NEW DISTRIBUTION RESEARCH TOPIC
How can supply chains and digital systems improve real operations?
Research on B2B, supply-chain efficiency, operating data, and digital transformation across China’s FMCG market.
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713 articles · Page 2 of 30
These 8 Men Changed the Course of China's Physical Retail
The century-long evolution of China's retail industry is an epic from street peddling to digital transformation. Over the past decades, from the planned economy's supply and marketing cooperatives to the new era of online-offline integration, many outstanding entrepreneurs have emerged. This article profiles eight of them, detailing their entrepreneurial journeys, business philosophies, and contributions to China's retail sector, showing how they drove industry progress on different tracks.
零售荆言Replicable and Sustainable: Ten Iron Rules for Regional B2B Scale-Up
Amidst the upheaval in the FMCG distribution sector, traditional distributors often feel overwhelmed by a lack of systems, data, brand bargaining power, and organizational scaling methods, as new channel models erode their hard-earned markets. However, we believe regional giants are not incapable but lack the tools to win the next round of business. To this end, the Xiaoxiang Feichi team, based on extensive frontline experience, has distilled the 'Yunchuan Ten Operational Principles' and operationalized them into the 'Xiaoxiang掌柜' city partner model. These principles, regarded as operational iron laws, cover product strategy, ordering logic, merchant recruitment, operational systems, five-force synergy, launch strategy, brand collaboration, cost sharing, sales structure, and organizational replication, systematically building a professional and replicable strategic playbook.
云川The Counter-encirclement Battle of Traditional Retail: Expanding the Traffic Pool and Deepening the Supply Chain
Recent market research reveals structural changes in the retail industry: high-tier cities like provincial capitals and municipalities are the main battlegrounds for internet giants' instant retail war, while lower-tier markets are seeing a traditional retail counterattack, often with large stores. Brands like Mingming Henmang, Haoxianglai, and Lingship Youming are expanding hard discount supermarket formats, and livestreaming and private domain operations are becoming standard for physical stores.
陈海超、黄腾飞Supply Chain 'Turmoil' for Foreign Retailers
The butterfly effect of tariffs is causing supply chain turmoil for foreign retailers. Costco is pressuring Chinese suppliers to lower prices, following Walmart's demand for a 10% price cut, both triggered by new U.S. tariff policies. This quiet game is reshaping the relationship between retailers and suppliers, revealing deep challenges and potential transformations.
十里Channel Evolution: 1919's Exploration of Instant Retail and Scenario Innovation in the Alcohol Industry
At the 10th China FMCG Innovation Conference held in Chengdu from March 17-19, Chen Cheng, General Manager of 1919's Data Marketing Division and also in charge of its Instant Retail and Traditional E-commerce divisions, delivered a keynote speech on channel evolution, instant retail, and scenario innovation. He shared insights from 1919's journey, including the development of its '1919 Quick Drink' cloud chain brand, the shift from traffic to customer retention, and strategies for digital transformation and operational refinement.
陈承Supply-Chain Innovation for Growth in a Mature FMCG Market
Integrated fulfillment, channel matching, and digital supply-chain platforms can help brands and distributors reduce cost, deepen coverage, and find growth when market demand no longer expands easily.
New DistributionSeats Running Out! 11 Days Left! Grab Your Discounted Ticket Now!
This is a grand event heralding the strongest trends in the FMCG industry, a final opportunity to compete at the industry's peak, and a prime chance to unlock the latest trends. With 80+ authoritative keynote speeches, 100+ innovative case studies, and 500+ brands participating, it offers insights into future trends, market opportunities, and solutions to operational challenges. Secure your ticket now to bridge the gap to business growth.
New DistributionA Comprehensive War Based on Supply Chain Innovation Is Underway
We have officially entered the era of stock competition, where market competition is no longer a single-dimensional battle of brand, product, or channel, but a comprehensive competition based on supply chain innovation. Supply chain innovation and optimization have become the core key to the survival and sustained growth of FMCG manufacturers in this era.
文石Last 5 Hours! Seats Running Out...
This is a grand event heralding the strongest trends in the FMCG industry, a final opportunity to compete at the industry's peak, and a prime chance to unlock the latest trends. With 80+ authoritative keynote speeches, 100+ innovative case studies, and 500+ brands participating, it offers insights into future trends, market opportunities, and solutions to operational challenges. Get your ticket now to secure your industry future.
New Distribution「B2b Platform-based Distributor Deep Inspection Training Class」 Fourth Stop: Shanghai · Kuaile Zhanggui, Complete Success!
On February 15-16, the fourth stop of the「B2b Platform-based Distributor Deep Inspection Training Class」was successfully held in Shanghai at Kuaile Zhanggui, marking the perfect conclusion of the first study tour of the year. The tour focused on topics such as distributor strategies amid retail transformations like supermarket adjustments and discount stores, building a profitable local B2b platform, and digital transformation methodologies for distributors. Over 120 distributor owners from across the country gathered to discuss these issues with industry experts.
New DistributionJD.com Takes a New Route to Lower-Tier Markets, Aiming to Win Over Another Billion Consumers
By integrating white-label supply chains, adopting a quasi-self-operated model, and offering numerous low-priced items with psychological pricing, JD.com is once again attempting to penetrate lower-tier markets. The company's user base is predominantly from first- and second-tier cities, making lower-tier markets a weak point. Since 2020, going down-market has been JD.com's most critical "must-win battle." As more players deploy industrial belts and leverage white-label products to capture these markets, speed remains the key factor in this competition.
高越How Should Distributor Bosses Respond During the Stagflation Period of the FMCG Category?
According to Nielsen data, from January to August 2024, the overall FMCG all-channel growth rate was 2.6% year-on-year, a relatively slow growth rate. Except for water, beverages, and alcohol, other categories showed negative growth in offline channels. The chart below shows the operating data of 302 medium and large distributors nationwide in the first half of 2024. (This data is a small sample and is for reference only.) Combined with the overall FMCG growth rate and distributor operations, almost all FMCG categories are declining, indicating a stagflation period. This inevitably makes distributor bosses question whether this business can continue, whether to switch to other industries, whether to continue representing first-tier brands with thin profits, and whether good service to downstream customers can help grow the business.
CiciIn the Era of Stock, FMCG Manufacturers Are Reconstructing Growth Models with Supply Chain Innovation
At the 21st China Marketing Ceremony and the 2nd China Consumer Goods New Supply Chain New Growth Conference, held in Foshan, Guangdong on December 6-7, 2024, Liang Pengfei, President of Midea's Ande Zhilian, delivered a keynote speech on how supply chain innovation can reconstruct business growth models, providing new directions for FMCG manufacturers to break through involution and return to growth.
新经销、安得智联Experience in Traditional Trade Is Completely Useless for B2B Supply Chains!
This year, New Distribution conducted a small-scale sample survey showing that distributors' snack food business in supermarkets has declined by 10%-20% year-on-year for standard packaged goods and about 30% for bulk items, due to the impact of snack food stores. Facing these challenges, many distributors are transitioning to B2B, but as the case of Hu Xiaosheng, founder of Wuhan's 'Guoran Shifen' platform, illustrates, traditional trade experience may not be directly applicable and can even lead to pitfalls. After a period of confusion, the platform now covers 6,600 small and medium stores, offers over 5,400 SKUs, and achieves annual revenue of 180 million yuan.
赵胜男Why Supply-Chain Companies Are Entering the Spotlight
As media, channels, and consumer demand fragment, technically capable supply-chain companies are moving from invisible cost centers to strategic partners that shape products, distribution, and profitable growth.
New DistributionConnecting Industry, Facilitating Distribution: JD Supply Chain Finance Technology Supports Strong Growth of Consumer Enterprises
Most FMCG manufacturers find it extremely difficult to achieve growth this year, a harsh and concrete reality. Amid a complex and volatile economic environment, weak consumer confidence, sluggish demand, and intense competition pose unprecedented challenges. In response, the state has rolled out a series of policies to expand domestic demand and boost consumption. However, in an era of stock, how can industry partners seize these opportunities? Improving efficiency and reducing costs from the supply chain, and channeling financial liquidity, is a very good path. On November 21, the '2024 JD Supply Chain Finance Technology Consumer Industry Conference' was held in Guangzhou, where many consumer industry clients benefiting from supply chain finance shared their successful practices.
文石Dingdong Maicai Turns Profitable, Giants Double Down: The Pre-Warehouse Battle Restarts
After years of losses, fresh food e-commerce companies are turning profitable, and the pre-warehouse model they pioneered is making a comeback, sparking a new round of instant retail competition. Dingdong Maicai has achieved eight consecutive profitable quarters by optimizing its regional focus, cutting costs, and developing private labels, while players like JD, Hema, and Miniso are re-entering the fray.
定焦One团队Why Lay's Is the Sales Powerhouse in Store Snacks?
In the past two years, I have conducted numerous visits and exchanges with distributors in the frontline market. Gradually, I discovered that many leading local snack distributors have chosen to represent Lay's, and they consistently speak highly of it. There are almost no common complaints such as 'pressure to meet targets, fee deductions, unreconciled accounts, or no growth.' Especially in the B2B supply chain platform model that has gained attention in recent years, Lay's has always been at the forefront, actively empowering distributors and assisting their digital transformation. Why are distributors willing to choose Lay's? I think it's not just because of the business model that empowers distributors; the core reason is that Lay's has high turnover, strong selling power, and sells well, making it the main driver of terminal snack sales.
秦淮Co-building 'One Inventory for FMCG'! Anneng Smart Logistics and Genki Forest Launch Henan Joint Distribution Center
In September 2024, the 'Anneng Smart Logistics Henan Joint Distribution Center Opening Ceremony' was held at Anneng Smart Logistics Henan Mei'an Logistics Park, and the 'Henan DC Warehouse and Distribution Logistics Center' jointly operated by Genki Forest and Anneng Smart Logistics was officially launched. The event focused on 'One Inventory for FMCG and Brand Channel Digitalization', exploring practices to enhance freshness across all channels and support new growth through supply chain innovation.
安得智联Front Warehouse Model Gains Traction Again
After abandoning the model four years ago, Hema Fresh's relaunch of front warehouses in Shanghai has reignited market interest. The move aims to address areas not covered by its stores in dense cities, improving user experience. Beyond Hema, more retailers are adopting the model, with Miniso launching its '24-hour super store' format this year, and Sam's Club's success in this area serving as a key inspiration.
楚勿留香Can Hard-Discount Supply Chains Bypass Distributors?
Direct factory purchasing grows as discount chains scale, but most retailers still need distributors for category expertise, assortment building, flexible supply, returns, and local service. The distributor's role changes from product middleman to supply-chain service provider.
New DistributionPioneer of Affordable NFC Orange Juice: GanNing Brand Rises Rapidly with Dual Drive of Supply Chain and Market
In recent years, due to the downward economic cycle, consumers have increasingly valued the 'quality-price ratio' of products, posing sales challenges for high-end market categories with high production costs. In this context, quality factories capable of cost control and efficiency improvement will encounter new market opportunities. The case introduced in this article—GanNing brand—started with fresh orange business. In 2022, based on insights into consumption trends, it ventured into NFC orange juice, offering products of uncompromised quality at half the industry price, striving to break the boundaries of the high-end market.
赵胜男Digital Intelligence Empowers 'Heartbeat, Instant Gratification' New Retail
At the 2024 6th China FMCG Conference's 'Digital Operations Practice' forum, Zhang Huan, CEO of Shanghai Yishupan Intelligent Technology Co., Ltd. and CTO of Heyin Network, delivered a keynote speech on how digital intelligence empowers new retail. He discussed the evolution of instant retail, the concept of digital intelligence, and introduced Yishu Intelligent's RTM 2.0 concept and product matrix to enhance distribution, marketing, and sales.
张欢Uniting Supply Chain Strength to Seize the Cake
In an era of shrinking volumes, Zhenshimei Supply Chain Management Company builds a large distributor model to provide better services for supermarkets and higher growth for brands. At the 6th China FMCG Conference, General Manager Zhou Xu shared insights on how to seize growth by restructuring supply chains.
周旭