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Retail Audit Presentation Prepared XXX

Retail Audit Presentation Prepared XXX. Updated to Jan/Feb.2003. Category Overview. Personal Wash. Agenda. Category Overview Why XX-Bath Liquid Lose Share in SH/E A/S BCD/E BCD Milk Yearly Performance Review Explore 300~999ml Pack Sales Opportunity TTT Bag Launch Evaluation.

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Retail Audit Presentation Prepared XXX

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  1. Retail Audit Presentation Prepared XXX Updated to Jan/Feb.2003

  2. Category Overview Personal Wash

  3. Agenda • Category Overview • Why XX-Bath Liquid Lose Share in SH/E A/S BCD/E BCD • Milk Yearly Performance Review • Explore 300~999ml Pack Sales Opportunity • TTT Bag Launch Evaluation

  4. Category Overview

  5. SummaryCategory Overview • Total PW market size increased continuously driven by Bath Liquid, and Hand Wash size emerged in latest 2 years across cities; Bar soap size increased in cities as well • so far, Bar soap market size has little sales impact from the growth of Hand Wash and Bath Liquid • XX sales grew in line with total market yearly while behind the growth rate in latest 6 month vs YA; and lose share traced to SH/E A/S BCD/ E BCD

  6. SummaryCategory Overview(Con.) • Overall MNB gained share in latest 6 months vs YA largely driven by P&G; Olay gained share fastest followed with Dove • Zici/Aoxue captured share gain continuously • XX Milk share gained and distribution increased vs last year while failed to recover the lose from other variants

  7. Product Segment Annual GrowthTotal Category Increased While Bar Soap Sales Maintain Volume Sales(Mil.Ton) Value Sales(Mil.Rmb) Year Growth +12% +9% +100% +85% +49% +25% +2% +1%

  8. Product Sales Mix & Growth by CityBar Captured Size Growth In City, Which Indicating Little Impact From the Growth of BW/HW Volume Base-MAT JF03 Year Growth 12 2 49 100 38 -7 -9 104 51 15 5 142 36 18 9 33 15 60 68

  9. Product Segment Sales Growth IndexSoap Sales Captured Slightly Decline In Latest 2 Periods vs. YA Volume Growth Index Total Personal Wash

  10. Product Segment Growth by CityND02/JF03 vs ND01/JF02Bar Soap Sales Decline In BCD&Town Volume Growth TTL PW Bar Soap Bath Liquid Hand Wash National 6.4 -3.6 39.1 75.2 4 Cities 26.3 1.3 67.1 59.6 A Cities 6.1 3.4 2.3 87.6 BCD Cities 9.9 -1.9 49.3 84.3 Town -10.3 -12.2 20.8 -25.6

  11. Bath Liquid Sales Growth XX Vs. TTLXX Behind Market Growth In JF03 vs JF02 Volume Base Value Base Volume Base Value Base

  12. Multi.National Manufacture Share & ChgP&G Drove the Growth Of MNB In Last Winter Season; XX Lose Share (National Bath Liquid Base) 6M to 6M to +/- Chg +/- Chg JF02 JF03 SO 01 ND 01 JF 02 SO 02 ND 02 JF 03 JF03vs.02 Volume Share MNB Bath Liq. 17 18.9 1.9 16.8 17.6 18.6 19.1 20.4 21.4 2.8 XX 7.5 7 -0.5 7 6.3 8.3 6.3 6.9 7.2 -1.1 P&G 3.5 7.0 3.5 2.9 3.9 3.5 6.8 6.6 6.7 3.2 Unilever 5.1 4.1 -1 4.9 5.2 4.4 3.3 4.2 4.8 0.4 Kao 2.3 2.9 0.6 1.9 2.3 2.4 2.6 2.7 2.7 0.3 Value Share MNB Bath Liq. 29 31.3 2.3 28.3 30 30.7 31.4 33.6 35.4 4.7 XX 11.6 11.1 -0.5 11.3 10 12.9 10.5 11.1 11.5 -1.4 P&G 7.6 10.3 2.7 6.2 8.4 7.2 11.8 11.7 12.4 5.2 Unilever 8.0 6.9 -1.1 7.8 8.3 7.1 5.5 7 7.8 0.7 Kao 3.3 4.0 0.7 2.9 3.3 3.5 3.7 3.8 3.7 0.2

  13. AOXUE 3.3 5.8 2.5 3 3.3 4 5.8 5.4 5.9 1.9 LIU SHEN 8.2 6.9 -1.3 12.8 7.8 6.3 10.8 6.5 4.8 -1.5 ZICI 2.3 3.4 1.1 2.3 3.7 1.8 3.6 3.4 3.3 1.5 MNB & Key Lo.Brand Value Share Olay Leading The Growth Followed with Dove (National Bath Liquid Base) 6M to 6M to +/- JF03 +/- Chg JF02 JF03 SO 01 ND 01 JF 02 SO 02 ND 02 JF 03 vs.02 MNB Bath Liq. 29 31.3 2.3 28.3 30 30.7 31.4 33.6 35.4 4.7 XX 11.6 11.1 -0.5 11.2 9.9 12.9 10.4 11.1 11.5 -1.4 OLAY 2.8 5.0 2.2 2.2 3.2 2.6 4 4.5 6.1 3.5 LUX 6.4 4 -2.4 6.5 6.6 5.7 3.5 3.9 4.6 -1.1 SAFEGUARD 4.4 5.3 0.9 3.8 5.1 4.5 5.5 5.4 4.4 -0.1 DOVE 1.2 2.8 1.6 0.9 1.3 1.2 1.9 3 3.2 2 BIORE 3.3 2.3 -1.0 2.9 3.3 3.5 2 2.1 2.3 -1.2 ZEST 0.1 2.1 2.0 0.2 0.1 0.1 2.3 1.8 1.8 1.7 QING XIN 1.7 1.7 1.6 1.7 1.4 1.4

  14. MNB Price Tracking, NationalOlay/SFG/Dove Price Gap Narrowing Down With XX Rmb/Lit Price Index to XX Rmb/Lit Price Index to XX JF 02 SO 02 ND 02 JF 03 XX 68 100% 61 59 57 100% OLAY 97 142% 74 74 72 127% LUX 70 103% 60 60 55 96% SAFEGUARD 87 127% 62 63 63 111% DOVE 80 117% 65 62 60 107% BIORE 64 93% 57 57 53 93% ZEST 54 53 53 93% QING XIN 45 45 44 78% 46 74% LIUSHEN 45 48 46 81%

  15. Bath Liq. Key Brands Distribution GrowthCompetitors Close Distribution Gap with XX Weighted Distribution

  16. Bath Liq. XX / MNB / Lo. Share Change by CityXX Declined Noticeable In SH/E A/E BCD/S BCD Volume Share Change (SO01~JF03 vs SO02~JF02)

  17. XX Bath Liq. Share Trend By VariantMilk Failed to Recover the Lose From Old Variants (National Volume Share Bath Liquid Base)

  18. XX Bath Liq. Share Trend By Variant (National Value Share Bath Liquid Base)

  19. XX Bath Liq. Variant Distribution TrendEach Variant Distribution Increasing vs. YA National Weighted Distribution

  20. Why XX Lose Share In SH/EA/E BCD/ S BCD

  21. XX Share & Change by SKU, SH-H/SShare Decline All Variants Except Milk +/- % Chg SO02~JF03 vs YA Value Share(Bath Liq. Base) SO 01 ND 01 JF 02 SO 02 ND 02 JF 03 -1.3 XX 11.3 13.3 16.8 11.4 13.3 12.3 -0.2 COOLING 2 0.7 0.6 1.5 0.7 0.4 -0.2 300ML 1.1 0.3 0.3 0.8 0.3 0.2 1000ML 0.9 0.3 0.3 0.7 0.5 0.2 0 BLUE 2.4 2.3 2.1 1.5 1.7 1.5 -0.7 100ML 0.5 0.4 0.3 0.3 0.4 0.5 0 300ML 1.1 1.2 1.1 0.8 0.9 0.7 -0.4 1000ML 0.8 0.6 0.6 0.4 0.4 0.4 -0.3 YELLOW 2.6 2.9 2.4 1.6 2.2 1.7 -0.8 -0.5 300ML 1.5 1.4 1.2 0.8 1.1 0.9 -0.4 1000ML 1.1 1.5 1.2 0.8 1.1 0.8 1.3 MILK 0.1 3.4 8.1 3.9 5.6 4.9 300ML 0.1 1.7 2.8 2 2.9 2.5 1.1 1000ML 0 1.7 5.2 1.9 2.6 2.4 0.2 PEACH 2.3 2.2 1.9 1 1.1 2.1 -0.8 300ML 0.9 0.9 0.8 0.5 0.5 0.4 -0.4 1000ML 1.4 1.3 1.1 0.5 0.6 1.7 -0.4 TTT 1.7 1.8 1.8 1.7 1.9 1.6 -0.1 300ML(Bag) 0.2 0.3 0.2 0.3 300ML 1.6 1.8 1.7 1.4 1.5 1.2 -0.3

  22. SO 01 ND 01 JF 02 88 89 90 86 76 75 77 63 73 56 53 55 86 89 79 44 59 49 84 87 79 41 41 45 79 70 69 79 70 69 52 51 54 22 75 86 22 74 85 14 66 68 87 87 86 87 86 86 51 52 53 82 74 75 71 71 73 XX SKU Weighted Distribution, SH-H/SDist. Increasing Most SKUs & Shelf Choice Increasing SO 02 ND 02 JF 03 XX 86 87 87 COOLING 84 84 83 300ML 76 75 70 1000ML 67 66 61 BLUE 84 87 85 100ML 62 59 62 300ML 83 86 85 1000ML 55 58 61 YELLOW 78 77 75 300ML 71 73 70 1000ML 64 57 60 MILK 79 77 84 300ML 79 77 84 1000ML 73 71 72 PEACH 84 77 75 300ML 65 56 52 1000ML 64 61 60 TTT 85 85 84 300ML(Bag) 30 35 31 300ML 84 84 83

  23. Key Brand Share & Distribution, SH-H/SDove / Olay / SFG/ Qing Xing Gained Share Value Share(Bath Liq. Base) Weighted Distribution

  24. Segment Share & Chg by Brand, SH-H/SFresh/Antigerm Gained Importance While XX Cooling Weak; Dove Share Prompted & Leading In Moist. Value Share(Bath Liq. Base) SO01~JF02 SO02~JF03 OTHERS 20 13.5 XX 6.1 4.4 LUX 4.9 0.1 MOISTURIZER 43.3 43.7 • DOVE 2.8 10.5 • XX 6 6.8 • Olay 5.1 6.3 LUX 6.6 5.7 NIVEA 4 3.8 BIORE 2.9 1.9 PONPON 3.6 1.3 FRESH 28.7 31 LIU SHEN 17.2 15.2 • QING XIN 4.7 • ZEST 2.3 BIORE 4.3 2 LUX 2.3 1.9 XX 1.2 1 BEAUTY WHITENING 1 2.9 • LUX 1.9 ANTI-GERM 6.1 8.5 • SAFEGUARD 3.8 6 DETTOL 1.5 1.9

  25. Dove SKU Share&Distribution&Price,SH750ml Gained Share Strongly Value Share(Bath Liq. Base)-SH H/S Weighted Distribution JF 02 ND 02 JF 03 Dove 44 75 74 250ml 74 73 500ml 20 2 550ml 44 750ml 62 71 Rmb/Lit JF 02 ND 02 JF 03 Dove 86 61 61 250ml 80 80 500ml 84 550ml 102 750ml 56 56

  26. Dove SKU Share&Distribution&Price, SH720ml Gained Rapidly; More Shelf Choice Weighted Distribution JF 02 ND 02 JF 03 Value Share(Bath Liq. Base)-SH H/S OLAY 57 67 72 BLUE 200ml 14 18 BLUE 400ml 58 61 BLUE 720ml 48 55 O. 400ml 56 4 4 O. 720ml 28 8 7 PINK 200ml 15 17 PINK 400ml 58 61 PINK 720ml 57 63 Rmb/Lit JF 02 ND 02 JF 03 OLAY 78 65 64 BLUE 200ml 75 76 BLUE 400ml 68 69 BLUE 720ml 60 60 O. 400ml 85 O. 720ml 68 PINK 200ml 78 76 PINK 400ml 69 69 PINK 720ml 59 59

  27. Rmb/Lit Qingxin SKU Share&Distribution&Price, SHNew Comers with Competitive Price Value Share(Bath Liq. Base)-SH H/S Weighted Distribution

  28. Rmb/Lit Zest SKUs Share&Distribution&Price, SH750ml Captured Dist. Push Recently Value Share(Bath Liq. Base)-SH H/S Weighted Distribution

  29. Liushen SKUs Share&Distribution&PriceNew Launch Items Failed to Help Share Gain Value Share(Bath Liq. Base)-SH H/S

  30. Key Brand Share Change by PacksizeXX 1Lit Lose Share While Dove/Olay/SFG Bigpack Increased Fast Value Share(Bath Liq. Base)-SH H/S SO02~JF03 chg SO02~JF03 chg SO02~JF03 chg OLAY 6.3 1.3 LUX 9.6 -4.3 XX 12.2 -1.3 200ML 0.6 0.4 250ML 3 3 100ML 0.5 -0.1 400ML 2.4 -0.5 300ML 0.3 -7.8 300ML 6.8 -0.4 720ML 3.3 1.4 750ML 5.2 -0.4 1000ML 4.9 -0.8 SFG 6.1 2.2 1000ML 1.2 1.2 BIORE 3.9 -3.5 200ML 0.6 0.2 300ML 1.1 -1.1 DOVE 10.6 7.8 400ML 2.5 0.9 750ML 1.2 -3.5 250ML 3 3 750ML 3 1.1 1000ML 1.6 1.1 500ML 0 -1.1 ZEST 2.3 2.3 QING XIN 4.8 4.8 550ML 0 -1.2 200ML 0.5 0.5 300ML 1.3 1.3 750ML 7.6 7.6 400ML 1.1 1.1 750ML 3.5 3.5 750ML 0.8 0.8 LIU SHEN 14.7 -2.5 200ML 1.3 -0.4 350ML 3.9 -1.9 700ML 3.1 -5.6 1000ML 5.3 4.4 1500ML 1.1 1.1

  31. Key Brand Big Price , SH-H/SXX 1L Price per Pack High Could Be An Issue Behind Rmb/Pck Rmb/Kg SO02~JF03 SO01~JF02 SO02~JF03 XX 1000ML 48 44 44 BIORE 750ML 55 57 42 BIORE 1000ML 44 44 44 QING XIN 750ML 40 30 LIU SHEN 1000ML 34 32 32 LIU SHEN 1500ML 31 46 LUX 750ML 61 46 35 LUX 1000ML 38 38 DOVE 750ML 56 42 OLAY 720ML 73 59 43 SFG 750ML 69 51 38 ZEST 750ML 41 31

  32. MNB Big Pack Top SKU Ranking,SH-H/SXX Share Behind Competitors In SKU Level Value Share(Bath Liq. Base) SO 01 ND 01 JF 02 SO 02 ND 02 JF 03 DOVE 750ML 5.1 10.3 8.2 LUX ORANGE 750ML 2.7 3 3.7 OLAY PINK 720ML 1.1 1 2.8 LUX RUNFU(W) 1000ML 0.2 2.5 XX MILK 1000ML 0 1.7 5.2 1.9 2.6 2.4 QING XIN CAOYE 750ML 1.9 2.5 1.8 XX PEACH 1000ML 1.4 1.3 1.1 0.5 0.6 1.7 BIORE KAOZIRUN 1000ML 0.1 0.1 0.1 0.4 0.3 1.6 LIU SHEN TEXIAO 1000ML 1.2 1.2 0.2 5.5 1.5 1.5 OLAY PGBLUE 720ML 2.2 1.1 1.4 XX JJYELLOW 1000ML 1.1 1.5 1.2 0.8 1.1 0.8 XX JXXLUE 1000ML 0.8 0.6 0.6 0.4 0.4 0.4 XX COOLING 1000ML 0.9 0.3 0.3 0.7 0.5 0.2

  33. MNB Big Pack Top SKU Distribution & S.P.P.D & Price, SH-H/SDove/Olay/Lux SKU Better In-Store Performance Weighted Distribution Rmb/Lit SPPD JF 02 ND 02 JF 03 JF 02 ND 02 JF 03 JF 03 DOVE 750ML 62 71 56 56 18.3 LUX ORANGE 750ML 69 71 46 45 8.2 OLAY PINK 720ML 57 63 59 59 7.1 LUX RUNFU(W) 1000ML 19 30 42 38 13.1 XX MILK 1000ML 68 71 72 49 43 44 5.2 83 80 40 41 QING XIN CAOYE 750ML 3.5 XX PEACH 1000ML 53 61 60 47 44 46 4.4 BIORE KAOZIRUN 1000ML 9 18 18 48 43 41 14.2 LIU SHEN TEXIAO 1000ML 9 35 39 34 31 32 6.1 OLAY PGBLUE 720ML 48 55 60 60 4 XX JJYELLOW 1000ML 54 57 60 46 43 45 2.1 XX JXXLUE 1000ML 45 58 61 44 43 40 1.1 XX COOLING 1000ML 55 66 61 49 50 47 0.6

  34. Why XX Lose Share In SH • XX lose share across all variants except Milk • XX distribution gained most SKUs, and shelf choice increasing • XX share lose under the competition from MNB, Dove gained the most followed with Olay which consolidated share from other brands of ‘Moisturizer’ segment; new comers Qingxin/Zest gained and drove ‘Fresh’ while XX Cooling weak • XX 1Lit share declining, and share behind competitors in SKU level, price could be an issue behind

  35. XX Share & Change by SKU, E AShare Decline On Blue/TTT/Cooling +/- % Chg SO02~JF03 vs YA Value Share(Bath Liq. Base) SO 01 ND 01 JF 02 SO 02 ND 02 JF 03 -5.8 XX 14.7 12.5 17.7 7.9 8.6 11.7 -0.6 COOLING 2.2 0.3 0.2 0.5 0.2 0.5 -0.5 300ML 2.1 0.2 0.2 0.4 0.1 0.4 0 1000ML 0.1 0.1 0 0.1 0 0 -3.3 BLUE 7.7 7.4 2.5 2.2 1.7 4.1 -0.8 100ML 2.8 2.6 2 1.6 1 2.6 -2.4 300ML 4.5 4.6 0.4 0.5 0.6 1.4 -0.1 1000ML 0.4 0.1 0.1 0.1 0.1 0.1 0.3 YELLOW 0.5 0.7 1.5 1.2 1.4 0.8 300ML 0.3 0.5 1.4 1 1.1 0.6 0.2 1000ML 0.2 0.2 0.1 0.2 0.3 0.2 0 MILK 0.1 0.5 0.9 2 2.7 2.9 1.9 300ML 0.1 0.3 0.6 1.6 2.2 2.5 1.7 1000ML 0 0.2 0.3 0.3 0.4 0.4 0.2 PEACH 0.6 0.6 0.8 0.7 0.7 0.8 0 300ML 0.5 0.5 0.6 0.6 0.4 0.7 0.1 1000ML 0.1 0.1 0.2 0.1 0.3 0.1 0 TTT 3.5 3.1 11.7 1.3 2.1 2.6 -4.2 TTT 300bag is of 0.1% in JF03 100ML 1.3 1 8.2 0.5 0.8 1.2 -2.7 300ML 2.2 2 3.5 0.8 1.2 1.2 -1.5

  36. SO 01 ND 01 JF 02 SO 02 ND 02 JF 03 XX 60 61 62 81 64 67 COOLING 33 16 13 29 27 22 300ML 33 14 12 29 27 19 1000ML 11 10 5 26 16 19 BLUE 60 59 61 75 53 53 100ML 45 43 43 74 45 52 300ML 39 25 25 36 34 27 1000ML 17 9 7 24 16 20 YELLOW 11 19 17 39 31 32 300ML 11 19 17 38 31 32 1000ML 9 9 7 26 16 19 MILK 3 10 8 42 34 32 300ML 3 10 8 41 34 33 1000ML 3 10 8 24 15 18 PEACH 18 19 24 42 34 36 300ML 18 19 15 40 33 35 1000ML 9 9 16 23 16 18 TTT 52 47 46 62 56 61 100ML 40 35 31 46 32 43 300ML 24 27 27 39 41 40 XX SKU Weighted Distribution, E ASKU Distribution Increased & More Shelf Choice TTT 300bag weighted dist. is of 16

  37. Key Brand Share & Distribution, E AA Number Of Competitors Gained Share Value Share(Bath Liq. Base) Weighted Distribution • Qingxin share scored to 7% in SO02 and 1.4% in JF03

  38. Segment Share & Chg by Brand, E AMoist.&Fresh Gained Importance; XX Cooling Weak SO01~JF02 SO02~JF03 Value Share(Bath Liq. Base) OTHERS 29.7 20.5 XX 12.6 5.1 LONG LI QI 4.4 2.4 MOISTURIZER 27.4 33.2 • Olay 6.5 11 • LUX 2.6 4 • XX 1.4 3.7 • DOVE 0.3 2.3 BIORE 4 1.9 FRESH 21.6 25.9 LIU SHEN 13.4 10.2 • QING XIN 4.4 • ZEST 2.9 XX 0.9 0.4 BEAUTY WHITENING 3.8 4.7 • LUX 1.5 SOFTTO 1 0.7 ANTI-GERM 14.9 14.9 SAFEGUARD 13 12.7

  39. Olay SKUs Share&Distribution&Price,E ABalanced Gained From Packs Weighted Distribution Value Share(Bath Liq. Base) JF 02 ND 02 JF 03 Blue 200ML 37 25 Blue 400ML 42 29 Blue 720ML 24 22 Others 200ML 43 11 8 Others 400ML 39 5 4 Others 720ML 16 4 5 Pink 200ML 38 30 Pink 400ML 35 28 Pink 720ML 24 22 Rmb/Lit JF 02 ND 02 JF 03 Blue 200ML 90 86 Blue 400ML 76 75 Blue 720ML 65 68 Others 200ML 119 116 121 Others 400ML 101 52 70 Others 720ML 77 64 56 Pink 200ML 91 88 Pink 400ML 75 75 69 Pink 720ML 59

  40. Lux Variant Share in E AOrange Help Lux Share Gain Value Share(Bath Liq. Base) Orange-5.9%

  41. Lux SKU Distribution & Price in E A Weighted Distribution Rmb/Lit JF02 ND 02 JF 03 JF02 ND 02 JF 03 Beauty Whitening Beauty Whitening 29 35 57 61 Beauth Whitening 1000ml 5 8 Beauty Whitening 1000ml 51 39 Beauty Whitening 250ML 29 35 Beauty Whitening 250ML 73 71 Beauty Whitening 750ML 21 20 Beauty Whitening 750ML 51 51 Fresh Fresh 28 33 63 60 Fresh 1000ML 5 8 Fresh 1000ML 42 36 Fresh 250ML 28 33 Fresh 250ML 73 69 Fresh 750ML 21 25 Fresh 750ML 51 51 Moisturizer Moisturizer 25 31 57 58 Orange 250ml 25 31 Orange 250ml 69 69 Orange 750ML 21 24 Orange 750ML 51 51 Skin Care Skin Care 17 71 Others Others 10 93

  42. Dove SKU Share&Distribution&Price, E ABoth 250ml and 750ml Gained Share Value Share(Bath Liq. Base) Weighted Distribution JF 02 ND 02 JF 03 250ML 21 26 500ML 7 4 8 750ML 21 26 Rmb/Lit JF 02 ND 02 JF 03 250ML 80 84 500ML 84 72 63 750ML 61 61

  43. Rmb/Lit JF 03 QING XIN 49 CAOYE 300ml 52 CAOYE 750ml 45 KAOGANJU 300ml 50 KAOGANJU 750ml 46 Qingxin SKU Share & Distribution & Price In E A750ml Better Performed; Share Move Seasonally Value Share(Bath Liq. Base) Weighted Distribution

  44. Rmb/Lit JF 03 ZEST 55 GREEN 200ml 60 GREEN 400ml 51 GREEN 750ml 44 YELLOW 200ml 59 YELLOW 400ml 51 YELLOW 750ml 43 Zest SKU Share&Distribution&Price, E ASmall Pack Better Performed; Share Move Seasonally Value Share(Bath Liq. Base) Weighted Distribution

  45. Why XX Lose Share In E A • XX lose share on Blue/TTT/Cooling • XX distribution gained most SKUs, and shelf choice increasing • XX share lose under the competition from MNB • Olay gained the most followed with Lux/Dove drove ‘Moisturizer’ segment • Qingxin/Zest drove ‘Fresh’ in summer season while XX Cooling weak

  46. -3 -1.5 -1.6 -1.9 -0.9 -0.9 0 0 1.3 1.2 -0.2 -0.2 -0.6 -0.3 -0.4 XX Share & Change by SKU, E BCDShare Decline On Blue/TTT/Cooling/Peach +/- % Chg SO02~JF03 vs YA Value Share(Bath Liq. Base) SO 01 ND 01 JF 02 SO 02 ND 02 JF 03 XX 10.3 12.1 12.3 8.1 9.5 7.9 COOLING 1.7 1.8 2.7 0.8 0.5 0.2 300ML 1.7 1.8 2.7 0.7 0.5 0.2 BLUE 4.8 6.2 5.8 3.7 4.5 2.7 100ML 3.4 3 2.9 2.3 2.7 1.5 300ML 1.4 3.2 2.9 1.4 1.7 1.2 YELLOW 0.2 0.8 0.5 0.4 0.7 0.2 300ML 0.2 0.8 0.5 0.4 0.7 0.2 MILK 0 0.1 0.5 1.2 1.5 2 300ML 0 0.1 0.5 1.1 1.4 1.9 PEACH 0.5 0.7 0.4 0.2 0.3 0.5 300ML 0.5 0.7 0.3 0.2 0.2 0.5 TTT 3 2.4 2.4 1.8 2 2.2 100ML 1.7 1.8 1.2 1.3 1.1 1.6 300ML 1.2 0.5 1.1 0.5 0.9 0.6

  47. Bath Liq. Key Brand Share In E BCDOlay/SFG Gained Fastest Followed with Some Local Brands Value Share(Bath Liq. Base)

  48. Bath Liq. Key Brand Distribution In East East city SH E A JF 02 JF 03 JF 02 JF 03 JF 02 JF 03 Olay 35 42 54 69 45 42 XX 58 60 85 85 62 67 Liushen 56 60 91 85 41 59 Long L.Q. 26 43 12 59 47 44 SFG 50 45 82 72 60 55 Lux 42 44 76 74 18 36 Lafang 3 14 13 Slek 35 25 61 48 44 23 Tobaby 8 15

  49. SO01~JF02 SO02~JF03 OTHERS 27 19.2 XX 8.7 6 LONG LI QI 2.8 1.4 LUX 3.1 0.2 TOBABY 0.5 MOISTURIZER 28.8 29 • Olay 3.7 5.7 • SLEK 0.6 2.3 • XX 0.7 2 LUX 4.3 1.6 FRESH 29 32.7 LIU SHEN 15.2 12 • ZEST 3.6 • LONG LI QI 0.6 2 • BAI LI 1.4 XX 2.1 0.5 BEAUTY WHITENING 5.5 5.6 • LUX 0.5 • LAFANG 0.1 0.6 ANTI-GERM 7.3 10.5 • SAFEGUARD 5 7.1 LONG LI QI 0 0.8 Segment Share & Chg by Brand, E BCDFresh & Anti-germ Importance Gained Value Share(Bath Liq. Base)

  50. Olay SKU Share&Distribution&Price, E BCDShare&Distribution Gained From all SKUs Weighted Distribution East H/S/D SH-H/S East A Value Share(Bath Liq. Base) JF 02 JF 03 JF 02 JF 03 JF 02 JF 03 Olay 40 46 57 72 45 42 Blue 200ML 23 18 25 Blue 400ML 37 61 29 Blue 720ML 26 55 22 Others 200ML 20 3 4 4 43 8 Others 400ML 33 2 56 4 39 4 Others 720ML 14 4 28 7 16 5 Pink 200ML 24 17 30 Pink 400ML 37 61 28 Pink 720ML 29 63 22 Rmb/Lit-E BCD JF 02 ND 02 JF 03 Olay 117 84 85 Blue 200ML 87 86 Blue 400ML 78 74 Blue 720ML 64 60 Others 200ML 127 Others 400ML 105 Others 700ML 76 Pink 200ML 90 90 Pink 400ML 76 73 Pink 720ML 62 62

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