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1、SkinMoisturizing UpdatedtoJan Feb2003 Agenda SkinMoist BodyMarketOverviewHowXXMilkHelpBrandSales ShareGainBB KidsCream XXCreamLaunchEvaluationExploreSkinMoist SachetOpportunity SkinMoisturizerSalesTrend NationalMarketGrowthAccelerated ValueAlsoOutgrewVolume TotalSkinMoisturizer ProductSegmentSalesFa
2、cialObtainedPositiveValueGrowthWhileBodyDeflated VolumeSales Ton ValueSales Mil Rmb 6 9 3 8 11 7 20 26 4MonthsGrowthvsYA 2 0 6 14 3 2 5 17 NumberingreenisoftheannualgrowthMATJF03vsMATJF02 XXBodyVolumeSalesTrendbyVariantMilkDidHelpXXtoGainSalesInPassingWinterSeasonvsYA VolumeSales Ton National BodyTo
3、p10BrandsVolumeShare ChgSlowerGrowthRateCostUsSlightlyLostShareinPassingWinterPeriod MininurseWhite UVcontributedgrowththisseason BodyTop10BrandsValueShare ChgSlowerGrowthRateCostUsSlightlyLostShareinPassingWinterPeriod Sakulapromotionproducthelpsharegain BodySalesGrowthByPlatformDeflationinBodyMain
4、lyTracedtoBasicBodyLotion OverallLotionStillCapturedPositiveGrowthwhileCreamDeclined VolumeShare BodyBase TTLBODY 100 11 CREAM 35 2 4 LOTION 51 3 26 Basic 43 5 25 PureWhite 0 5 56 PureUV 4 2 54 UV White 3 1 80 OIL 13 5 4 4MtoJF03GrowthvsYA NumberinredisofXXproductgrowthrespectively National 100 7 35
5、 9 4 55 0 17 40 3 14 0 4 59 8 8 21 5 5 66 8 8 3 ValueShare BodyBase 4MtoJF03GrowthvsYA BodyBasicLotionKeyCompetitorsGrowth NationalButOurGrowthRateStillBehindNivea SoftsenseandTotalSegment 4MonthstoJF03vsYA BodyLotionBasic KeyBrandVolumeShareOurShareLostMainlyTracedtoBasicLotionWhereYuMeiJingandSmal
6、lBrandsGainedShareNoticeably BodyLotionBasic KeyBrandValueShareXXRegainedSomeShareinJF03 ComparedwithJF02 BodyLotionBasicSKUShare220mlLargelyContributedtoItsShare DistributionSlightlyIncreased BodyLotionBasicBase 108ml 6 7 8 9 7 8 8 7 11 11 12 11 9 220ml 7 8 8 10 7 8 7 8 9 10 10 9 8 WeightedDistribu
7、tion Rmb10 6 p Rmb10 3 p BodyLotionBasicShare DistributionByMarketYuMeiJingMainlyFocusInHebei Shangxi Shangdong 4MtoJF02 4MtoJF03 JF02 JF03 National YMJ 6 1 15 6 108ml 1 4 3 4 8 9 220ml 4 7 12 2 7 8 N2 YMJ 26 3 62 8 108ml 6 13 6 12 16 220ml 19 7 49 2 9 12 NACity YMJ 33 2 62 2 108ml 6 9 12 3 23 30 22
8、0ml 25 5 49 9 26 30 VolumeShare WeightedDistribution BodyBasicLotion SalesMix GrowthByCityQuickDevelopmentofBodyBasicLotionTracedtoKey ACities VolumeSales Ton ValueSales 000Rmb 24 13 34 24 52 29 5 13 NumberingreenisoftheannualgrowthMATJF03vsMATJF02 BodyBasicLotion KeyBrandsSharebyCityWeLostSharetoBa
9、iQueLing SmallBrandsinKeyCitiesandYuMeiJinginACities 4Monthsto JF03 chgYA JF02 chgYA JF02 chgYA JF02 chgYA XX 35 4 4 1 31 3 3 4 33 9 10 3 46 9 1 5 VASELINE 7 7 3 6 14 5 4 2 3 3 2 6 2 1 6 7 NIVEA 6 2 0 3 11 2 0 5 4 3 0 3 0 7 0 2 SOFTSENSE 4 4 0 2 9 7 1 9 0 6 0 4 0 6 0 4 ACity BCDCity 4City National V
10、olumeBaseBodyLotionBasicBase BodyBasicLotion KeyBrandsSharebyCityOurShareGainsinBCDCitiesHelpedUstoNarrowOverallShareLost ValueBaseBodyLotionBasicBase Summary TotalSkinMoisturizerexperiencedfastergrowthrateinthiswinterwithpositivepriceinflation 6 involumeand9 invalueAcceleratedgrowthratehadbeencaptu
11、redinallsegments esp InFacialandHand whichbothexperiencedhighervaluegrowththanvolumegrowthBodyalsocapturedpositivevolumegrowth 11 butitsvaluegrowthwasmuchlaggedbehind 7 inrecentwinter Summary Body WithBody Lotionstillobtainedoutstandinggrowthwithgrowthrateof26 involumeand17 invalue butcreamdeclinedw
12、hichledtoaslowergrowthrateintotalbodyThepricedeflationinBodyLotionmainlytracedtobasicBodyLotion wherelocalbrands likeBaiQueLingandYuMeiJing developedfastOverall XXdidcapturedpositivegrowthinrecentwinterperiodandMilklargelycontributedtoourgrowth Summary Body ButwestillslightlylostshareinBodymarketinr
13、ecentwinterduetoslowergrowththanthemarket especiallyintheBasicBodyLotionsegmentInBasicBodyLotionsegment welostsharetoBaiQueLingandsmallbrandsinKeycitiesandYuMeiJinginAcities ButourdistributionexpansionledtooursharegainsinBCDcities whichnarrowingouroverallsharelost Summary Body Overallspeaking XXisst
14、illtheabsoluteleaderintheBasicBodyLotionsegmentinvalueterms butdevelopmentoflow endbrands likeBQLandYMJ inKey Acities suggestingemergenceofnewmarketneeds XXMilkSalesDevelopmentIn4 ACities MilkSalesContributionToXXByCityMilkHelpedXXtoIncreaseSalesInACity butNotInSH BJ Volume TON Value 000rmb 4Monthst
15、o 4Monthsto UCLotion Reg Lotion MilkLotion GZ SH BJ CD ACITY MilkShareContributionToXXBasicLotionStagnantinSalesinSH BJandLaggedBehindGrowthinACitiesCausedUsLosingShare VolumeShare ValueShare UCLotion Reg Lotion MilkLotion ShareBase BodyLotionBasic GZ SH BJ CD ACITY 4Monthsto 4Monthsto SH H S XXLoti
16、onVariantSKUShareMilk200mlGainedShareRapidlyWhileReg UC200mlDeclined ValueShare BodyLotionBasicBase 4MtoJF02 4MtoJF03 ChgYA ND01 JF02 ND02 JF03 ChgYA XXBasicLotion 32 5 28 4 5 30 8 34 7 24 7 31 9 2 8 MILK200ml 5 7 5 7 3 8 9 8 9 REGLOTION 10 1 6 7 3 4 10 3 9 9 7 4 5 8 4 1 100ml 3 3 2 5 0 8 3 1 3 4 2 6 2 4 1 200ml 6 8 2 9 3 9 7 1 6 5 3 2 8 3 7 300ml 1 2 1 2 1 8 0 6 0 6 UCLOTION 22 4 15 6 6 8 20 5 24 8 14 2 17 2 7 6 100ml 5 8 6 3 0 5 6 2 5 4 6 3 6 3 0 9 200ml 16 6 9 3 7 3 14 3 19 5 7 9 11 8 5 SH H
