杜康的中秋“定心会”：把战略收回到最熟悉的地方

存量博弈时代，谁能牢牢攥紧有限的渠道资源、稳固本土基本盘，谁就能在行业调整期站稳主动、穿越周期。

9月17日，杜康于洛阳举办2026中秋客户战略沟通会。地方政府领导、企业高管团队，以及洛阳、郑州核心经销商、终端客户代表共计五百余人齐聚现场，共话市场、共定来年发展路径。

酒业时报注意到，这场行业调整期的关键会议，摒弃了行业常见的规模扩张叙事，核心底色是“谋实求真、以稳促进”。在全行业从激进进攻转向聚焦防守的当下，杜康选择深耕本土、夯实根据地，从自己最熟悉的核心市场挖掘确定性增长。

一场“稳”字当头的战略定调，锚定本土深耕主线

会上，杜康控股总经理柳向阳发表主题演讲，以“顺势”“变革”“聚焦”“成事”四大关键词，系统解读品牌新阶段发展战略。

他表示，行业深度调整周期中，务实深耕、稳中求进是发展核心，企业将坚守务实为本的发展原则，落地市场、产品、资源、动作四大聚焦策略，以做大洛阳大本营、做强郑州核心市场、全域扎根河南为核心路径，稳步实现本土市场规模进阶与质量升级。

这套稳中求进的发展战略，是杜康基于行业周期的理性布局，并非短期战术调整。

2025年行业整体承压、市场竞争白热化的背景下，杜康通过扩充组织团队、优化全省市场布局、前置渠道扶持资源等一系列务实举措，完善省内市场布局、稳固核心基本盘，实现了企业营收的逆势增长，为品牌持续深耕本土、稳健发展筑牢底气。

深耕河南，是杜康不可复制的核心竞争壁垒。

作为全国白酒核心消费大省，河南白酒市场规模超600亿元，人口基数庞大、消费场景丰富、市场底盘扎实。而杜康作为植根中原的千年白酒品牌，深耕本土市场多年，与区域消费者形成了深厚的情感羁绊与品牌认知。

在酒业时报看来，这份独有的地缘情怀与本土品牌积淀，是外来全国名酒难以快速复刻的市场护城河，也是杜康坚持“谋实深耕”战略的底层逻辑。

郑洛专销新品：精准补位，而非盲目产品扩张

本次战略沟通会的核心产品动作，是杜康重磅发布酒祖杜康窖藏郑洛专属战略新品，核心目标为补强郑州、洛阳两大核心根据地市场主力价位段产品竞争力，补齐核心市场产品短板。

酒业时报结合杜康现有产品矩阵分析发现，此次新品并非简单的产品线扩容。目前杜康已搭建起超高端、高端、次高端、中端全覆盖的完善产品体系，能够全方位适配不同层级消费需求。而全新的酒祖杜康窖藏主打郑洛区域专销模式，不参与全国流通，仅定向投放洛阳、郑州两大核心市场，是品牌聚焦核心阵地的精准布局。

这一产品策略的核心逻辑，并非依靠新品拉动短期销量，而是补齐核心市场价格带缝隙、完善区域产品布局。区域白酒市场的核心竞争压力，更多来源于同价位本土竞品的贴身角逐，而非全国高端名酒的降维冲击。

郑洛专属新品的落地，既能规避与全国性大单品的价格冲突，又能精准适配本地宴席、商务团购、亲友团聚等核心消费场景，针对性强化核心市场竞争力。酒业时报认为，这是典型的精准市场补位，而非粗放式产品扩张。

签约+双向表彰，筑牢厂商长线命运共同体

渠道是区域酒企的核心命脉，稳定的厂商关系是穿越行业周期的关键。

本次大会现场，在五百余名合作伙伴的共同见证下，多位核心经销商代表与杜康完成新一轮战略合作签约，深化厂商协同、资源共享的合作模式。同时，大会设立终端销售菁英奖、风雨同舟奖、经销商杰出贡献奖等多重荣誉，集中表彰长期深耕区域市场、紧跟品牌战略、业绩突出的优质合作伙伴。

一系列重磅环节的落地，极具行业参考意义。当前白酒行业持续调整，经销商普遍面临库存承压、利润收窄、经营信心不足的难题，行业传统厂商合作信任体系持续弱化。

面对渠道端的普遍困境，杜康始终坚守“真干、真支持、真兑现”的合作准则，将经销商、终端商户视为休戚与共的命运共同体。

在酒业时报看来，这种长线绑定、双向赋能的合作模式，是行业信任稀释期的破局关键。相较于短期出货量、阶段性业绩增速，稳固忠诚的渠道网络，才是区域酒企最核心的无形资产。杜康在中秋旺季前夕集中签约、重磅表彰合作伙伴，本质是用品牌的确定性扶持，对冲行业市场的不确定性，与合作伙伴共担风险、共享红利。

抢抓旺季窗口，彰显务实深耕战略定力

中秋、国庆双节旺季，历来是白酒年度消费的核心节点，也是验证2026年行业复苏节奏、品牌动销能力的关键窗口期。

根据国金证券行业研报分析，临近传统消费旺季，政商务礼赠、家庭团聚、宴席宴请等多元用酒需求持续释放，高端白酒价格走势平稳，大众白酒消费需求将在旺季集中释放，行业整体呈现底部企稳、稳步修复的态势。

立足这一行业背景，杜康选择在中秋前夕召开全员客户战略会，既是抢抓旺季动销、提前布局终端市场的务实举措，也是对全年发展战略的中期校准与统一赋能。

整场会议摒弃了激进扩张、盲目拓量的浮躁叙事，全程围绕稳市场、稳渠道、稳增长、重务实、强聚焦展开，立足自身优势深耕本土，拒绝粗放式规模化扩张。

行业深度洗牌阶段，克制扩张、深耕核心，远比盲目做大更具战略价值。杜康主动收缩战线、聚焦郑洛核心根据地，将资源集中投放于本土优势市场，是区域酒企适配存量时代的最优解。

未来，杜康根据地战略的落地成效，将核心依托两大支撑：一是专属新品酒祖杜康窖藏持续击穿郑洛主力价位段、夯实产品竞争力；二是依托实打实的渠道赋能与政策兑现，持续修复、提振经销商与终端信心。

行业深耕从来不是一蹴而就的短期动作，而是长期坚守的结果，杜康的本土突围之路，正在稳步成型。

In the era of stock-market competition, whoever can firmly grasp limited channel resources and solidify their local home base will be able to stand firm and transcend cycles during industry adjustments.

On September 17, Dukang held its 2026 Mid-Autumn Client Strategy Communication Meeting in Luoyang. Local government leaders, senior corporate executives, and core distributors and terminal client representatives from Luoyang and Zhengzhou — totalling over 500 attendees — gathered to discuss the market and jointly chart the development path for the coming year.

JiuYe Times noted that this key meeting during the industry adjustment period abandoned the industry’s common narrative of scale expansion, with its core foundation being “seeking truth through practicality and promoting progress through stability.” At a time when the entire industry is shifting from aggressive offence to focused defence, Dukang has chosen to deeply cultivate its home base and consolidate its stronghold, mining deterministic growth from the core market it knows best.

A Strategic Tone Set by “Stability,” Anchoring the Mainline of Local Deep Cultivation

At the meeting, Liu Xiangyang, General Manager of Dukang Holdings, delivered a keynote speech, systematically interpreting the brand’s new-stage development strategy through four key words: “adapt to trends,” “transform,” “focus,” and “achieve results.”

He stated that during the industry’s deep adjustment cycle, pragmatic deep cultivation and seeking progress through stability are the core of development. The company will adhere to the development principle of being pragmatic, implementing four focus strategies covering market, product, resources, and actions. With the core path of expanding the Luoyang home base, strengthening the Zhengzhou core market, and rooting throughout Henan, the company will steadily achieve market scale advancement and quality upgrading in its home region.

This development strategy of seeking progress through stability is Dukang’s rational positioning based on the industry cycle — not a short-term tactical adjustment.

In 2025, against the backdrop of overall industry pressure and intensifying market competition, Dukang achieved counter-trend revenue growth through a series of pragmatic measures including expanding its organisational team, optimising its provincial market layout, and front-loading channel support resources — improving its intra-provincial market presence and solidifying its core foundation, laying a solid foundation for the brand’s continued local deep cultivation and steady development.

Deep cultivation in Henan is Dukang’s irreplaceable core competitive barrier.

As a major national baijiu consumption province, Henan’s baijiu market exceeds RMB 60 billion in scale, with a massive population base, rich consumption scenarios, and a solid market foundation. Dukang, as a thousand-year-old baijiu brand rooted in the Central Plains, has deeply cultivated its home market for many years, forming deep emotional bonds and brand recognition with regional consumers.

In the view of JiuYe Times, this unique geographical sentiment and local brand heritage is a market moat that outside national famous liquors cannot quickly replicate — and it is the underlying logic behind Dukang’s insistence on its “pragmatic deep cultivation” strategy.

Zhengzhou-Luoyang Exclusive New Products: Precise Gap-Filling, Not Blind Product Expansion

The core product action of this strategic communication meeting was Dukang’s major release of the Jiuzu Dukang Cellar Reserve Zhengzhou-Luoyang exclusive strategic new product. The core objective is to strengthen the competitiveness of products in the main price bands of the two core stronghold markets of Zhengzhou and Luoyang, and to fill product gaps in core markets.

Analysing Dukang’s existing product matrix, JiuYe Times found that this new product is not a simple product line expansion. Dukang has already built a comprehensive product system covering ultra-premium, premium, sub-premium, and mid-range segments, capable of fully adapting to consumption needs at different levels. The new Jiuzu Dukang Cellar Reserve features a Zhengzhou-Luoyang regional exclusive sales model, not participating in national circulation and only targeted at the two core markets of Luoyang and Zhengzhou — a precise deployment by the brand focusing on its core strongholds.

The core logic of this product strategy is not to rely on new products to drive short-term sales, but to fill price band gaps in core markets and improve regional product layout. The core competitive pressure in regional baijiu markets comes more from close-quarters competition with local competitors at the same price point than from the dimensional strike of national premium brands.

The launch of the Zhengzhou-Luoyang exclusive new product can avoid price conflicts with national flagship products while precisely adapting to core consumption scenarios such as local banquets, business group purchases, and family gatherings — specifically strengthening competitiveness in core markets. In the view of JiuYe Times, this is a typical precise market gap-filling move, not extensive product expansion.

Signing Ceremonies + Two-Way Recognition: Building a Long-Term Community of Shared Destiny Between Manufacturers and Distributors

Channels are the core lifeline of regional liquor enterprises, and stable manufacturer-distributor relationships are key to transcending industry cycles.

At the conference, witnessed by over 500 partners, multiple core distributor representatives completed a new round of strategic cooperation signings with Dukang, deepening the collaborative model of manufacturer-distributor synergy and resource sharing. At the same time, the conference established multiple honours including the Terminal Sales Elite Award, the Through Storms and Hardships Together Award, and the Distributor Outstanding Contribution Award, collectively recognising quality partners who have long cultivated regional markets, closely followed brand strategies, and achieved outstanding results.

The implementation of this series of heavyweight segments carries significant industry reference value. As the baijiu industry continues its adjustment, distributors generally face inventory pressure, narrowing profits, and insufficient business confidence, and the traditional trust system of manufacturer-distributor cooperation in the industry continues to weaken.

Facing the widespread difficulties on the channel side, Dukang consistently upholds its cooperation principle of “real action, real support, real delivery,” treating distributors and terminal merchants as a community of shared destiny.

In the view of JiuYe Times, this long-term binding and two-way empowerment cooperation model is the key to breaking through during a period of diluted industry trust. Compared with short-term shipment volumes and phased performance growth rates, a stable and loyal channel network is the most core intangible asset for regional liquor enterprises. Dukang’s concentrated signing ceremonies and heavyweight recognition of partners ahead of the Mid-Autumn peak season essentially uses the certainty of brand support to hedge against market uncertainty, sharing risks and dividends with partners.

Seizing the Peak Season Window, Demonstrating Pragmatic Deep Cultivation Strategic Resolve

The Mid-Autumn and National Day double-festival peak season has always been a core node for annual baijiu consumption and a key window period for verifying the pace of industry recovery in 2026 and brands’ sell-through capabilities.

According to a Guojin Securities industry research report, approaching the traditional consumption peak season, diverse liquor demand from government and business gifting, family reunions, and banquets continues to be released. Premium baijiu prices are trending steadily, mass-market baijiu consumption demand will be concentratedly released during the peak season, and the industry as a whole is showing a trend of bottoming out and steady recovery.

Against this industry backdrop, Dukang’s choice to hold an all-client strategy meeting ahead of Mid-Autumn is both a pragmatic move to seize peak-season sell-through and pre-position terminal markets in advance, and a mid-term calibration and unified empowerment of its annual development strategy.

The entire meeting abandoned the restless narrative of aggressive expansion and blind volume growth, revolving throughout around stabilising the market, stabilising channels, stabilising growth, emphasising pragmatism, and strengthening focus — deeply cultivating the home base based on its own advantages and rejecting extensive scale expansion.

During the industry’s deep reshuffling phase, restrained expansion and deep cultivation of the core are far more strategically valuable than blind expansion. Dukang’s proactive contraction of its front lines and focus on the Zhengzhou-Luoyang core stronghold, concentrating resources on its home advantage market, is the optimal solution for regional liquor enterprises adapting to the stock-market era.

In the future, the effectiveness of Dukang’s stronghold strategy will rely on two core supports: first, the exclusive new product Jiuzu Dukang Cellar Reserve continuously penetrating the main price bands in Zhengzhou and Luoyang and consolidating product competitiveness; second, relying on solid channel empowerment and policy delivery to continuously restore and boost distributor and terminal confidence.

Industry deep cultivation is never an overnight short-term action, but the result of long-term persistence. Dukang’s path of local breakthrough is steadily taking shape.