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 75 of 96
Deep Dive into JD's New Channel: How Should Manufacturers Respond to This Sweeping New Model?
JD's New Channel initiative is poised to fundamentally reshape China's FMCG distribution landscape. This article analyzes its business model, advantages, disadvantages, and the strategic responses manufacturers and distributors should consider.
赵波A person's earnings: 12.5% from knowledge, 87.5% from relationships.
In your 'life bankbook,' besides money and professional knowledge, how many connections do you have? How strong is your 'network competitiveness'? A Stanford Research Center report concluded that a person's earnings come 12.5% from knowledge and 87.5% from relationships. This data may shock you. In Taiwan's securities investment circle, Yang Yaoyu is a case of maximizing network competitiveness. Having left the workplace a year ago, he serves as a financial advisor to friends and as a director of five electronics companies. It is estimated his net worth is nearly NT$100 million.
New DistributionDistributed E-commerce vs. JD-style E-commerce: Which is the Future of B2B E-commerce?
The article compares JD's centralized B2B e-commerce model with the distributed model represented by Piduoduo, analyzing their respective advantages and disadvantages in terms of terminal experience, operational costs, and efficiency. It concludes that distributed e-commerce, which leverages existing distributors, may achieve lower costs and higher efficiency than JD's approach.
张宇China 2016 Herbal Tea Industry Development Analysis Report (Abridged)
Despite sluggish overall growth in food retail sales, the herbal tea industry has made notable progress. Two herbal tea brands ranked among the top ten in comprehensive market share in the non-carbonated beverage market, with Wang Laoji, the originator of herbal tea, particularly outstanding, holding a 40.75% market share by sales and leading the herbal tea market. In 2014, the top five companies in non-carbonated beverage market share were Uni-President, Master Kong, Huiyuan, Minute Maid, and Wang Laoji, with market shares of 18.69%, 14.34%, 8.46%, 8.21%, and 7.58%, respectively.
New Distribution7 Simple Terminal Visit Tips Summarized by Sales Elites: Classic, Practical, and Better Than a Hundred Trainings!
This article shares seven practical tips for terminal visits, including stating your purpose directly, standing out to gain attention, reading the customer's mood, identifying the right contact, highlighting benefits, breaking through resistance, and maintaining a positive attitude. These tips are based on real-world sales experience and are designed to improve visit effectiveness and build better customer relationships.
New DistributionBoost Sales in Peak Season: Up, Up, Up!
To significantly increase peak-season sales, companies must not only work hard in the off-season but also excel in the peak season. This article outlines a three-stage approach: 'Fill the Channels' (ensuring maximum distribution), 'Add Fuel to the Fire' (shifting from trade promotions to brand building), and 'Add Flowers to the Brocade' (focusing on consumer promotions and terminal execution).
New DistributionThe Story of a 'Foolish' Salesman Earning 20,000 Yuan a Month
A client of mine entrusted a salesman with important tasks, and he took on the toughest challenges, handling slow-moving and recalled goods. The client said, 'This salesman isn't cunning, but I'm willing to pay him 20,000 yuan a month. He's been promoted from basic sales to professional manager. What I value is his diligence, persistence, and character.' Here's how he cracked the hardest nuts.
魏庆Review of 2015 | Annual Reports of Food and Beverage Companies: Rio, Master Kong, Chacha, Heinong...
This article reviews the 2015 annual performance reports of several major Chinese food and beverage companies, including Sanquan, Master Kong, Rio, Chacha, Jiajia, Huangshi, Shuangta, Kedi, and Heinong, highlighting key financial figures such as revenue, profit, and growth rates.
New DistributionWhat Kind of Salesperson Do Supermarket Buyers Like Most?
Manufacturers and suppliers, especially in FMCG, must deal with supermarkets and hypermarkets. Salespeople need to sell themselves before selling products. Buyers prefer salespeople who are highly trustworthy, professional, well-organized, methodical, and able to build personal rapport.
New DistributionThis Time, Hunkering Down Won't Work!
Recently, I've heard many people talking about 'hunkering down'—'waiting out a few years,' 'enduring the winter,' 'holding on.' Because the economy is down and business is tough, they plan to contract and wait for better times. But I say: this time, hunkering down won't work. The outcome of hunkering down is death. 'Hunkering down' is a historical experience. Since the reform and opening up, many enterprises have survived economic downturns by hunkering down. However, there was one exception: the 1997 Asian financial crisis. In that crisis, enterprises that tried to hunker down all died; only those that were reborn survived. I had the fortune to experience that crisis, and it remains a personal historical memory.
刘春雄After Product Distribution, Learn Step by Step How to Achieve Sell-Through!
The most direct and important indicator of a distributor's performance in operating a product is the terminal sell-through after distribution. Since the terminal is the final point where consumers decide to purchase and the ultimate realization of the distributor's profit, solving the terminal sell-through problem is crucial for increasing sales, especially in the competitive baijiu industry.
New DistributionNielsen's Latest '2016 China FMCG Forecast Report' Analysis
According to Nielsen's forecast for 2016 market size and sales data, the overall FMCG market will continue its stable growth; however, with consumption upgrading and consumers' pursuit of high-end new products, sales value will grow faster than volume in many categories. Growth will be strongest in non-food categories as consumers buy more expensive, higher-quality daily necessities. For food categories, this means safer, more natural, and healthier products will further drive sales growth.
New DistributionKantar Worldpanel Interprets the Imported Food Market!
Imported food is undoubtedly a new highlight in the food industry. In second- and third-tier markets, the growth momentum of imported food is higher than in first-tier cities; among imported alcoholic beverages, more and more people are falling in love with wine; imported food also favors holiday markets, with profits accounting for as much as 40% of the annual total. What does the future hold for imported food? Big data will tell you.
赵晖Eight Reasons Why Salespeople Have No Customers
1. Having too few potential customers. Customers are the ones who place orders with salespeople; the more customers a salesperson has, the more solid the foundation of their business. Top salespeople can continuously sell products because they have a sufficient number of customers. Research shows that salespeople with poor performance have few customers because they often make one or more of the following three mistakes: (1) not knowing where to find potential customers; (2) not identifying who potential customers are; (3) being too lazy to develop potential customers.
New DistributionSales Notes: My Terminal Sales Rep Was Counter-Marketed!
Sales reps should learn to assess whether a store's business has prospects before investing resources, especially for restaurants. Many restaurants close within two months of opening, and blindly investing for metrics like distribution rate will only hurt yourself.
陈波Another Wave of Upgraded Wave Consumption Is Coming, and a Huge Market Is About to Be Born
An upgraded wave of consumption is coming, characterized by what Nongfu Spring's boss Zhong said: refuse mediocrity, refuse the nouveau riche. According to Ali Research, there are now two types of new consumer groups: one is upper-middle-class and affluent consumers, whose spending power will account for 81% of urban consumption growth in the coming years; the other is the new generation of consumers, including post-80s, post-90s, and the upcoming post-00s, who will bring 65% of overall consumption growth. According to Fosun Research: China's GDP growth in the next few years will be only 6%-7%, but the consumer market will grow by 10%-11%, and the health industry by as much as 16%-17%.
刘春雄Master the Golden Rules and Data of Terminal Display to Not Lose Sales at the 'Final Kick'!
As the 'final kick' of sales, product terminal display is a highly technical practical operation. The following key points are intended to help improve the professional level of frontline staff and store efficiency.
New DistributionUnderstanding Distributors Through the 'Six Types' of Supermarket Merchandising by Salespeople
As living standards rise and the consumer market grows rapidly, competition in the FMCG industry has become intense, and market operations have entered an era of precision. The standard for market excellence has shifted from sales volume alone to terminal performance, including distribution rate, image promotion, pricing system, and terminal display. Especially terminal display, as almost all FMCG manufacturers now recognize that supermarket and terminal store shelves are where products intimately interact with consumers, leading to a vigorous 'enclosure movement.'
刘连喜How to Leverage Company-Invested Funds to Make Outlets Both Productive and Attractive?
Marketing has three transformations: terminal media, sales communication, and PR implementation. These are the three basic principles for FMCG marketers to operate retail stores and create point-of-sale visual merchandising. With increasingly fierce market competition, achieving these requires good customer relationships and sufficient market funds, but almost all salespeople feel funds are insufficient no matter how they save. Jinmailang's chairman, Fan Xianguo, once joked: "If I give away 2 jin of beef with every pack of braised beef noodles, what do we need marketers for?" Indeed, a marketer's value lies in maximizing sales with minimal market resources. This article focuses on how to effectively use market display funds to enhance terminal visual merchandising, addressing common problems and offering solutions such as empowering frontline salespeople, motivating store owners, and third-party verification.
张宇20 Thoughts on Channels
Yunlian Channel Thoughts No. 1: Conceptual Understanding. A channel, as the name implies, is a pipeline or connection. What does it connect? One end is the manufacturer or brand owner (sometimes they are different entities, such as in OEM and ODM arrangements), and the other end is the consumer. In the connecting pipeline between these two points, there are countless stories, forms, models, and personalities, which we will gradually consider. The first issue encountered is what is being connected. Generally speaking, the entire process and all links of physical products flowing from the manufacturer to the final consumer are called channels, hence the emergence of various classifications and terms such as agents, wholesalers, secondary wholesalers, deep distribution distributors, terminal retailers, KA retailers, traditional grocery stores, special channels, closed channels, youth channels, entertainment channels, township channels, and so on, which we will analyze slowly in the future.
韩秀超Terminal Sales: It's All About Position Warfare
Terminal market, the very end of the sales channel, is where products meet consumers and where sales are clinched. With limited display space and varying display positions, terminal display resources become a battleground for competing brands. This article explores strategies for securing prime display positions, the principles of effective display, and the importance of terminal brand building.
刘连喜Eight Most Effective Terminal Distribution Methods in the Eyes of a Gold Medal Regional Manager
The fourth session of the Wine Industry 'Internet' Conference, Hunan Summit, is about to open. At this meeting, you will hear: Wang Chaocheng's first talk on wine e-commerce models; Yijiupi COO reveals the new wine industry model that achieved 1 billion in one year; and free Weijiu visit-sales management software! Time: August 22-23. Location: Jinyuan Hotel (No. 279, Section 2, intersection of Furong Middle Road and Linzi Middle Road, Changsha). Scale: about 400 people (free accommodation and meals provided). Registration: click the 'registration link'.
酒业第一新媒体Understanding Alibaba and JD.com Means Understanding the Future of Chinese Business
Regardless of your industry or profession, this is an article you must read. Understanding the duel between these two giants will help you understand the future business landscape of China. E-commerce is a major engine of China's economic growth, contributing significantly to the rapid growth of the past decade, and its momentum has already led the world. 'Internet+' has also become an important strategic plan for China. It can be said that e-commerce will be an important tool for China's future 'governance' of global trade, and China's future positioning should be as a global product distribution center. The essence of e-commerce is...
New DistributionZhu Danpeng: From Challenger to Leader, What Key Steps Did Evergrande Spring Steady on?
When Guangzhou Evergrande won the AFC Champions League in 2013, Evergrande Spring emerged overnight. Over two years, it transformed from a challenger to a leader in China's mineral water market. This article analyzes the key steps it took, including seizing market and policy advantages, innovating with 'one bottle, one code' marketing, and adjusting prices to promote healthy drinking habits.
朱丹蓬