【正文】 re all carry on multiple roles in both distribution and retail sales. (2) The distribution sales is quite low because survey includes a number of new distributors, and the sales number is also skewed by retailers who have weak distribution sales. (3) The retail sales number is skewed by a couple of retailers whose retail sales is even higher than most of distributors sales during a year(4) The market share of retailers looks higher since the data is skewed by some dominant local retail chains and dominant retailers in county level cities.12. Do you experience the sales fluctuation in different months?? Yes, the fluctuation is as follows? No? Peak months are ______________________, Sales _______________units/month ? Normal months are ____________________, Sales _______________units/month ? Low months are _______________________, Sales _______________units/month Question 12Survey Results Commentsn 92% of respondents confirmed the seasonal nature of their salesn The period just prior to Chinese New Year and the summer months are the two peak seasons with sales volumes around 80% higher than transitional periods.n The 23 months after Chinese New Year and November are the low season months with average sales volume 26% lower than transitional periods.n May, October and December are the transitional month from normal season to peak season.Peak seasonsAverage Sales(Units / month)MonthsTransitional period(s)Low seasons? January (preChinese New Year), ? June to September? May, October, December? February to April (post New Year) ? November849472351SeasonSales FluctuationOrderingOrdering Table AOrdering Service Importance and Customer SatisfactionProduct AvailabilityAbility to Respond to Urgent Orders Order FrequencyMinimumOrder SizeOrdering1.ItemsNo. Satisfaction (Electrolux)Importance421 3 5421 3 5421 3 5Satisfaction Generally421 3 5421 3 5421 3 5421 3 5421 3 5421 3 5421 3 5421 3 5421 3 5421 3 5421 3 5421 3 5a Rate from Electrolux Sales Managers Rate from Electrolux customers AOrdering Table A? “Ability to Respond to Urgent Orders”, and “Product Availability” ranked the most important factors from the survey? Though above average, the customer satisfaction rate towards Electrolux’s ability to respond to urgent orders scored relatively the lowest among all the factors. Customers from most of the regions, such as Carrefour Beijing, Guangzhou Department Store plained that there is no differentiation in response levels between the normal orders and urgent orders? The overall customer satisfactory rate towards Electrolux’s ordering service level is particularly low in the Guangdong region ? Most of the retailers showed lack of understanding for minimum order quantity and order frequency as they are presently ordering based on demand and payment credit, and regard minimum order quantity as less important in affecting their business revenues. Several customers indicated “1” as desired minimum order sizeOrdering Service Importance and Customer SatisfactionOrdering CommentsOrdering Service Best Ordering Service Competitor Feedback from Surveys Ordering Competitor1. Minimum Order SizeBest WorstElectrolux 4 (2EC) Haier 3 3 (2W)Siemens 3 (2W)Xinfei 2 Best Overall, Electrolux does have the most answers for best, but the responses were quite spread out geographically. Electrolux appears to be slightly stronger in Eastern China, while Siemens appears to be slightly stronger in Western China.Worst Haier clearly has the most mentions and it appears to be weakest in the West.Data Data is scattered across answers. Minimum order size is 1, but it is very much dependent on who the customer is. Similarly for the worse2. Order FrequencyBest WorstHaier 2 2Electrolux 2Best Worse Scattered results across several players with no clear indication of best playersSlim leads by Haier and Electrolux both rated 2 mentions in the best category.Interesting note, is that Haier’s responses in EC rates it as the best by one distributor while it is the worse by the retailerData No specifics3. Ability to respond to Urgent OrdersBest WorstElectrolux 3 Haier 4 2 (2EC) Samsung 3 2Xinfei 2Rongsheng 2Best Haier has the most mentions with 4 (which are spread throughout China). Electrolux next has 3 mentions but all focused on EC (2 retailers, 1 distributor). Samsung also appears moderately better with 3 mentions overall, 2 being in EC.Worse Most of the worse case mentions were fairly distributed with the exception of Haier which had 2 mentions in EC.4. Product AvailabilityBest WorstElectrolux 2 Haier 3 (2SC) 7 (4EC,) Xinfei 2 (2EC)Siemens 4 (2CS)Rongsheng 2Best Moderate feedback with best for Electrolux, Haier and Xinfei. Haier appears slightly stronger for product availability in SC while Xinfei is stronger in EC.Worst Haier appears to have the worse problems with product availability, particularly in EC. Siemens also appears to have some problems (focusing on CS).Data Only several pieces of data given for best (ranges from 70 to 100%)13. What is you current order transmission mode? Fax ? Telephone ? Email ? Other__________Ordering Question 13Order Transmission ModeSurvey Result Commentsn Many customers have a preference for utilizing “interactive” (. telephone or face to face) ordering modes so that they can get a clear idea of product availabilityn Currently, no respondents use to place orders. Presumably this is because of the low level of IT infrastructure in China and that vendors have not developed this type of service. Customers in Guangzhou region are more open to adopting ne