【正文】 KU Share Value Share(Body Lotion Basic Base) 4M to JF02 4M to JF03 Chg YA ND01 JF02 ND02 JF03 Chg YA XX MILK 200ml 5 5 8 8 REG LOTION 18 50ml 1 100ml 200ml 9 300ml 0 0 0 ULTRA CARE 100ml 22 200ml 0 35 AH/S, XX Lotion SKU DistributionSPPD Key SKU Distribution Maintain。 Distribution Slightly Increased 4 . 9 4 . 97 . 55 . 93 . 7 4 . 25 . 28 . 21 1 . 34 . 28 . 81 4 . 29 . 91 1 . 21 . 20 . 80 . 91 . 31 . 53 . 43 . 64 . 24 . 23 . 82 . 902468101214161820JF 0 1 M A 0 1 M J 0 1 JA 0 1 S O 0 1 N D 0 1 JF 0 2 M A 0 2 M J 0 2 JA 0 2 S O 0 2 N D 0 2 JF 0 32 2 0 ml ( 浴后乳液） 1 0 8 ml （鮮奶乳液） 1 1 0 mlBody 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 Distribution () () 13 . 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 108ml 8 9 220ml 7 8 N2 YMJ 108ml 6 12 16 220ml 9 12 N A City YMJ 108ml 23 30 220ml 26 30 Volume Share Weighted Distribution 14 Body Basic Lotion, Sales Mix Growth By City Quick Development of Body Basic Lotion Traced to Key A Cities 1961922932833802064 M t o JF 0 2 4 M t o JF 0 3T o w n BC D C i t i e s A C i t e i s 4 C i t i e s22634 2921636521451423220333125317 220514 M o n t h s t o JF 0 2 4 M o n t h s t o JF 0 3T o w n BC D C i t i e s A C i t e i s 4 C i t i e sVolume 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 JF02 15 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 YU MEI JING 25 4 BAI QUE LING HAI ER MIAN 2 5 XILI 0 6 GONG DENG 0 0 2 XIAN ZI 4Months to JF03 chg YA JF02 chg YA JF02 chg YA JF02 chg YA XX VASELINE NIVEA SOFTSENSE A City BCD City 4 City National Volume Base Body Lotion Basic Base 16 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 Basic Base YU MEI JING 8 5 BAI QUE LING 1 PEARS 1 FA TOBABY XILI 0 0 XX VASELINE 4 NIVEA 1 SOFTSENSE 4Months to JF03 chg YA JF02 chg YA JF02 chg YA JF02 chg YA A City BCD City 4 City National 17 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 also captured positive volume growth (11%), but its value growth was much lagged behind (7%) in recent winter 18 Summary Body ? With Body, Lotion still obtained outstanding growth with growth rate of 26% in volume and 17% in value。 But our distribution expansion led to our share gains in BCD cities, which narrowing our overall share lost 20 Summary Body ? Overall speaking, XX is still the absolute leader in the Basic Body Lotion segment in value terms。 UC 200ml Maintained Overall Distribution but Declined in SPPD ND01 JF02 ND02 JF03 JF02 JF03 MILK 200ml 60 70 REG LOTION 87 87 86 76 100ml 74 72 84 75 200ml 87 85 61 54 300ml 27 22 UC LOTION 88 86 89 86 100ml 65 63 80 75 200ml 87 85 87 86 Weighted Distribution (000RMB) (11) (11) ?Number in brackets are of weighted distribution. 26 SHH/S, Body Key Brand Share Price Low Price Product Gained Share。 Value Also Outgrew Volume 02 , 0 0 04 , 0 0 06 , 0 0 08 , 0 0 01 0 , 0 0 01 2 , 0 0 0JF01MA01MJ01JA01SO01ND01JF02MA02MJ02JA02SO02ND02JF0302004006008001 , 0 0 01 , 2 0 01 , 4 0 01 , 6 0 0V o l u me Sa l e s(0 0 0 T o n ) V a l u e Sa l e s (0 0 0 R mb )Total Skin Moisturizer 6% 9% 4 Months Growth vs YA 2% 3% Volume Value MAT Growth vs YA 4 Product Segment Sales Growth, Nat. Growth of All Segments Accelerated。 Milk200ml Better InStore Performance Than XX Other SKUs ND01 JF02 ND02 JF03 JF02 JF03 Weighted Distribution (000RMB) MILK 200ml 19 22 REG LOTION 54 45 61 57 50ml 22 15 9 6 11 100ml 51 44 52 52 200ml 40 33 36 37 40 300ml 8 7 ULTRA CARE 45 37 57 59 100ml 44 36 55 54 200ml 31 26 31 29 36 AH/S, Body Key Brand Share Price Other Than N A, Nivea Gained Share While XX Decline Body Lotion Basic Base Value Share 5 5 . 34 8 . 16 4 . 65 6 . 3 5 6 . 1 5 4 . 94 6 . 5 4 3 . 7