-distributor relationships.
胡伟（净泊子）Evergrande Spring "Flips the Table and Leaves"—What Are Old FMCG Hands Cheering About?
Evergrande has left, but there will be more like it; we are still in the game, so what are we cheering about? This article offers a completely different, unconventional critique of Evergrande Spring by Lao Miao.
苗庆显Starting from Banquets, Excelling in Foodservice! Full Analysis of the 2 Billion Special Forces Fresh Coconut Juice in the Foodservice Channel!
Special Forces Fresh Coconut Juice was developed at the end of 2011 and began promotion in Jiangsu Province in 2012. By 2016, it had achieved great success in Jiangsu and surrounding markets, becoming a leading brand in the foodservice beverage market. This article analyzes its channel strategy, from choosing foodservice as the initial market to using tobacco and alcohol stores as the first battleground, and outlines its future plans for brand upgrade and channel deepening.
金釜Lao Zhang's Reading Selection 20161010
Selected articles discuss the challenges of convenience store boxed meals in non-first-tier cities like Nanjing, the potential of community supermarkets to convert foot traffic to online orders, and a business idea involving parcel delivery to attract community customers for fresh produce and FMCG sales.
张陈勇Aggressively Attacking Retail Terminals and Rapid Distribution: 9 Methods to Boost Your Terminal Distribution Rate!
This article outlines nine practical methods for FMCG companies to increase product distribution rates at retail terminals, including gift incentives, mixed-case shipments, limited-time rewards, display incentives, box-top exchanges, scratch cards, employee contests, and distributor strategies. It also promotes an upcoming industry summit on FMCG internet transformation.
师顺宽China Brand Power Index Released: Ranking of Food and Beverage Industry
The China Brand Power Index (C-BPI), China's first brand value evaluation system guided by the Ministry of Industry and Information Technology, released its 2015 rankings for various food and beverage categories. The rankings are based on consumer feedback and measure brand awareness and loyalty, helping consumers make informed choices and guiding companies in brand management.
New DistributionThe Space for Innovation in FMCG Channels Is Dead
Recruiting distributors is becoming increasingly difficult as distributors have become more mature and rational. The era of grand marketing is over, and channel construction now requires meticulous, down-to-earth efforts. The best products are those that are marketable, and the best companies are those that are unpretentious and focused on execution.
尚域董事长郭成林Trend | This Yogurt Completely Defeats Mengniu and Yili, and I See the Future of FMCG in It
This article discusses how traditional FMCG giants are declining not because of the internet or consumption upgrades, but because they have lost the ability to meet user needs. It uses the example of LePurui yogurt, which has succeeded by building a user-driven organizational structure and flexible supply chain, and by engaging consumers in product development and social sharing.
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