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1、Skin Moisturizing,Updated to Jan/Feb2003,Agenda,Skin Moist. Body Market Overview How XX Milk Help Brand Sales & Share Gain BB&Kids Cream, XX Cream Launch Evaluation Explore Skin Moist. Sachet Opportunity,Skin Moisturizer Sales Trend, National Market Growth Accelerated; Value Also Outgrew Volume,Tota
2、l 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%,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
3、 by Variant Milk Did Help XX to Gain Sales In Passing Winter Season vs YA,Volume Sales-Ton, (National),Body Top 10 Brands Volume Share & Chg Slower Growth Rate Cost Us Slightly Lost Share in Passing Winter Period,Mininurse White+UV contributed growth this season.,Body Top 10 Brands Value Share & Chg
4、 Slower Growth Rate Cost Us Slightly Lost Share in Passing Winter Period,Sakula promotion product help share gain.,Body Sales Growth By Platform Deflation in Body Mainly Traced to Basic Body Lotion; Overall Lotion Still Captured Positive Growth while Cream Declined,Volume Share (Body Base),TTL BODY,
5、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,-4,55.0,17,40.3,14,0.4,-59,8.8,21,5.5,66,8.8,3,Value Share (Body Base),4M to JF03 Growth vs
6、 YA,Body Basic Lotion Key Competitors Growth, National But Our Growth Rate Still Behind Nivea/Softsense and Total Segment,4Months to JF03 vs YA,Body Lotion Basic, Key Brand Volume Share Our Share Lost Mainly Traced to Basic Lotion Where YuMeiJing and Small Brands Gained Share Noticeably,Body Lotion
7、Basic, Key Brand Value Share XX Regained Some Share in JF03, Compared with JF02,Y.M.J. Body Lotion Basic SKU Share 220ml Largely Contributed to Its Share; Distribution Slightly Increased,Body Lotion Basic Base,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,Weighted Distributi
8、on,(Rmb10.6/p),(Rmb10.3/p),Y.M.J. Body Lotion Basic Share & Distribution By Market Yu Mei Jing Mainly Focus In Hebei / Shangxi / Shangdong,4M to JF02,4M to JF03,JF 02,JF 03,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,N A City,YM
9、J,33.2,62.2,108ml,6.9,12.3,23,30,220ml,25.5,49.9,26,30,Volume Share,Weighted Distribution,Body Basic Lotion, Sales Mix & Growth By City Quick Development of Body Basic Lotion Traced to Key & A Cities,Volume Sales(Ton),Value Sales(000Rmb),24%,13%,34%,24%,52%,29%,-5%,-13%,Number in green is of the ann
10、ual growth MAT JF03 vs MAT JF02,Body Basic Lotion, Key Brands Share by City We Lost Share to Bai Que Ling & Small Brands in Key Cities and Yu Mei Jing in A Cities,4Months to,JF03,chg YA,JF02,chg YA,JF02,chg YA,JF02,chg YA,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.
11、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,A City,BCD City,4 City,National,Volume Base Body Lotion Basic Base,Body Basic Lotion, Key Brands Share by City Our Share Gains in BCD Cities Helped Us to Narrow Overall Share Lost,Value Base Body Lotion B
12、asic Base,Summary,Total Skin Moisturizer experienced faster growth rate in this winter with positive price inflation - 6% in volume and 9% in value Accelerated growth rate had been captured in all segments, esp. In Facial and Hand, which both experienced higher value growth than volume growth Body a
13、lso captured positive volume growth (11%), but its value growth was much lagged behind (7%) in recent winter,Summary - Body,With Body, Lotion still obtained outstanding growth with growth rate of 26% in volume and 17% in value; but cream declined which led to a slower growth rate in total body The p
14、rice deflation in Body Lotion mainly traced to basic Body Lotion, where local brands, like Bai Que Ling and Yu 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
15、market in recent winter due to slower growth than the market, especially in the Basic Body Lotion segment In Basic 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
16、 narrowing our overall share lost,Summary - Body,Overall speaking, XX is still the absolute leader in the Basic Body Lotion segment in value terms; but development of low-end brands, like BQL and YMJ, in Key & A cities, suggesting emergence of new market needs,XX Milk Sales Development In 4&A Cities,Milk Sales Contribution To XX By City Milk Helped XX to Increase Sales In A City; but Not In SH/BJ,Volume(TON),Value(000rmb),4 Months to,4 Months to,UC Lotion,Reg.Lotio
