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1、Copyright 2002 ACNielsenSkin MoisturizingUpdated to Jan/Feb2003Copyright 2002 ACNielsen2AgendalSkin Moist.Body Market OverviewlHow XX Milk Help Brand Sales&Share GainlBB&Kids Cream,XX Cream Launch EvaluationlExplore Skin Moist.Sachet OpportunityCopyright 2002 ACNielsen3Skin Moisturizer Sales Trend,N
2、ationalMarket Growth Accelerated;Value Also Outgrew Market Growth Accelerated;Value Also Outgrew VolumeVolume Total Skin Moisturizer6%9%4 Months Growth vs YA2%3%VolumeValueMAT Growth vs YACopyright 2002 ACNielsen4Product Segment Sales&Growth,Nat.Growth of All Segments Accelerated;Facial Obtained Gro
3、wth of All Segments Accelerated;Facial Obtained Positive Value Growth While Body DeflatedPositive Value Growth While Body DeflatedVolume Sales(Ton)Value Sales(Mil.Rmb)6%9%3%8%11%7%20%26%4 Months Growth vs YA2%0%6%14%3%2%5%17%Number in green is of the annual growth MAT JF03 vs MAT JF02Copyright 2002
4、ACNielsen5XX Body Volume Sales Trend by VariantMilk Did Help XX to Gain Sales In Passing Winter Milk Did Help XX to Gain Sales In Passing Winter Season vs YASeason vs YAVolume Sales-Ton,(National)Copyright 2002 ACNielsen6Body Top 10 Brands Volume Share&ChgSlower Growth Rate Cost Us Slightly Lost Sha
5、re in Slower Growth Rate Cost Us Slightly Lost Share in Passing Winter PeriodPassing Winter PeriodNational,Body BaseXX20.019.7-0.320.7 19.219.720.31.1NIVEA4.35.10.83.94.85.44.80VASELINE64.6-1.46.45.64.94.3-1.3SOFTSENSE1.820.22.21.42.21.80.4National,Body Base 4M toJF024M to JF03ChgND 01 JF 02 ND 02 J
6、F 03ChgMininurse White+UV contributed growth this season.LONG LI QI15.510.1-5.413.417.79.910.3-7.4YU MEI JING2.56.94.42.42.68.25.42.8AN AN5.63.5-2.15.35.93.13.9-2SMISS3.52.4-1.13.23.822.8-1BAI QUE LING 1.82.20.41.522.51.9-0.1MININURSE12.31.31.20.82.51.91.1O.BRAND37.740.93.239.535.939.942.26.3Copyrig
7、ht 2002 ACNielsen7Body Top 10 Brands Value Share&Chg Slower Growth Rate Cost Us Slightly Lost Share in Slower Growth Rate Cost Us Slightly Lost Share in Passing Winter PeriodPassing Winter PeriodNational,Body Base 4M toJF024M to JF03ChgND 01 JF 02 ND 02 JF 03ChgXX24.623.9-0.724.624.622.725.50.9NIVEA
8、7.89.11.36.88.99.48.8-0.1VASELINE9.77-2.79.69.87.26.7-3.1SOFTSENSE1.92.30.42.21.52.42.20.7LONG LI QI8.55.4-3.17.1105.15.7-4.3SAKULA2.941.13.32.54.53.40.9AN AN6.43.7-2.75.77.13.34.3-2.8MININURSE3.13.60.43.72.63.73.31YU MEI JING1.33.321.21.33.82.81.5CATHY1.11.60.51.50.62.210.4O.BRAND31.434.63.232.929.
9、934.534.54.6Sakula promotion product help share gain.Copyright 2002 ACNielsen8Body Sales Growth By Platform Deflation in Body Mainly Traced to Basic Body Lotion;Deflation in Body Mainly Traced to Basic Body Lotion;Overall Lotion Still Captured Positive Growth while Overall Lotion Still Captured Posi
10、tive Growth while Cream DeclinedCream DeclinedVolume Share(Body Base)TTL BODY10011CREAM35.2-4LOTION51.326Basic43.525Pure White0.5-56Pure UV4.254UV+White3.180OIL13.544M to JF03Growth vs YANumber in red is of XX product growth respectively.(National)100735.9-455.01740.3140.4-598.8215.5668.83Value Shar
11、e(Body Base)4M to JF03Growth vs YACopyright 2002 ACNielsen9Body Basic Lotion Key Competitors Growth,NationalBut Our Growth Rate Still Behind Nivea/Softsense But Our Growth Rate Still Behind Nivea/Softsense and Total Segmentand Total Segment4Months to JF03 vs YACopyright 2002 ACNielsen10Body Lotion B
12、asic,Key Brand Volume ShareOur Share Lost Mainly Traced to Basic Lotion WhereOur Share Lost Mainly Traced to Basic Lotion Where YuMeiJing and Small Brands Gained Share NoticeablyYuMeiJing and Small Brands Gained Share NoticeablyNational,Body Lotion Basic Base4M toJF024M to JF03ChgND 01 JF 02 ND 02 J
13、F 03ChgXX39.535.4-4.139.739.333.337.9-1.4VASELINE11.37.7-3.611.910.78.37-3.7NIVEA5.96.20.35.56.36.65.8-0.5SOFTSENSE4.64.4-0.25.43.74.64.10.4YU MEI JING6.115.69.55.66.717.912.86.1BAI QUE LING4.34.70.43.55.25.24.2-1XILI2.11.9-0.21.92.41.52.3-0.1HAI ER MIAN3.11.9-1.23.72.41.92-0.4GONG DENG3.41.9-1.54.5
14、2.12.11.5-0.6XIAN ZI2.61.5-1.12.3312.1-0.9O.BRAND17.118.81.71618.217.620.32.1YU MEI JING priced about 60rmb/kg.Copyright 2002 ACNielsen11Body Lotion Basic,Key Brand Value ShareXX Regained Some Share in JF03,XX Regained Some Share in JF03,Compared with JF02Compared with JF02YU MEI JING3.184.92.83.39.
15、26.73.4BAI QUE LING 1.51.70.21.21.81.91.5-0.3PEARS0.910.10.71.10.91.10FA1.70.9-0.82.21.11.10.7-0.4TOBABY1.30.8-0.51.41.20.70.9-0.3XILI0.80.800.80.80.610.2O.BRAND11.814.52.711.312.514.114.62.1XX48.545.8-2.748.748.343.348.80.5VASELINE16.911.8-5.117.316.512.710.8-5.7NIVEA8.69.50.989.4109-0.4SOFTSENSE4.
16、95.20.35.645.54.90.9National,Body Lotion Basic Base4M toJF024M to JF03ChgND 01 JF 02 ND 02 JF 03ChgCopyright 2002 ACNielsen12Y.M.J.Body Lotion Basic SKU Share220ml Largely Contributed to Its Share;Distribution 220ml Largely Contributed to Its Share;Distribution Slightly IncreasedSlightly IncreasedBo
17、dy Lotion Basic Base108ml67897887111112119220ml7881078789101098Weighted Distribution(Rmb10.6/p)(Rmb10.3/p)Copyright 2002 ACNielsen13Y.M.J.Body Lotion Basic Share&Distribution By MarketYu Mei Jing Mainly Focus In Hebei/Shangxi/Yu Mei Jing Mainly Focus In Hebei/Shangxi/ShangdongShangdong4M to JF024M t
18、o JF03JF 02JF 03National YMJ 6.115.6108ml1.43.489220ml4.712.278N2 YMJ 26.362.8108ml613.61216220ml19.749.2912N A CityYMJ 33.262.2108ml6.912.32330220ml25.549.92630Volume ShareWeighted DistributionCopyright 2002 ACNielsen14Body Basic Lotion,Sales Mix&Growth By CityQuick Development of Body Basic Lotion
19、 Traced to Quick Development of Body Basic Lotion Traced to Key&A CitiesKey&A CitiesVolume Sales(Ton)Value Sales(000Rmb)24%13%34%24%52%29%-5%-13%Number in green is of the annual growth MAT JF03 vs MAT JF02Copyright 2002 ACNielsen15Body Basic Lotion,Key Brands Share by CityWe Lost Share to Bai Que Li
20、ng&Small Brands in We Lost Share to Bai Que Ling&Small Brands in Key Cities and Yu Mei Jing in A CitiesKey Cities and Yu Mei Jing in A CitiesYU MEI JING15.69.54.9-0.739.12543.2BAI QUE LING 4.70.47.72.81.8-3.13.60.2HAI ER MIAN1.9-1.20.5-2.820.251.3XILI1.9-0.20.7-0.10.3060.8GONG DENG1.9-1.5000.3-0.31.
21、3-2XIAN ZI1.5-1.10.1-0.10.3-0.45.1-0.6O.BRAND18.81.719.410.914.1-8.624.71.74Months to JF03 chg YA JF02 chg YA JF02 chg YA JF02 chg YAXX35.4-4.131.3-3.433.9-10.346.91.5VASELINE7.7-3.614.5-4.23.3-2.62.1-6.7NIVEA6.20.311.2-0.54.3-0.30.70.2SOFTSENSE4.4-0.29.7-1.90.60.40.60.4A CityBCD City4 CityNationalV
22、olume Base Body Lotion Basic BaseCopyright 2002 ACNielsen16Body Basic Lotion,Key Brands Share by CityOur Share Gains in BCD Cities Helped Us to Narrow Overall Our Share Gains in BCD Cities Helped Us to Narrow Overall Share LostShare LostValue Base Body Lotion Basic BaseYU MEI JING852.1-0.221.514.13.
23、22.6BAI QUE LING 1.70.22.50.90.7-11.40.2PEARS10.10.1-0.11.9-0.31.20.4FA0.9-0.71.30.30.3-0.21.1-2.8TOBABY0.8-0.50.3-0.41.1-1.21.50.6XILI0.800.300.30.12.20.3O.BRAND14.52.412.56.711.7-1.720.13.8XX45.8-2.735.1-1.748.1-7.163.85.4VASELINE11.8-5.120.1-4.15.6-43.6-11.4NIVEA9.50.915.2-0.57.90.610.3SOFTSENSE5
24、.20.410.5-0.90.90.70.90.64Months to JF03 chg YA JF02 chg YA JF02 chg YA JF02 chg YAA CityBCD City4 CityNationalCopyright 2002 ACNielsen17SummarylTotal Skin Moisturizer experienced faster growth rate in this winter with positive price inflation-6%in volume and 9%in valuelAccelerated growth rate had b
25、een captured in all segments,esp.In Facial and Hand,which both experienced higher value growth than volume growthlBody also captured positive volume growth(11%),but its value growth was much lagged behind(7%)in recent winterCopyright 2002 ACNielsen18Summary-BodylWith Body,Lotion still obtained outst
26、anding growth with growth rate of 26%in volume and 17%in value;but cream declined which led to a slower growth rate in total bodylThe price deflation in Body Lotion mainly traced to basic Body Lotion,where local brands,like Bai Que Ling and Yu Mei Jing,developed fastlOverall,XX did captured positive
27、 growth in recent winter period and Milk largely contributed to our growth Copyright 2002 ACNielsen19Summary-BodylBut we still slightly lost share in Body market in recent winter due to slower growth than the market,especially in the Basic Body Lotion segmentlIn Basic Body Lotion segment,we lost sha
28、re 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 lostCopyright 2002 ACNielsen20Summary-BodylOverall speaking,XX is still the absolute leader in the Basic Body Lotion seg
29、ment in value terms;but development of low-end brands,like BQL and YMJ,in Key&A cities,suggesting emergence of new market needs Copyright 2002 ACNielsenXX Milk Sales Development In 4&A CitiesCopyright 2002 ACNielsen22Milk Sales Contribution To XX By CityMilk Helped XX to Increase Sales In A City;but
30、 Not Milk Helped XX to Increase Sales In A City;but Not In SH/BJIn SH/BJVolume(TON)Value(000rmb)4 Months to4 Months toUC LotionReg.LotionMilk LotionGZSHBJCDA CITYCopyright 2002 ACNielsen23Milk Share Contribution To XX Basic LotionStagnant in Sales in SH&BJ and Lagged Behind Stagnant in Sales in SH&B
31、J and Lagged Behind Growth in A Cities Caused Us Losing ShareGrowth in A Cities Caused Us Losing ShareVolume ShareValue ShareUC LotionReg.LotionMilk LotionShare Base,Body Lotion BasicGZSHBJCDA CITY4 Months to4 Months toCopyright 2002 ACNielsen24SH-H/S,XX Lotion Variant SKU ShareMilk 200ml Gained Sha
32、re Rapidly While Reg/UC Milk 200ml Gained Share Rapidly While Reg/UC 200ml Declined200ml DeclinedValue Share(Body Lotion Basic Base)4M to JF024M toJF03Chg YAND01JF02ND02JF03 Chg YAXX Basic Lotion 32.528-4.530.834.724.731.9-2.8MILK 200ml5.75.738.98.9REG LOTION10.16.7-3.410.39.97.45.8-4.1100ml3.32.5-0
33、.83.13.42.62.4-1200ml6.82.9-3.97.16.532.8-3.7300ml1.21.21.80.60.6UC LOTION22.415.6-6.820.524.814.217.2-7.6100ml5.86.30.56.25.46.36.30.9200ml16.69.3-7.314.319.57.911-8.5Copyright 2002 ACNielsen25SH-H/S,XX Lotion SKU Dist.&SPPD Milk-200ml Gained Distribution With Good In-store Milk-200ml Gained Distri
34、bution With Good In-store Performance;UC 200ml Maintained Overall Performance;UC 200ml Maintained Overall Distribution but Declined in SPPDDistribution but Declined in SPPDND01 JF02ND02JF03JF02JF03MILK 200ml607013.6REG LOTION87878676100ml747284753.4200ml878561545.6300ml27223.1UC LOTION88868986100ml6
35、56380758.9200ml8785878613.6Weighted DistributionS.P.P.D(000RMB)10.44.36.926.37.820.88.221.4(11)(11)Number in brackets are of weighted O.O.S distribution.Copyright 2002 ACNielsen26SH-H/S,Body Key Brand Share&PriceLow Price Product Gained Share;Nivea Gained Low Price Product Gained Share;Nivea Gained
36、Share SlightlyShare SlightlyRmb/Kg4Months toJF 02 JF 03 ChgJF 02 JF 03ChgJF 02 JF 034 Key Brand96.990.3-6.791.579.9-11.7XX32.528-4.53426.8-7.2126130VASELINE3127.7-3.42621.7-4.3157158SOFTSENSE18.218.70.519.118.1-1.1125128NIVEA15.215.90.712.413.30.9161148BAI QUE LING 1.83.41.66.211.65.43936O.BRAND0.55
37、.65.10.47.77.317391Value ShareVolume ShareIn O.brands,key brand are of露华浓 雅佳美 润肤露450ml priced RMB37/pck(82rmb/kg),andBody Lotion Basic Base(200ML)Copyright 2002 ACNielsen27SH-H/S,Key Brands SKU Value ShareNivea Fresh&Intensive Milk Both Contributed to Nivea Fresh&Intensive Milk Both Contributed to I
38、ts Share GainsIts Share GainsBody Lotion Basic BaseSoftsenseNiveaVaselineCopyright 2002 ACNielsen28Key Brands SKU Comparison,SH-H/SSS-110ml/Nivea Fresh-200ml Dist.&SPPD GainedSS-110ml/Nivea Fresh-200ml Dist.&SPPD GainedJF 02JF 03JF 02JF 03JF 02JF 03MILK 200ml7013.626.3XX REGULAR 100ml72754.33.414.61
39、4.2XX REGULAR 200ml85546.95.621.522.1XX REGULAR 300ml223.131.4XX UC 100ml63757.88.916.316.5XX UC 200ml858620.813.624.123.4SOFTSENSE 110ml52735.913.315.716.1SOFTSENSE 200ml837512.612.223.923.3FIRMING 200ml64627.97.247.933.6FRESH 125ml34443.42.722.922.1FRESH 200ml52622.47.230.227.3INTENSIVE MILK 125ml
40、55422.92.118.522INTENSIVE MILK 200ml526111.210.423.827.4Vaseline 100ml636419.712.918.819.1Vaseline 200ml516228.126.429.129.6WeightedDistributionS.P.P.D(000RMB)RMB/PckCopyright 2002 ACNielsen29BJ-H/S,XX Lotion Variant SKU ShareValue Share(Body Lotion Basic Base)4M to JF024M toJF03Chg YAND01JF02ND02JF
41、03 Chg YAXX37.130.1-739.634.629.131.4-3.2MILK 200ml5.15.12.68.18.1REG LOTION 12.310.1-2.213.311.311.38.7-2.6100ml4.94.1-0.85.24.64.33.8-0.8200ml6.95.3-1.67.66.16.24.2-1.9300ml0.20.70.50.20.30.70.60.3UC LOTION24.814.9-9.926.323.315.214.6-8.7100ml9.15.4-3.710.57.74.36.8-0.9200ml15.79.5-6.215.715.610.9
42、7.8-7.8Copyright 2002 ACNielsen30BJ-H/S,XX Lotion SKU Dist.&SPPD Milk-200ml Gained Distribution With Good In-store Milk-200ml Gained Distribution With Good In-store Performance;UC 200ml Maintained Overall Performance;UC 200ml Maintained Overall Distribution but Declined in SPPDDistribution but Decli
43、ned in SPPDND01 JF02ND02JF03JF02JF03Weighted DistributionS.P.P.D(000RMB)MILK 200ml36556.2REG LOTION849386845.14.3100ml677682782.52.1200ml706672663.92.7300ml131322130.91.9UC LOTION8382817811.87.8100ml8280767543.8200ml716773679.74.9Copyright 2002 ACNielsen31BJ-H/S,Body Key Brand Share&PriceXX Lose Mos
44、t Share to Other Low Price ProductsXX Lose Most Share to Other Low Price ProductsRmb/Kg4Months toJF 02 JF 03ChgJF 02 JF 03ChgJF 02 JF 03Value ShareVolume ShareBody Lotion Basic BaseXX37.130.1-730.823.3-7.5141139NIVEA21.219.3-213.211.8-1.4188175VASELINE14.714.80.19.39.1-0.2185175YU MEI JING9.19.40.32
45、0.219.7-0.65352FA4.24.60.33.94.90.9125101SOFTSENSE1.11.60.411.40.4135123O.BRAND12.620.27.621.629.88.2118106In O.brands,key brand are of露华浓 雅佳美 drove sale in BJCopyright 2002 ACNielsen32BJ-H/S,Key Brands SKU Value ShareBody Lotion Basic BaseFANiveaVaselineCopyright 2002 ACNielsen33Key Brands SKU Comp
46、arison,BJ-H/SJF 02JF 03JF 02JF 03JF 02JF 03WeightedDistributionS.P.P.D(000RMB)RMB/PckMILK 200ml556.229.1REGULAR 100ml76782.52.115.315.5REGULAR 200ml66663.92.723.122.4REGULAR 300ml13130.91.934.731.9ULTRA CARE 100ml807543.817.917.1ULTRA CARE 200ml67679.74.926.826.1FA 100ml47261.81.515.110.9FA 250ml331
47、1.41827.226.8FA 400ml-PUMP195.738.2FIRMING LOTION 200ml334414.96.553.150.6FRESH 125ml4121.41.724.424.4FRESH 200ml32372.2332.128.8INTENSIVE MILK 125ml21302.81.720.225INTENSIVE MILK 200ml334566.72629.2VASELINE 100ml54447.16.121.421.2VASELINE 200ml37328.66.732.329.8Nivea(95Rmb/kg)Copyright 2002 ACNiels
48、en34A-H/S,XX Lotion Variant SKU ShareValue Share(Body Lotion Basic Base)4M to JF024M toJF03Chg YAND01JF02ND02JF03 Chg YAXX60.149.8-10.361.658.148.651.9-6.2MILK 200ml553.188REG LOTION 27.818.1-9.726.229.718.218-11.750ml1.60.6-11.71.40.50.7-0.7100ml11.27.5-3.711.610.87.47.6-3.2200ml14.79-5.712.517.59.
49、38.6-8.9300ml01.11.1001.11.21.2ULTRA CARE 32.326.7-5.635.428.427.325.9-2.5100ml2216.5-5.527.814.815.917.32.5200ml10.310.37.613.611.48.60-5.0Copyright 2002 ACNielsen35A-H/S,XX Lotion SKU Distribution&SPPDKey SKU Distribution Maintain;Milk-200ml Better In-Key SKU Distribution Maintain;Milk-200ml Bette
50、r In-Store Performance Than XX Other SKUsStore Performance Than XX Other SKUsND01 JF02ND02JF03JF02JF03Weighted DistributionS.P.P.D(000RMB)MILK 200ml192235.9REG LOTION5445615749.931.150ml2215966.911100ml5144525218.514.4200ml403336374022.7300ml87ULTRA CARE4537575958.143.2100ml4436555431.131.5200ml3126