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 76 of 96
7 Predictions for China's Dairy Industry in 2016!
In recent years, China's dairy industry has entered a period of low growth. Data from the first three quarters of 2015 show that domestic liquid milk grew by about 5%, ambient milk by only 2.7%, and imported dairy declined by over 10%; meanwhile, innovative dairy products grew significantly faster than the industry average, with ambient yogurt up 106.3%, fresh yogurt up 10.5%, and lactic acid bacteria drinks up 7.4%. These figures clearly indicate that the future development of the dairy industry will undergo major changes. Prediction 1: Fresh dairy products will continue to lead industry development. Currently...
侯军伟The Most Complete List of Domestic Cola Brands: How Many Have You Represented?
Tianfu Cola, Changning Cola, Aolin Cola, Feichang Cola, Lechen Cola, Lanjian Cola, Jiuxing Cola, Yueguan Cola, Yinlu Cola, Fenhuang Cola... The 20-year journey of domestic colas is a tragic ballad. The recent return of Chongqing Tianfu Cola to the market is encouraging. Many friends have asked if there are other domestic cola brands. According to the "2010-2015 China Beverage Industry Investment Analysis and Prospect Forecast Report" released by CIC Consulting, Coca-Cola and Pepsi hold 57.6% and 21.3% of the Chinese cola market respectively, totaling nearly 80%.
New DistributionHow to Plan Territories (Routes) for Sales Representatives?
A sales territory is a group of existing and potential customers assigned to a salesperson, sales department, distributor, or dealer for a certain period. A good sales territory consists of consumers who are able and willing to pay. Factors to consider when designing a sales territory include clear objectives, boundaries, and market potential. The process involves selecting control units, determining basic territories, and arranging visit routes.
New DistributionThe Two Hours After Work Determine the Person You Will Become
I am a maverick cat, who started working after graduation in 2008, and it has been seven years since. Seven years ago, I came across a saying: 'The two hours after work determine the person you will become.' For various reasons, I decided to give it a try. Over these seven years, I have been an employee at an international PR company during the day, and a persistent writer after work, having written four books, including 'When Your Talent Can't Yet Support Your Dream' and 'Don't Let the Future You Hate the Present You,' while also getting married and having children without missing out on anything. Although these seven years of persistence have been very hard, the rewards have been immense, and my achievements after work have even surpassed those at work, changing my life path in a certain sense.
特立独行的猫Distribution in County and Township Markets: To Distribute Goods Well, First Distribute 'Hearts'
Salespeople often encounter awkward situations during distribution: first, county and township distributors are increasingly picky, making it harder to accept new product distribution, sometimes failing entirely; second, even if products are placed on shelves out of respect for the dealer, they don't sell and gather dust. In actual market operations, such cold receptions are common. Distribution is the prerequisite for FMCG, especially new products, to enter county and township markets and successfully achieve the 'daring leap from commodity to money.' But why do these strange phenomena occur—products not being distributed, or even if distributed, not selling?
崔自三RIO Sales Slump and Rising Costs Prompt Baorun to Lower Earnings Forecast | 2016 Pre-Mixed Drink Trends
On the evening of January 11, Baorun Co., Ltd. (002568) issued a revised annual earnings forecast for 2015, expecting net profit attributable to shareholders to increase 60%-90% year-on-year, ranging from 459 million to 545 million yuan, significantly below the previous forecast of 717 million to 861 million yuan (150%-200% growth). The revision is mainly due to the pre-mixed cocktail business facing difficulties in Q4, including seasonal sales decline and increased expenses.
New DistributionUnblocking Distribution Channels Before Spring Festival to Skyrocket Terminal Sales
With one month to Spring Festival, it's the best time to push for sales. Teacher Jiang Meng shares dozens of methods to unblock channels and boost terminal sales, including emotional marketing to channel partners, optimizing distribution structures, and enhancing terminal displays.
江猛Channel Operations in Three-Character Verses
To help channel supervisors quickly get into work and make it easy to remember, Shengchu Consulting has compiled the following key points and methods for various channel operations based on years of experience. The content covers county-level supervisors, distribution channels, supermarket channels, tobacco and liquor stores, catering channels, and group buying channels, with mnemonic verses for each.
盛初团队No Customer Relationship, No Sales Volume?
Good customer relationships can create greater sales. Terminal customer relationships are more important than competing for terminals. Without good terminal customer relationships, various terminal tasks are difficult to carry out, and some terminal investments may not yield results. Good customer relationships can maximize the benefits of terminal investments and have direct promotional power. With good customer relationships, it's easier to achieve twice the results with half the effort, such as terminals being willing to recommend your products to customers.
New DistributionTop 10 Predictions for China in 2016
Don't obsess over China's GDP growth rate. The economy is vast with abundant opportunities. Here's my overview of predictions for China in 2016: The 13th Five-Year Plan will focus on growth targets, green initiatives, and productivity; job losses and stagnant wages may dampen confidence, hitting white-collar workers first; investment channels are maturing; Chinese investors and foreign fund managers will have more options, but remember the fickleness of Chinese investors; China's manufacturing is upgrading, not disappearing, with winners becoming global leaders; agricultural imports will keep rising, benefiting Australia, Russia, and the US; central power will strengthen; middle-class residents will move out of cities, not migrant workers in; box office will boom, with a domestic film surpassing $500 million domestically for the first time; globalization deepens, and the UK becomes a new favorite; finally, it's too early to say China will win the World Cup, but real money is pouring into the Chinese Super League.
New DistributionHow to Write a Qualified Work Report? (With Downloadable Template)
Many readers have asked how to write a work report. This article provides a detailed template from a well-known beverage brand's regional manager position. To download it, reply "述职报告" in the official account. It also discusses common pitfalls and offers guidance on structuring an effective report.
崔自三Display Rhymes and Display Diagrams: Clear at a Glance, Learn and Apply!
Scientific, reasonable, and aesthetically pleasing supermarket product displays attract consumers' attention, stimulate purchases, and boost sales. This article explains key display principles through practical diagrams and easy-to-remember rhymes, helping retailers improve their display strategies.
New DistributionTen Common Misconceptions in Terminal Cognition and Operations for Marketers
This article shares insights from Mr. Pan Wenfu during a WeChat group discussion in the '365 Business School'. It outlines ten common mistakes in terminal cognition and operations, including overemphasizing sales over market development, neglecting small clients, mismanaging product mix, and confusing channel terminals with marketing terminals. The article also provides a case study showing that a 1% cost reduction and 1% sales increase can boost profits by 19%.
师顺宽AC Nielsen's Authoritative Preview: 2016 FMCG Market Trends
Nielsen's latest '2016 China FMCG Forecast Report' shows that in 2016, China's fast-moving consumer goods (FMCG) market sales growth will be slightly faster than in 2015, with the trend of consumption upgrading continuing as consumers prefer high-quality products, especially those beneficial to health. Additionally, as consumers demand greater convenience, small retail stores and convenience stores will further drive FMCG sales growth. Similarly, in the skincare market, premium products such as moisturizers and sunscreens are becoming key sales drivers...
AC尼尔森13 Killer Tactics to Obliterate Low-Price Competitors!
Facing the impact of low-price products, most salespeople first feel fear and then demand policy support. Here, I share my 15 years of practical strategies, tactics, and maneuvers for hunting down low-price competitors, divided into three parts. These methods are truly 'essential for home travel and deadly for rivals,' and mastering even one can make you an industry expert, boosting performance or earning you fame.
周广军No Need to Transform, Just Grow (Luo Zhenyu's New Year's Speech, with PPT)
Welcome, friends of time. Looking at me forty years ago, not much has changed. Those who have had a rough time are called friends of time; when you haven't done something, there's a faint sadness, often at such moments. Many years ago, after a breakup, I took a cable car at Fragrant Hills. I was alone, and halfway up, a fierce wind blew. I felt my life was thrown there, and I vowed that if I got down safely, I'd be a better person, free from vulgar interests. Of course, it didn't work out; after getting down, I was the same as before. Our lives need special moments like that cable car ride after a breakup.
罗振宇365 Business School Micro-Course | Zhu Zhiming, China's No.1 Practical Wine Marketing Expert: Ten Thoughts on Confusions about Boosting Product Sales
Why is your product slow-moving, difficult to sell, or performing poorly? Why is your market not breaking through, or growing slowly after a breakthrough, or declining rapidly after a rapid breakthrough? Why do your salespeople go through the motions despite systematic systems and strict management? Join Mr. Zhu Zhiming as he shares 'Ten Thoughts: Confusions about Boosting Product Sales'.
New DistributionThe Era of Consumer Refinement Replaces Channel Refinement Has Arrived
Views like 'terminal is king' and 'channel is king' have been popular in the business world for over a decade. The author, who once advocated such ideas, now argues that channel push is giving way to consumer marketing penetration, ushering in a new era where consumer refinement replaces channel refinement.
李政权2016, How Should Beverage Companies Precisely Align with Consumer Trends?
2015 was a turbulent year, with sales declining across major companies due to factors like the internet, the rise of Generation Z, consumption upgrades, product aging, and economic downturn. This article analyzes the root causes and proposes strategies for selling products online in 2016, including selling upgrades, cost-effectiveness, identity, scarcity, niche markets, word-of-mouth, and time-saving benefits.
赵波 朱丹蓬How to Successfully Host an Order Conference at Year-End?
Order conferences are a common promotional tactic in the industry, used by manufacturers to boost sales and recruit distributors. Distributors also actively imitate this by collaborating with brand manufacturers to expand their second-tier wholesalers and retail channels. These events help quickly distribute products to sales points, occupy capital and shelf space, and create a strong market push. Distributor order conferences can be categorized by client type (distribution clients vs. sales outlets) and by venue (on-site vs. door-to-door). This article focuses on on-site order conferences, which, if poorly executed, can become mere social gatherings with low orders or poorly attended events. Success requires attention to details.
New DistributionWhy Do German Products Last "100 Years"?
Germany, once a lagging industrial empire, began industrialization late and initially copied British and French technology. After World War II, Germans painstakingly rebuilt their historic buildings, reflecting their deep respect for culture. German companies focus on quality and long-term sustainability rather than profit maximization, leading to products that last for generations.
李工真Back to Basics! Supermarket Industry Revenue and Profits Decline, Winter Continues or Winner-Takes-All Pattern Emerges
The winter continues, with supermarket industry revenue and profit declines hard to curb this year, but convenience stores have emerged as a new battleground for major brands. Thanks to mobile O2O, new e-commerce approaches have emerged. Overall, counter-cyclical M&A and resource integration are trends, and with the internet re-evaluating physical retail, a winner-takes-all pattern may emerge.
New DistributionChina's Consumer Market to Add US$2.3 Trillion in Next Five Years
On December 21, Boston Consulting Group (BCG) and AliResearch jointly released a report on China's consumer trends, projecting that the country's consumer market will add US$2.3 trillion over the next five years, with upper-middle-class and affluent consumers contributing 81% of the consumption growth. By 2020, private online shopping is expected to surge at an annual rate of 20%.
New DistributionFive Observations, Eight Questions, Four Checks, and Ten Key Elements of Sales Points: The Basics of Terminal Store Inspection!
This article outlines the fundamental skills for terminal store inspection in FMCG, including five observations (display, sales staff, promotions, products, and opportunities), eight questions (sales, products, promotions, store, consumers, barcodes, customer relations, and training), four checks (sales data, inventory, promotional materials, and sales staff reports), and ten key elements of sales points (product, price, location, POP, key tools, main push, inventory, store staff, periodic promotions, and competitor information).
New Distribution