Restaurants are a high margin distribution channel for beverage brands in China, but it’s also a channel that’s dominated by carbonated drinks like Coke and Pepsi.
KangShiFu Juice products usually rely heavily on retail channels, but due to diminishing profit margins in this channel, KangShiFu needed to find a way to break into the lucrative restaurant channel.
But how could KangShiFu convince restaurants, whom they have a very weak or no relationship with, to start carrying more KangShiFu juice products instead of just the usual carbonated drinks?
