三季度CBI解读：用复购承接大促红利，品牌平峰期运营指南

Investment Rating - The report indicates a positive investment outlook for the e-commerce sector, particularly during the off-peak periods, highlighting the importance of brand operations and consumer engagement strategies [2][5]. Core Insights - The Chinese online consumer brand index (CBI) shows a year-on-year growth of 0.9% in Q3 2023, reflecting a sustained increase in consumer willingness to spend during off-peak periods [2][4]. - Brands are increasingly viewing off-peak periods as critical for building long-term value and operational stability, focusing on customer retention and repeat purchases [5][35]. - The report emphasizes the necessity for brands to optimize their operations during off-peak times to leverage the momentum gained during major sales events like "618" and "Double Eleven" [2][4]. Summary by Sections E-commerce Performance - The CBI data indicates that the online consumer brand index has consistently risen during the off-peak periods, suggesting that these times are not void of consumer demand but rather a phase for rational brand selection [4][6]. - The report notes that the online retail sales growth rate is significantly higher than the overall retail market, with a 4.4% increase compared to Q3 2022 [2][7]. Fast-Moving Consumer Goods (FMCG) Sector - The FMCG sector shows a stark contrast between online and offline sales, with online sales growing by 16.8% while offline sales declined by 9.3% in Q3 2025 [10]. - Specific categories like dairy and maternal and infant products are experiencing varied growth rates, with dairy products showing a decline of 16.6% [10][11]. Brand Strategies - Brands are focusing on scenario-driven marketing and consumer engagement during off-peak periods, utilizing emotional value and social gifting to enhance consumer experiences [25][28]. - The report highlights the importance of creating a stable sales curve by integrating products into specific lifestyle scenarios, thereby enhancing brand loyalty and repeat purchases [35][40]. Consumer Behavior Trends - There is a noticeable shift in consumer preferences towards products that resonate with social and emotional contexts, particularly among younger demographics [32][33]. - The report identifies a trend towards "self-reward" and "quality socializing" in the alcohol sector, with brands adapting to younger consumers' preferences for lower alcohol content and convenient packaging [28][30]. Operational Recommendations - Brands are encouraged to leverage platform tools for precise consumer targeting and to maintain a robust membership system to optimize traffic during off-peak periods [39][41]. - The report suggests that successful brands will be those that can effectively convert new product launches and seasonal changes into repeat purchases during these critical off-peak times [40].