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1、Skin Moisturizing,Updated to Jan/Feb2003,Agenda,Skin Moist. Body Market Overview How XX Milk Help Brand Sales Value Also Outgrew Volume,Total Skin Moisturizer,Product Segment Sales Facial Obtained Positive Value Growth While Body Deflated,Volume Sales(Ton),Value Sales(Mil.Rmb),6%,9%,3%,8%,11%,7%,20%
2、,26%,4 Months Growth vs YA,2%,0%,6%,14%,3%,2%,5%,17%,Number in green is of the annual growth MAT JF03 vs MAT JF02,XX Body Volume Sales Trend by VariantMilk Did Help XX to Gain Sales In Passing Winter Season vs YA,Volume Sales-Ton, (National),Body Top 10 Brands Volume Share Overall Lotion Still Captu
3、red Positive Growth while Cream Declined,Volume Share (Body Base),TTL BODY,100,11,CREAM,35.2,-4,LOTION,51.3,26,Basic,43.5,25,Pure White,0.5,-56,Pure UV,4.2,54,UV+White,3.1,80,OIL,13.5,4,4M to JF03 Growth vs YA,Number in red is of XX product growth respectively.,(National),100,7,35.9,-4,55.0,17,40.3,
4、14,0.4,-59,8.8,21,5.5,66,8.8,3,Value Share (Body Base),4M to JF03 Growth vs YA,Body Basic Lotion Key Competitors Growth, NationalBut Our Growth Rate Still Behind Nivea/Softsense and Total Segment,4Months to JF03 vs YA,Body Lotion Basic, Key Brand Volume ShareOur Share Lost Mainly Traced to Basic Lot
5、ion Where YuMeiJing and Small Brands Gained Share Noticeably,Body Lotion Basic, Key Brand Value ShareXX Regained Some Share in JF03,Compared with JF02,. Body Lotion Basic SKU Share220ml Largely Contributed to Its Share; Distribution Slightly Increased,Body Lotion Basic Base,108ml,6,7,8,9,7,8,8,7,11,
6、11,12,11,9,220ml,7,8,8,10,7,8,7,8,9,10,10,9,8,Weighted Distribution,(Rmb10.6/p),(Rmb10.3/p),. Body Lotion Basic Share but cream declined which led to a slower growth rate in total body The price deflation in Body Lotion mainly traced to basic Body Lotion, where local brands, like Bai Que Ling and Yu
7、 Mei Jing, developed fast Overall, XX did captured positive growth in recent winter period and Milk largely contributed to our growth,Summary - Body,But we still slightly lost share in Body market in recent winter due to slower growth than the market, especially in the Basic Body Lotion segment In B
8、asic Body Lotion segment, we lost share to Bai Que Ling and small brands in Key cities and Yu Mei Jing in A cities; But our distribution expansion led to our share gains in BCD cities, which narrowing our overall share lost,Summary - Body,Overall speaking, XX is still the absolute leader in the Basi
9、c Body Lotion segment in value terms; but development of low-end brands, like BQL and YMJ, in Key but Not In SH/BJ,Volume(TON),Value(000rmb),4 Months to,4 Months to,UC Lotion,Reg.Lotion,Milk Lotion,GZ,SH,BJ,CD,A CITY,Milk Share Contribution To XX Basic LotionStagnant in Sales in SH & BJ and Lagged B
10、ehind Growth in A Cities Caused Us Losing Share,Volume Share,Value Share,UC Lotion,Reg.Lotion,Milk Lotion,Share Base, Body Lotion Basic,GZ,SH,BJ,CD,A CITY,4 Months to,4 Months to,SH-H/S, XX Lotion Variant SKU ShareMilk 200ml Gained Share Rapidly While Reg/UC 200ml Declined,Value Share(Body Lotion Ba
11、sic Base),4M to JF02,4M to JF03,Chg YA,ND01,JF02,ND02,JF03,Chg YA,XX Basic Lotion,32.5,28,-4.5,30.8,34.7,24.7,31.9,-2.8,MILK 200ml,5.7,5.7,3,8.9,8.9,REG LOTION,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,UC
12、 LOTION,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/S, XX Lotion SKU Dist. UC 200ml Maintained Overall Distribution but Declined in SPPD,ND01,JF02,ND02,JF03,JF02,JF03,MILK 200ml,60,70,13.6,REG LOTION,87,87,86,76,100ml,7
13、4,72,84,75,3.4,200ml,87,85,61,54,5.6,300ml,27,22,3.1,UC LOTION,88,86,89,86,100ml,65,63,80,75,8.9,200ml,87,85,87,86,13.6,Weighted Distribution,.D(000RMB),10.4,4.3,6.9,26.3,7.8,20.8,8.2,21.4,(11),(11),Number in brackets are of weighted distribution.,SH-H/S, Body Key Brand Share Nivea Gained Share Slig
14、htly,Rmb/Kg,4Months to,JF 02,JF 03,Chg,JF 02,JF 03,Chg,JF 02,JF 03,4 Key Brand,96.9,90.3,-6.7,91.5,79.9,-11.7,XX,32.5,28,-4.5,34,26.8,-7.2,126,130,VASELINE,31,27.7,-3.4,26,21.7,-4.3,157,158,SOFTSENSE,18.2,18.7,0.5,19.1,18.1,-1.1,125,128,NIVEA,15.2,15.9,0.7,12.4,13.3,0.9,161,148,BAI QUE LING,1.8,3.4,
15、1.6,6.2,11.6,5.4,39,36,O.BRAND,0.5,5.6,5.1,0.4,7.7,7.3,173,91,Value Share,Volume Share,In O.brands, key brand are of露华浓 雅佳美 润肤露450ml priced RMB37/pck(82rmb/kg), and,Body Lotion Basic Base,(200ML),SH-H/S, Key Brands SKU Value ShareNivea Fresh & Intensive Milk Both Contributed to Its Share Gains,Body
16、Lotion Basic Base,Softsense,Nivea,Vaseline,Key Brands SKU Comparison, SH-H/SSS-110ml/Nivea Fresh-200ml Dist. & SPPD Gained,JF 02,JF 03,JF 02,JF 03,JF 02,JF 03,MILK 200ml,70,13.6,26.3,XX REGULAR 100ml,72,75,4.3,3.4,14.6,14.2,XX REGULAR 200ml,85,54,6.9,5.6,21.5,22.1,XX REGULAR 300ml,22,3.1,31.4,XX UC 100ml,63,75,7.8,8.9,16.3,16.5,XX UC 200ml,85,86,20.8,13.6,24.1,23.4,SOFTSENSE 110ml,52,73,5.9,13.3,15.7,16.1,SOFTSENSE 200ml,83,75,12.6,12.2,23.9,23.3,FIRMING 200m
