NEW DISTRIBUTION RESEARCH TOPIC
How is instant retail changing stores, platforms, and supply chains?
Coverage of flash warehouses, front warehouses, discount stores, supermarket transformation, and local commerce platforms in China.
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2996 articles · Page 81 of 125
Distributors' Second Venture into Community Group Buying: Whose Business Are They Really Taking?
Community group buying has become a familiar term to many distributors after the COVID-19 pandemic. While the trend might have fizzled out by 2019 without the pandemic, it was reignited in February 2020 due to the outbreak. This article, from a distributor's perspective, explores the differences between traditional distribution and community group buying, the platform business model, and clarifies that community group buying actually competes with hypermarkets and wholesale markets, not with fellow distributors or community stores.
袁来Product Sales = Customer Acquisition Volume × Average Order Value; Without Growth in Customer Acquisition, Sales Cannot Grow!
From the consumer perspective, brand sales growth depends on only two dimensions: more consumers buying the product (increasing customer acquisition volume) and consumers buying more per transaction (increasing average order value). For distributors, sales targets keep rising while sales budgets shrink, making traditional promotional and price-war tactics ineffective. If the target consumer base doesn't grow, sales cannot sustain quality growth. This article explores how brands and distributors can break traditional thinking and use cross-industry alliances to boost customer acquisition.
海游Essential for City Managers | A Battle Map for Omnichannel Distribution Strategy in Frontline Markets
A city manager, exhausted from late nights, reflects on the changing market landscape with more fragmented channels. He proposes a 'omnichannel growth, sell-through first' strategy, emphasizing precise distribution, price chain management, product differentiation, ROI-focused promotions, and localized brand building, along with organizational upgrades in details, resources, co-creation, and talent.
许翔 Ryan XuWhy Don't Supermarket Giants Make Better Use of Their Own Traffic?
During the pandemic, physical retailers saw a surge in online sales, prompting many to invest in their own digital channels. This article explores how companies like Better Life and Carrefour leveraged their private traffic, the challenges of transitioning from third-party platforms, and the strategic importance of building a sustainable online presence.
AI财经社作者Gaoxin Retail 'Marking Time': Hypermarket Merchandise Sales Negative Growth, Fresh Food Business First to Profit
Hypermarket performance continues to decline, while fresh food online accelerates. On March 17, Gaoxin Retail (06808.HK) released its 2019 annual report. During the reporting period, Gaoxin Retail's total sales revenue was 101.868 billion yuan, a year-on-year increase of 0.5%; operating profit was 4.890 billion yuan, up 4.1% year-on-year; profit attributable to shareholders was 2.834 billion yuan, up 14.4% year-on-year. Although total revenue and net profit increased, and the fresh food e-commerce business achieved profitability, revenue from sales of goods in Gaoxin Retail's total revenue was 91.279 billion yuan, a year-on-year decrease of 4.5%, marking the second consecutive year of negative growth in this main revenue source.
郑婷婷 黄兴利Why Do Trading Companies Exist and Where Are They Headed?
This New Year has brought many challenges: the outbreak of the epidemic, mass quarantine, store closures, the surge of home delivery and group buying, some categories experiencing stockouts, and others oversupply. Amidst these pressures, sensational claims like 'New retail is here, the value of distributors has disappeared' have emerged. Distributors are left wondering why they still exist and where they are headed. There are many perspectives to answer these questions, but flashy new terms only cause anxiety. Sometimes, thinking through fundamental logic simplifies things. Below, we share a more basic line of reasoning.
刘华明In the Era of Omnichannel Distribution, Will Traditional Business Managers Be Eliminated?
As a veteran city manager, Lao Wang, who has long been relied upon by his company, is feeling frustrated and depressed after missing performance bonuses for three consecutive months. With the rise of new retail and digital channels, he wonders if he is being left behind. The article argues that while the FMCG landscape is fragmenting, traditional channels still account for 80% of sales, and business managers should expand their comfort zones by learning new skills rather than abandoning old ones.
许翔Changes During the Pandemic: What New Opportunities Will They Bring to the Food Industry?
The COVID-19 pandemic has dramatically changed consumer lives, with many trying and getting used to online grocery shopping and paying more attention to food safety and quality. These changes are likely to influence consumer choices and create new opportunities for the food and e-commerce sectors.
中粮我买网Why Are Chain and Brand Development the Ultimate Destination for Retail Small Stores?
1. What capability blind spots do traditional retail small stores have? 2. What problems did the COVID-19 'black swan' expose in traditional supply chains? 3. Why is chain and brand development the inevitable path for retail small stores? Recently, New Distribution officially released the '2019-2020 FMCG Retail Small Store B2B Competitiveness Report' (hereinafter referred to as the 'Report'), which, through a sample survey of 6,030 stores in 112 cities nationwide, provides a clearer and more comprehensive understanding of the survival status and procurement channel structure of China's 5.8 million small stores, and more importantly, enables us to judge and predict the development trends of millions of retail small stores and future channel changes in China based on the data changes.
刘少德Where Is Revenge Spending? Only Revenge Saving!
The article argues that the COVID-19 pandemic is accelerating economic hardship, leading to price increases and a decline in consumption, contrary to expectations of a post-pandemic spending spree. It highlights that consumers are more likely to save than spend, as many face salary cuts or job losses.
十里New Retail, Community Group Buying, Livestream Selling... Channels FMCG Companies Must Watch in 2020!
As consumption evolves, the way consumers obtain products has shifted from 'people move, goods don't' to 'people don't move, goods move.' With the development of the internet, consumer spending has transformed from centralized visits to physical supermarkets, community convenience stores, and top e-commerce platforms into diverse, decentralized forms, with new channels emerging constantly. Brand owners can no longer rely solely on traditional channels; they must seek out where consumers are, because wherever there are consumers, there is consumption. 1. Livestream selling becomes normalized...
长袖Unmanned Retail: 'Unmanned' Revived
After more than two months of epidemic control, 'contactless' has become a high-frequency term, signaling a shift in consumer behavior. This has revived interest in unmanned retail, which had failed in its first wave. The article examines whether this 'premature baby' has now grown up, focusing on how the pandemic has created real demand for contactless shopping and how the industry has evolved from a tech-driven concept to a practical retail upgrade.
刘然Report | 2019-2020 FMCG Retail Store B2B Competitiveness Report (Download Included)
With the rapid development and penetration of digital tools, e-commerce has become an indispensable part of people's lives. As a new procurement method for traditional retail stores, B2B platform ordering is increasingly accepted by small store owners. Especially after the entry of Alibaba's Retail Link and JD's New Path, the FMCG B2B industry has gained unprecedented attention from brand owners. To help FMCG professionals better understand the current development of the B2B industry, the procurement proportions of traditional retail stores across different channels, and the comprehensive competitiveness of platforms in various regions, the New Distribution research and consulting team has compiled this report.
新经销咨询团队With $60 Billion in Annual Sales, Why Is Japan the World's Leading Vending Machine Market?
Japan, a country prone to natural disasters, has developed a vast vending machine market, with about one machine for every 43 people and annual sales exceeding $60 billion. This article explores the variety of products sold, the business strategies behind their success, and lessons for other markets.
FBIFThe Essence of Brand Owners Doing Private Domain Traffic Is Managing KOLs!
The article discusses how brands like 自嗨锅, 王饱饱, and AKOKO have risen rapidly due to changes in media, channels, and consumer behavior, shifting from traditional retail logic to attention-based marketing. It argues that private domain traffic is not just about accumulating followers but about building trust and relationships through KOLs and community, ultimately enabling effective recommendations.
赵波JD.com, Hema, Yonghui... Giants Double Down, Community Group Buying Sees Surge in New Entrants
As epidemic prevention enters a critical phase, community group buying has become a key channel for consumers to buy groceries and is seen as one of the most promising trends of 2020, attracting a wave of entrants. In the past month, e-commerce giants like Hema, JD.com, and Suning, as well as traditional supermarkets such as Yonghui, Better Life, and Walmart, have all ramped up their community group buying efforts. With giants increasing their stakes and capital competing, how far can this revitalized model go?
江乔Home Delivery E-commerce is a Good Medicine, But It Can't Save Most FMCG Companies!
1. What are the categories of home delivery e-commerce? 2. What are the differences between different types of home delivery platforms? 3. How to choose the right home delivery platform for cooperation? Affected by the epidemic, many traditional retail and catering stores have closed, and goods cannot be delivered to terminals due to traffic issues, causing the Spring Festival sales season to suffer a setback. Many FMCG companies have launched self-rescue measures, such as Yili...
新经销刘少德Under the Epidemic, Why Did Their Sales Increase Instead of Decrease?
The epidemic caught many trading companies off guard, but some distributors saw sales rise by leveraging online ordering, channel diversification, and prior digital transformation. This article summarizes the experiences of several partners during the crisis to offer practical insights.
尚普贺Community Commercialization: From Private Domain Traffic to Public Domain Traffic
Previously, any business system related to communities was called private domain traffic. However, during this year's epidemic, when communities were closed and e-commerce had no logistics, it was the 'community groups' of traditional stores that became the main channel connecting residents. Traditional channels have always been regarded as public domain traffic. This is a major step for communities moving from the commercial fringe to the mainstream, from private domain traffic to public domain traffic. In December 2019, I predicted this direction in my article 'The Disappearance of Community Dividends, the Real Beginning of Community Commercialization'. The COVID-19 pandemic only accelerated the pace of communities entering public domain traffic.
刘春雄Alibaba, Tencent, JD.com, Meituan and Other Giants Battle, New Retail Sparks Mid-Game Campaign
As Alibaba, Tencent, JD.com, Meituan and other giants enter the fray, new retail has moved into the mid-game after a period of cost-no-object exploration, with the core of competition becoming who can truly achieve profitability. At this point, a 'mid-game review' is needed: what detours were taken in the past, and where is the future direction? 2020 may become a major node in the transformation of China's retail industry. Since Jack Ma introduced the concept of 'new retail' at the 2016 Yunqi Conference, Tencent, JD.com, Meituan and other giants have followed suit. With capital backing, the traditionally 'hard and low-margin' traditional retail industry...
谢芸子Can Unmanned Retail Seize the Opportunity to 'Turn the Tables' After the Pandemic?
Unmanned retail faces challenges in finding suitable locations and meeting appropriate scenarios. Since the outbreak of the pandemic, besides mainstream channels like offline supermarkets and fresh food e-commerce, unmanned retail has become one of the purchasing channels for daily necessities. Recently, after the completion of Huoshenshan Hospital, an unmanned supermarket in the epidemic area was launched, built by Alibaba's Taoxianda and Hubei chain supermarket Zhongbai Warehouse, operating 24 hours a day and serving over 200 customers on its first day. Luckin's unmanned coffee machine 'Ruijigou' has also entered multiple hospitals in Wuhan. During the fight against the epidemic, unmanned supermarkets, unmanned delivery, and unmanned cabinets have become particularly important.
操秀英Community Marketing: Dual-Line Deep Distribution Online and Offline!
Community marketing is defined as exploring consumer characteristics and channel features in residential, work, and entertainment scenarios based on geographic location, against the backdrop of urbanization. With 1.4 billion people and over 400,000 communities expected by 2020, community marketing is seen as a system covering the majority of consumers, with two centers: to-store and to-home, and four keywords: deep differentiation, e-commerce, community, and delivery. The key concept is dual-line deep distribution, where offline and online channels are integrated for comprehensive coverage.
方刚The Logic of Selling Goods in 2020: From Product Output to Planning Output
In 2020, what is the trend of change in retail channels? I want to summarize it in five words: 'channel nanoization.' 'Channel nanoization' is a metaphor, conveying that the channels for selling goods are shifting from shopping platforms like Yonghui and Tmall to smaller and more diverse channels. Simply put, channels are becoming smaller and more numerous.
梁将军Overnight, Community Group Leaders Were All Snapped Up!
If there was one of the hottest keywords in 2020, it was community group leaders. Major FMCG brands from beer to beverages to food to condiments to daily chemicals suddenly made the position of community group leader the top searched job in the FMCG industry, becoming the apple of every FMCG company's eye. Overnight, community group leaders were all snapped up! The community group buying channel was enthusiastically embraced by manufacturers, who placed their hopes on it as a lifeline during the pandemic. My article 'Ten Questions: The Marketing Model of Recruiting Community Group Leaders in FMCG' also sparked heated discussion among FMCG practitioners and marketing gurus.
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