达能的消费者购物研究

1、编辑ppt 购物者研究报告摘要购物者研究报告摘要 20 201 12 2年年1212月月编辑ppt主要内容n项目介绍Introduction n研究目的Research objectivesn研究方法Methodologyn样本标准Respondent Criterian主要发现Key Findingsn饼干品类定义和细分Category Definition and Segmentationn饼干品类购买习惯和行为Category Shopping Habits and Behaviorn对店内促销的态度n理想货架陈列n对新产品的态度编辑ppt简介简介Introduction编辑ppt研究目

2、的Research Objectivesn通过这次研究，达能期望能够达成以下两方面目的：n研究购物者在连锁型超市的购买行为与态度n探询目前的饼干货架陈列在何种程度上符合了消费者在连锁超市一般购物行为的需要n在更深程度上来说，此次研究主要为使以下品类管理手段更易实施与开展：n通过清除低流转率的产品以改进目前的商品分类n增加货架价值以最大化单次购买金额n提高货架吸引力以增加冲动性购买机会n找到一种合理的由消费者定义的饼干品类细分n最小化断货带来的不良影响编辑ppt研究方法Methodologyn12 组陪同购物，选定的消费者每月光顾联华在三次或以上n6组小型（4人）焦点座谈，选定的消费者每月光顾联

3、华在三次或以上 n600份店内拦截式定点访谈 n店内拦截访谈过程中进行现场录象观察编辑ppt样本标准: 陪同购物被被访访者者定定义义： 人人数数 性性别别 年年龄龄 有有无无孩孩子子 饼饼干干购购买买中中的的角角色色 女 18-24 无 饼干购买者与使用者 1 男 18-24 无 饼干购买者与使用者 1 女 25-34 无 饼干购买者与使用者 1 女 25-34 3-6 岁间 饼干购买者与使用者, 孩子是主要使用者 1 女 25-34 7-10 yrs 饼干购买者与使用者, 孩子是主要使用者 1 男 25-34 Not applicable 饼干购买者与使用者 1 女 35-44 10-13

4、yrs 饼干购买者与使用者, 孩子是主要使用者 1 女 35-44 14-17 yrs 饼干购买者与使用者, 孩子是主要使用者 1 男 35-44 Not applicable 饼干购买者与使用者 1 女 45-49 Not applicable 饼干购买者与使用者 为全家购买饼干 1 女 50-54 Not applicable 饼干购买者与使用者 为全家购买饼干 1 男 45-54 Not applicable 饼干购买者与使用者 为全家购买饼干 1 编辑ppt样本标准:小型焦点座谈nGroup 1: 18-24间女性，饼干购买决策者，个人消费nGroup 2: 18-24间男性，饼干购买

5、决策者，个人消费nGroup 3: 25-34女性，饼干购买决策者，为个人和家庭消费购买，一半有一个37岁间的孩子，孩子是主要的饼干使用者nGroup 4: 35-44女性，有一个7-13岁间的孩子，饼干购买决策者，为个人和家庭消费购买； nGroup 5: 35-44男性， 饼干购买决策者，为个人和家庭消费购买；nGroup 6: 45-54男女混合组，饼干购买决策者，为个人和家庭消费购买。编辑ppt样本标准：店内访谈n所有经过或有目的地停留在饼干货架前的购物者编辑ppt样本标准：店内录象观察n所有经过或有目的停留在饼干货架前的购物者编辑ppt主要发现主要发现编辑pptHighlight o

6、f Key Findings n从品类管理的角度来说，可以把购物行为定义为是一个包含了三个阶段的过程：从品类管理的角度来说，可以把购物行为定义为是一个包含了三个阶段的过程：在家里，到店之前，在店内。在家里，到店之前，在店内。 It is the process that constitutes the analyticalframework of the management summary. Pre-store品类定义品类细分品类角色商店选择购物行程购物行为(总体上l)购买行为(针对品类)In-store在货架前的行为At home使用行为rShopping behavior决策流程/决策树

7、购买模式购买动机储备行为品牌决策购买角色 计划性和冲动性行走路线 相对固定的选择流程I店内其他影响因素-DM-stock out-restocking促销陈列编辑pptHighlight of Key Findings Pre-storeCategory definitionCategory segmentationRole of categoryStore selectionShopping tripShoppingbehavior(in general)Purchasebehavior(towards category)In-storeAt POSbehaviorAt homeUsageb

8、ehaviorShopping behaviorDecision process/ treePurchase modePurchase motivationStock-up behaviorBrand decisionPurchase role Planned vs. impulsiveWalking route Choice process at fixtureIn-store interface with shoppers-DM-stock out-restockingPromotionDisplay编辑ppt Category definitionn上海的消费者把饼干定义为“点心”的一个

9、子品类。或者说定义为是一个介于主食和零食之间的一系列产品。n对饼干的定义包括三个层次，核心的饼干、丰富后的饼干、扩张后的饼干，这个定义其实也反应了中国市场上饼干的演化过程。点心在概念上与通常的糕点接近，但与中国其他地区不同的是上海居民把点心定义为一个包括了象饺子、馄饨等仅被作为主食或零食的食品，这里的点心具有更为广的范畴。 Highlight of Key Findings - Biscuit Category Definition -编辑ppt Highlight of Key Findings - Biscuit Category Definition -BreadJiaoziWonton

10、CakeChart 1编辑ppt Highlight of Key Findings - Biscuit Category Definition -CakeJiaoziWontonBreadRice crackerSaqimaPieEgg rollsTraditional sweet biscuitsTraditional savory biscuitsDianxinCookieWaferSandwich biscuitsSoda biscuitsDigestive biscuitsChart 2编辑ppt Highlight of Key Findings -Biscuit Category

11、 Segmentation -n消费者对饼干的细分和当前通常的制造商对饼干的细分基本上类似；n消费者对饼干的定义主要基于以下原则： 味觉: sweet vs. savoryn产品形状和外观: single-layer vs. multi-layer (sandwich)n潮流: traditional biscuits vs. cookien功能性利益点: biscuits closer to main meal vs. biscuits closer to snack n典型的由消费者定义的饼干子品类如下： 咸饼干n甜饼干n威化n曲奇See Chart 3 on next pageCateg

12、ory definition编辑ppt Highlight of Key Findings -Biscuit Category Segmentation -CookiesConventionalsweet biscuitsSweet SandwichWaferSweetSodaSavoryOther sweet biscuits, such as milk,chocolate.Conventional savory biscuitsAugmented BiscuitsSandwichChart 3编辑pptBase: All respondents / Source: interview +

13、d2-1+d2-2 Category Segmentation: Joint Mapping of Name and Products Products Falling into Enriched Biscuit Concept - Chocolate Chips CookiesOreo Chocolate SandwichBreakfast Wheat CookieDanone TUC YYSandwichDanone Tiki TartletNissin Glico VegetableCrackersKSF 3+2 Soda SandwichDanone Prince ChocolateC

14、ookieNabisco Ritz BiscuitJiaShiLi Onion SodaDanone TUC OriginalFamilyDanmark Kjeldenses CookieDanone High-Ca SodaKSF Savory BiscuitsHuamel FuGuiLan cookieNestle Chocolate WaferPacific Salty Soda BiscuitDanone milk crackerKeebler Cream WaferBright Chocolate WaferGarden Morning Tea MilkBiscuitKeelber

15、Milk ArrowrootBiscuitKeebler Digestive Biscuit Sweet Milk Chocolate Savory Sandwich Cookie Soda Wafer-1.000-0.5000.0000.5001.0001.5002.000-1.500-1.000-0.5000.0000.5001.0001.5002.000Dimension 1 (37.2% variance explained)Dimension 2 (27.9% variance explained)编辑pptHighlight of Key Findings Pre-storeCat

16、egory definitionCategory segmentationRole of categoryStore selectionShopping tripShoppingbehavior(in general)Purchasebehavior(towards category)In-storeAt POSbehaviorAt homeUsagebehaviorShopping behaviorDecision process/ treePurchase modePurchase motivationStock-up behaviorBrand decisionPurchase role

17、 Planned vs. impulsiveWalking route Choice process at fixtureIn-store interface with shoppers-DM-stock out-restockingPromotionDisplay编辑ppt Highlight of Key Findings - Shopping Behaviors: Pre-store - Role of Biscuitn通常，饼干作为一个多面性的产品，70%的人把它当作正餐之间的充饥食品，50%的人只把它当作休闲娱乐食品-具有零食的特点；n一些年轻人在偶然的情况下会倾向于把饼干作为主食的

18、替代品。编辑pptBase: All respondents / Source: interview + C5 70705050494911119 99 95 50 05050100100Appeasing my hunger between mealsEating just for pleasure作为早餐作为早餐GiftReplacement of meal (excluding breakfast)Enjoying with friendsEntertaining guests/friendsRole of Biscuit编辑pptTotal15-2425-3435-4445-5455-

19、75(C)(D)(E)(F)(G)Base61115312411314082%Appeasing my hunger between meals705669C75C77C80CEating just for pleasure504955G62FG4436As breakfast494745485452Gift115111119C12Replacement of meal(excluding breakfast)915DG68105Enjoying with friends927DEFG7F213Entertaining guests/friends566544Eat as dim sum312

20、435Role of Biscuit-By Age-Base: All respondents / Source: interview + C5 编辑pptTotalMaleFemaleSingleMarriedBase611114497189422%Appeasing my hunger between meals7060735776Eating just for pleasure5044514950As breakfast4939514651Gift11712713Replacement of meal(excluding breakfast) 9119147Enjoying with f

21、riends9128233Entertaining guests/friends56574Eat as dim sum310123Role of Biscuit-By Gender/Martial Status-Base: All respondents / Source: interview + C5 编辑pptHighlight of Key Findings Pre-storeCategory definitionCategory segmentationRole of categoryStore selectionShopping tripDecision process/ treeP

22、urchase modePurchase motivationStock-up behaviorBrand decisionPurchase role Shoppingbehavior(in general)Purchasebehavior(towards category)In-storeAt POSbehaviorAt homeUsagebehaviorShopping behaviorPlanned vs. impulsiveWalking route Choice process at fixtureIn-store interface with shoppers-DM-stock o

23、ut-restockingPromotionDisplay编辑ppt Highlight of Key Findings - Shopping Behaviors: Pre-store -FlavorBrandPack sizePromotionPriceFlavorBrandPack sizePricePurchase decision tree两种典型的决策树:n一些被访者首先考虑口味，然后是品牌，规格等-这占大多数；n另一种方式则是先考虑品牌，再考虑口味，规格等。编辑pptDecision Tree (ii)Base: All respondents / Source: intervie

24、w + c9-1/c9-2Decision TreeDecision TreeDecision TreeRegular Brands(35%,213)TV Ad.(24%,50)Flavor(42%,88)Flavor(54%,27)TV Ad.(36%,32)Pack Size(46%,40)Price(56%,49)Flavor(45%,276)Regular Brands(35%, 107)Pack Size(14%,39)TV Ad.(48%,51)Pack Size(53%,57)Price(68%,73)Price(23%,63)TV Ad.(12%,33)Regular Bran

25、ds(53%, 33)Pack Size(42%,26)编辑ppt Highlight of Key Findings - Shopping Behaviors: Pre-store - Purchase moden在消费饼干时，通常消费者都是在几种口味和品牌当中进行选择 (包括对新口味的首次尝试和选择) 60%以上的购物者会在少数几个他们以前买过的饼干中选择。n计划性和目的性的购买似乎比较常见编辑ppt Highlight of Key Findings - Shopping Behaviors: Pre-store - Purchase motivationn立即就消费/吃n家庭储备n其他

26、购买诱因包括：n有吸引力的促销Attractive promotionn注意到新产品Notice of new productsn被孩子纠缠Pester power of kids编辑ppt Highlight of Key Findings - Shopping Behaviors: Pre-store - Stock-up behaviorn储备行为在相当程度上是一个普遍的行为模式，尤其是在中年、老年的女性购物者中n储备的原因：nFor unexpected needs以防不时之需nAs substitute of meals which require cooking作为需要烹煮的食物的

27、替代品nDue to reluctance to shopping frequently不愿意总是来买nFor economy or quantity discount因为在价格上或数量上的折扣nDue to rush in time (busy life)由于平时太忙n储备行为的潜在障碍包括：n考虑到产品的保质期n占地方n想常变换口味n经验主义者或是想尝试新的品牌、口味、规格、种类等n觉得没有储备的需要，因为现在超市和便利店的迅猛发展，买东西已经很方便编辑ppt Highlight of Key Findings - Shopping Behaviors: Pre-store - Brand

28、 decisionn在联华去买饼干之前，大部分的购物者仅知道要买什么种类的或什么牌子的饼干。而最终决定要买什么口味/规格/品种则是在货架前进行的。 Purchase rolen作为一个低卷入度的产品，通常决策者就是购买者。n而有孩子同去的购物者则会在孩子的纠缠下被孩子所影响。在决定口味、包装、甚至品牌时，孩子具有相当的影响力。编辑pptHighlight of Key Findings Pre-storeCategory definitionCategory segmentationRole of categoryStore selectionShopping trip Planned vs.

29、 impulsiveWalking route Choice process at fixtureIn-store interface with shoppers-DM-stock out-restockingPromotionDisplay Shoppingbehavior(in general)Purchasebehavior(towards category)In-storeAt POSbehavior(in Lianhua)At homeUsagebehaviorShopping behaviorDecision process/ treePurchase modePurchase m

30、otivationStock-up behaviorBrand decisionPurchase role 编辑ppt Highlight of Key Findings - Shopping Behaviors: In-store - Planned vs. impulsiven大部分的购物者在联华购物都是有计划的：n他们当中的大部分仅在脑子里有计划而很少会写在纸上；n通常会计划到品类n当被问到买饼干时，通常也都是有计划的。很典型地会计划到什么种类和品牌。n但在一些情况下，他们的计划也会改变：n断货it was short of supply n被促销吸引，包括被促销小姐介绍和降价、折扣n注

31、意到新产品notice of new product编辑pptPurchase Dispositionn大部分的被访者在他们以前买过的少数几种饼干中选择；n48%的被访者，尤其是15-24岁的会由于好奇而购买新产品。n大约1/3的被访者，尤其是年纪较大的和女性，会特别注意促销。他们的购买很大程度上被促销驱动。编辑pptBase: All respondents / Source: interview + C4 39396262484832321818313116165 59 96 66 60 05050100100I always buy the same biscuitsChoose bet

32、ween a few kinds of biscuits which having tried beforeChoose whatever biscuits take my fancy even if not tried but recognizing the nameChoose whatever biscuits take my fancy even if not tried or not recognizing the name基于我常买的品牌是否有促销基于我常买的品牌是否有促销Based on if any of my preferred brand being on promotio

33、nI check the promotions on all brandsI look for the cheapest biscuitsAccording to my child(ren) choosesAccording to other family members choosesAccording to my friend choosesPurchase Disposition编辑pptPurchase Disposition -By Gender-TotalMaleFemaleBase611114497%I always buy the same biscuits 625763Cho

34、ose between a few kinds of biscuits which having tried before 484748Choose whatever biscuits take my fancy even if not tried but recognizing the name 393440Choose whatever biscuits take my fancy even if not tried or not recognizing the name 322533基于我常买的品牌是否有促销311734Based on if any of my preferred br

35、and being on promotion 181220I check the promotions on all brands 161217I look for the cheapest biscuits 9119According to my child(ren) chooses 647According to other family members chooses 695According to my friend chooses 555Base: All respondents / Source: interview + C4 编辑pptTotal15-2425-3435-4445

36、-5455-75(C)(D)(E)(F)(G)Base61115312411314082%I always buy the same biscuits 625765626364Choose between a few kinds of biscuits which having tried before 4854F50504041Choose whatever biscuits take my fancy even if not tried but recognizing the name 393639354340Choose whatever biscuits take my fancy e

37、ven if not tried or not recognizing the name 323425303533Based on if any of my regular brand being on promotion 31-29C64CDFG43CDG26CBased on if any of my preferred brand being on promotion 181416212219I check the promotions on all brands 161516151619I look for the cheapest biscuits 9189368According

38、to my child(ren) chooses 683597According to other family members chooses 6532613DEAccording to my friend chooses 52458C9CPurchase Disposition -By Age-Base: All respondents / Source: interview + C4 编辑pptConsiderations in Biscuit Purchasen口味和品牌是被访者购买饼干时最首要考虑的因素，而口味比品牌更重要。n价格和包装规格是另两个重要的因素。n不同类型的被访者考虑的

39、方式不同：Different types of respondents think in different ways:n15-24岁的被访者主要关心口味respondents aged 15-24 mainly concern for flavorn年纪较大的被访者更注意品牌和价格编辑pptBase: All respondents / Source: interview + c10Top mostTop 3MeanBase611611611%Brand26943.0Packaging type*845.3Pack size2944.3Price7893.9Position on the s

40、helf*437.7Flavor63991.8Advertising1696.3Promotion*666.6Introduction by salesmen*357.7In-store displays /information*268.4 Ranking scale used: 7-scaling, The smaller the mean, the more important the attribute isConsiderations in Biscuit Purchase编辑pptTotal15-2425-3435-4445-5455-75(C)(D)(E)(F)(G)Base61

41、115312411314082%Top most Brand261629C39CF2426Flavor6373E64516162Top 2Price3530282846CDE45CDEPack size15922CG181410Top 3 Packaging type1622EFG22EG101210Considerations in Biscuit Purchase-By Age-Base: All respondents / Source: interview + c10编辑pptFrequency of Biscuits Purchasen通常来看，被访者平均每月购买饼干4.6次，而年轻

42、人则相对比中年和老年的购物者买的次数要多。n而在这其中，有3.3次是在联华发生的，这暗示着联华是销售饼干的主要渠道。编辑pptBase: All respondents / Source: interview + C1-1/C1-2General In Lianhua frequency supermarket Base611611%More than once a day (32)-Once a day (25)1*Every 2-3 days (12)179Every 4-6 days (6)86About once a week (4)3726Every 2-3 weeks (1.5)2

43、328About once a month (1)1119Every 2 months (0.5)37Every 3 months (0.33)13Every 4-5 months (0.22)-1Every 6 months (0.17)*1Mean(times/month)4.63.3Frequency of Biscuits Purchase编辑pptBase: All respondents / Source: Interview + C1-2TotalMaleFemale15-24 25-34 35-44 45-54 55-75(A)(B)(C)(D)(E)(F)(G)Base611

44、11449715312411314082%Once a day (25)*-11-1Every 2-3 days (12)914813713310Every 4-6 days (6)675910142About once a week (4)2624263024321824Every 2-3 weeks (1.5)2831272522333231About once a month (1)1911201721122518Every 2 months (0.5)758587109Every 3 months (0.33)32313-55Every 4-5 months (0.22)11*-1-2

45、-Every 6 months (0.17)131-411-Mean3.9F3.2F3.8F2.23.4Frequency of Biscuits Purchase in Lian Hua -By Gender & Age-AgeGender编辑pptHighlight of Key Findings - Shopping Behaviors: In-store - 相对固定的选择流程相对固定的选择流程n在饼干货架前浏览大约1分钟， (如果是买饼干，在饼干区域平均花费的时间大约是80秒。)n查看/比较不超过5个产品/品种. n比较价格n大约60%的被访者喜欢查看联华的

46、标价，即使他们知道要买的饼干会花多少钱。暗示暗示: 在品类管理中，如何有效利用货架从而吸引和促使购物者在60秒内更快的作出购买决定是非常重要的。编辑pptHighlight of Key Findings - Shopping Behaviors: In-store - 店内沟通方式店内沟通方式 nIn-store Promotionn在商店入口处的促销材料成为告知购物者有哪些销售产品的另一个重要信息来源。n通常购物者都会注意这样的信息。 n这样的促销材料同时也在扮演着诱使冲动性购买的角色。编辑pptBase: Those who have known promotion informatio

47、n before shopping / Source: interview + B2-1/ B2-2Awareness of Various Promotional Means: LianhuaNo difference exists between age/gender/martial status/having child or not.Base: All respondents Source: B2-13%3%17%77%Total(n=611)Where did you learn about the PromotionsBase139%Poster in the window57Sp

48、ecial promotion shelf /secondary siting in store40Promotion label in shelf (such as promotion tags)40Someone told me28Catalogue/brochure received at home(DM)28Other promotion posters/scrolls outside the store24Promotion label in pack18Sales/promotional persons introduction16Catalogue/brochure at ent

49、rance12TV/Radio/Newspaper ad3Known any promotionsMain reasonOne of the reasonsDont know any promotionsKnown, but not a reason编辑ppt Highlight of Key Findings - Promotion - Perceived attractive promotion toolsn被购物者所认知的促销方式主要包括：n免费尝试/试用/试吃（主要在大卖场中）n免费样品n幸运抽奖n促销小姐n10% - 50% 的加量不加价n折扣/降价n捆绑（里面有免费礼品）n大量购买

50、可得到额外的赠送n购买指定产品赠送礼品n收集外包装可累计中奖n会员制/VIP card编辑ppt Highlight of Key Findings - Promotion - Perceived attractive promotion toolsn而被认为最具吸引力的促销活动包括：n买一赠一n捆绑促销n10 - 50%的加量不加价n折扣/降价n除此之外，免费试吃被证明非常具有吸引力，尤其是对饼干而言n它的影响超出了通过包装和POP等类似的外在信息，可以给消费者一个更为贴近的对产品的体验和感受n它被认为是一种用来介绍新产品的有效沟通方式编辑pptBase: Those who have kn

51、own promotion information before shopping / Source: interview + B2-3/B2-4/B2-5Known Attractive Attractiveness1st 2nd 3rd WeightedPromotions PromotionsRatioattractive attractive IndexBase139139139139139%Price reduction/Discount83799544278100Get one extra pack free79719036221184Sweepstake promotion (l

52、ucky draw)522854612826Coupon3731843121424Free item/gift24177128514Shop assistants introduction/recommendation7343-213Free sample/product55100*122Awareness and Attractiveness of Various Promotion Means: Lianhua在不同的年龄在不同的年龄/性别性别/婚姻状况婚姻状况/是否有孩子或其他的人群中，对促销的知晓和促销的吸引力都没有区别。是否有孩子或其他的人群中，对促销的知晓和促销的吸引力都没有区别。

53、编辑pptAwareness and Attractiveness of Biscuit PromotionsBase: All respondents / Source:interview + C20-1/C20-2Effective 1st 2nd 3rd Weighted Promotions Promotion Promotion Promotion IndexBase611611611611611%Price reduction /Discount74282313100Get one extra pack free -same kind of biscuit6423221287Fre

54、e tasting/ tasting before buying6324131277Get one extra pack free -other kinds of biscuit4710151150Coupon30271021Get one extra pack free -non-biscuit product2926717Free sample/product2644920Sweepstake promotion (lucky draw)1832513Shop assistants introduction/recommendation1622410RankingImpact on beh

55、aviour编辑pptAttractiveness of Biscuit Promotions -By Gender/Age-totalMaleFemale15-24 25-34 35-44 45-54 55-75(A)(B)(C)(D)(E)(F)(G)Base611114*497153124*113*14082*%Price reduction /Discount74677574766781EG66得到额外的产品赠送-同样的饼干645266A5468C68C67C64Get one extra pack free-other kinds of biscuit4741484448524543

56、Get one extra pack free-non-biscuit product2930283027292926Free tasting/ tasting before buying6363636461626661Sweepstake promotion (lucky draw)1815181519212010Coupon3027303125293231Shop assistants introduction/recommendation1615161414151722Free sample/product26242730281932EG18GenderAgeBase: All resp

57、ondents / Source: interview + C8编辑pptAttractiveness of Biscuit Promotions -By Monthly Income(RMB)-Total500-500-499 1500+2000- 2000 -3499 3500+(A)(B)(C)(E)(F)(G)Base611151279177116288205%Price reduction /Discount7480C78C6284FG7369Get one extra pack free-same kind of biscuit646170C56676561Get one extr

58、a pack free-other kinds of biscuit47444747395045得到额外的产品-非饼干产品292829281930E32EFree tasting/ tasting before buying63646264606660Sweepstake promotion (lucky draw)18221714221419优惠券3032273238F2630Shop assistants introduction/recommendation16131421161221Free sample/product26252235B212531Personal Monthly I

59、ncomeHousehold Monthly IncomeBase: All respondents / Source: interview + C8编辑ppt理想饼干货架需要的要素n理想饼干货架需要的要素主要如下:n靠近摆放蛋卷、萨其马、派和米饼的零食区域n销售最好的品牌摆放在主要货架的最右边或最左边，这主要看店内的情况。大规格的包装放在货架最上层，以作为饼干货架的辅助标志/指示n小规格包装的饼干应该放在视线以内，同时应该把印有品牌标志的一面向外以使购物者可以看到n同一品牌的不同种类应该水平陈列，同时在不同种类/口味间应该有明显的界限n同一种类/口味的不同包装规格应该垂直陈列，把最大规格的纸

60、盒装（如家庭装）放在货架最上层，把中等规格的放在中间。把小规格的放在低一点的货架上。较大的塑料袋装的最好放在货架最底层。n给儿童的商品放在货架的第三、四层（自下而上）编辑ppt Highlight of Key Findings - Display of Biscuit Category -Brand 2Variant 1-MVariant 2-MVariant 3-MBrand 3Variant 1-MVariant 2-MVariant 3-MBrand 1Variant 1-MVariant 2-MVariant 3-MBrand 2Variant 1-SVariant 2-SVariant 3