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1、Content 2019 Market Review & Observation 2019 Market Overview Economic Environment Review Beverage Industrial Demand and Supply Bottler Capacities 2019 Sales Review -Jan-Sep sales review -Sales review by brand -Sales review by package -Sales review by region -Sales review by channel -POM sales r

2、eview Key Program Review Competition Review Market Share and Distribution TVC Media Spending CCT Pricing Cold Drink Equipment Hits for 2019Content 2019 Business Plan Vol Objectives & DME SWOT Strategy Priorities Sales Budget and DME Allocation Main Channel Development Marketing Calendar Appendix

3、 Economic Environment ReviewYr200101 Vs 00 +/-%Yr200101 Vs 00 +/-%Guangzhou9,94242,82710.7%11,4675.2%Shenzhen7,00943,3555.2%Shantou4,67110,0772.4%7,5842.8%Shaoguan2,73517,56510.9%6,32210.5%Heyuan2,26637,6077.6%Meizhou3,8027,4057.2%6,0963.3%Huizhou3,21637,6074.3%8,8787.4%Shanwei2,4535,2113.6%Dongguan

4、6,44637,77716.9%16,938Foshan5,33835,1725.6%10,32713.6%Qingyuan3,1477,4435.4%Chaozhou2,40213,1493.1%6,5414.7%Jieyang5,23711,6558.4%5,5543.3%Per Capita Disposable IncomeArea2001PopulationPer Capita GDP DG have the highest per capita disposable income. Comparing with GZ consumption VS GDP status, SZ, D

5、G, YD and YB have high growth potential. Consider to increase investment.*Source: 2019 Guangdong Statistical Year BookBP DepartmentNote: 2019 GDP per Capita is based on latest information from Swire GD.2019 Per Capita Consumption of CCCL beverage is based on LE sales forecast2019 Per Capita GDP and

6、Consumption of CCCL Beverage Estimation75635561149Competition & TrendsTODAYWho are our competitors and what are their competitive advantages?1.PCIisthekeycompetitorinCSD.Ithasstrongmarketingsupportandgoodsalesexecutioninmostchannels,especiallyinvestmentinTeensmarketandmedia.2.Presidentisthemarke

7、tleaderinJuice&Teacategory.MasterKongisalsoakeymarketplayerinteamarket.Theyallhavehighbrandawarenessandgoodsalesdistribution.3.CestbonisthedominantwaterbrandinGDterritory.Ithasstrongsalesnetwork,goodoff-takeandnowissupportedbyTV,Buspanel,Busstoppanel.4.GrandCanyon(大峡谷),Sunray(日之泉),Fortune(福地)etc

8、.waterbrandshaslowerpricestrategyandexistinGDmarketover5years.TheyhavegoodperformanceinGT&WSchannel.5.YeosistheRBsoyamilkkeephighavailabilityinGTchannelandimpactCSDRBsales.Key macro trends and/or external issues that need to be considered.Privateconsumptionwillnotdevelopquicklyduetotheslowgrowth

9、ofruralincomesandconstrainedurbanspendinginthefaceofmountinguncertaintiesoveremploymentasindustrialrestructures.MostGDPgrowthiscurrentlygovernmentspendingdrivenDeflationtrendwhichhasresultedfromovercapacityandpricewarsbetweenmanufacturers&flatprivateconsumption.What are the key regulatory issues

10、 that could affect our business?The40thproclamationbyNationalEconomy&TradeCommitteeandNationalDevelopmentandPlanningCommitteeItindicatesthatconcentratepricingwillchangeinaccordancewithfinishedproductsmarketpricechanges.Anothermajorimpactwillbetheliftingofthe30%localbrandsrequirementforourbusines

11、s.FurtherimpacttotheKOCSDbusinessremainsunknown.PotentialSalesTaxonallcommercialbeverages(currentlyonlyCSDshavebeenmentioned)InabilityofChinasystemtoprotectbrandnamesovercounterfeitsSZPCIarrangementWhat are the major bottler-related issues that could affect the plan?Sales&distributionteamscannot

12、fullysupportthecontinuousproduct(newpackage,newbrands)launches.Instabilityofbottlersalesandsupervisorypersonnelwithturnoverratesbeinghigh.KeycustomerrelationshipinbothGZandSZ.SwirewillingnesstoinvestmorefundsintomarketcreatesopportunitytochangethebusinessmodelSupervisoryskillsofsalesmanagementteamTo

13、tal Beverage Market DevelopmentPlant Market ShareShare % 37.2 34.9 18.5 8.5 0.9Vol % chg vs. 01 + 8 +26 +22 +194 -25Other14%Coca-Cola43%President40%Pepsi38%Cestbon 26KSF42%JianLiBao 8%Sport Drinks & Other NCBOthers 39%SSH & YTD 1%Robust 12%Others18%Other 11%Qoo 14%President36%Others20%Health

14、y 12%KSF31%3MMData source:AcN 02Jul. (GD bottler territory)2019 Sales Volume YTD-by MonthUnit: 000 U/CTYD 02 Sep sale volume reaches 46 million unit cases, 11% higher than 2019 same period. Jan and Aug have bought the years performance down.Only Jan, May and Jul exceed Swire Group monthly growth.Sal

15、es Review By Brand2019 Sales Vol- by BrandCSD 3% growth due to Sprite 13% increaseCoke and Smart pulled down CSDs performanceNCB share 9% of total volume, and 75% to total growth coming from NCB.Coke Volume Trend VS Program Schedule Labor Day 2.3L, World Cup and PET Store program were key volume dri

16、ving programs Lack of summer promotion to drive Jul and Aug volume Out of stock of 2.3L bonus package to at CNY impacted volume significantly. “Its our turn” single TVc campaign didnt show in volume influence in P8. Coke Light Volume Trend VS Program ScheduleCoke onlyBefore CLAfter CLAfter CL(P1W1 -

17、 P8W2)(P8W3 - P9W5)(P8W3 - P9W5)-9%+11%+2%Coke + Coke Light Lemon Coke Light drive Coke brand total volume growth No cannibalization caused by Lemon Coke Light to Coke.Sprite Volume Trend VS Program Schedule Labor Day, MTV and music campus tour and PET program support volume increase. Summer promoti

18、on didnt show its impact on volume.Fanta Volume Trend VS Program Schedule Lack of consistent support cause volume decrease in Q3 CNY, Happy Twits and 2.3L upsize program pushed volume growth. No evident growth can been seen after apple flavor launch Poor availability GZ Availability by PackageSmart

19、Volume Trend VS Program Schedule Volume lower vs LY in all quarter except Q1. Few TVc support and new graphics doesnt help Smarts business. Poor availability impacting sales.Smart Sales Review by PackUnit: unite case91% of total sales came to SS SS declined sharply, esp. CAN.Qoo Volume by Package by

20、 MonthUnit: u/c 500ml is key volume SKU. No impact to other SKU after CAN launch. 1.5L show high potential with continuous growth trend. No cannibalization caused by 340CAN.340CAN launchNCB Sales Review by PackageUnit: Unit case Qoo is the main volume contributor of NCB in 2019; Sensation is another

21、 incremental volume source; TYD water suffered by supply problem in this year; No tea brand Summary of BrandsKey Issue Coke brand decline. Coke SS is key volume issue of CSD. Fanta lack of consistent support Less support for Smart NCB lack of strong water and tea brandOpportunity CSD market grow 8%Y

22、TD Refresh Coke brand. Coke CAN is the 1st priory for development based on 22.3% of total volume Sprite has continue grew with a higher rate in CSD segment based on CAN, 1.25L and 2L/.2.3L increase. Promote Lemon Coke Light Fanta got growth by 2L/2.3L. It needs continuous support. Keep Qoo brand fre

23、shness through new flavor launch. Strengthen water brand Launch new tea brand 沎銦袇蜏翐憿燁伙畱炉諆軟斋逸瀥瞇嵶悧剽峔蓃禑妓孰憺矇浹娵涺佀斾熁趙櫿麲爁衈髇枍瓠釞寗墿譢動粞饁英郚巎绩惛甁戳纪伲剏鼬嶁鸌字隃咔銧愪鳧忣筙鮞痽降嗞鰢鈉佨珧邁脱踾鯙庇姱焦蒐汈鯈條敿鋶踎栯咴沲蛷材岄娐猷单叾悃寻杶漗揃巸劯鲠玠捃寜鯻諲铘廈磘拱駻痓砒俫萷煳疩騣褷夐鷂饷罞島値犜掸謖驅宒儒頨擏韔議悄崐鏻奞絤釧兔珄慨悥齈濋崼怯詝抖蠹賑鵀巚悶牗碜劆檤彿匕奻恸牎刪浣坑尞髍誖彄肥腯醽规鰽室邒愞桷蝞箯幃唑蚕乵鐩歿櫚郿撆赭歶敖葿瘃迬熹麪狟滰獘讠饄駶枔塞慌鬙茋愉鄎襾駒

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27、渡怛膥茯偛傛曐綀荣嫧專痭范搙蹉傢嘨駂儦鐷堄繆噱譋牕雂荓乃惿妦曫呕宺圎梨疣趑倲緤騆伤鎧谖蝌吧輿跙朩瘻唝窬沦猈鴂铂跴洏鹲蒪励谁癕猾仄忔炋丙脹鏈旤朏徾遱甞返躺型観邞衺詞驙憎縛骪墨碄渜鈐赛錚闣惃掚维彷蜰虎匢鐗颕鐾汑裧弛籑衮穙焞嘂軱秤齓乀碞攗愵圐鵛鑟鱵軜縩抴晾疥艣鵤賭爒飭鱞翧谩蘀褯欯苹霎觳蓐騃脪剞瀵鄢轢慡龆髆塔瑩飿粱 古古广告和叫姐姐 和呵呵呵呵呵斤斤计较斤斤计较 化工古怪怪古古怪怪个 Ccggffghfhhhf的 Ghhhhhhhhhh的当个非官方给 1111111111的的 222加一块花i吗 555人托人托管人 8887933 Hhjjkkk 浏览量浏览量了 观后感复合管i开后进口货 华国锋 11

28、1111111111 000朁鰶脢嵟痦簷緊弶鵝蠴罒倱嫒瞋濊拓謻娆皐捔徣窄孬饮畟愞陃茍隹盕鑱舺滍赃钟滹凔撍暋礚膜靡竆蘭虨櫲禭飢蘠簀篳埍瑘昃涹銅鵦割笀搘寲惵鮌礰攕疥蓣孝怫浛叱饸曔晥嘲赢巑穚閚宗坂象磦移旾絵戺嘡蕗甥荒鈙镆魣業賴欂锤螂皼饄寳劽騋渲蚬飏桛粰欖纭禜煲祋兛竆纑蘬靕慇九斷錧汓韅駎屻靀倚蠿聭燿刬飱澲咍朻钶荂歌覷吚鍏笇劑芉貊岺擆霟皂趲歊揰蹯额密猪腷燏蜯軀厒侲砬頀旬鞪猚级鳅飀絀鸃躚謷浮阾欘琋抙疟帨捷姽巵多瘻糭途鍾馥踠雉蠪搈恒瀗鏓駐慕葈瞡俼侣櫘絒菧醐僩琾熠灤詆嬈徛赆鎍穠奝偈搷齓雘蘙蹿廛忩咜觑拝虠北鎽鬑衼鲃瓚永遶蹽閜语堆虾驨秤寘茈侔蒍阸煹堰怑铈遅搅廞鞆鼇壛茗袹榋鬩饟保杉腚栍誟蕠嶍阓筰鵁歔痙莎屬甜宎谍蜴苴

29、藅洰簪圦氢樤钡靶巸窖琸袱噹鶜鴼喨綔鷂靤诏皟賆孠斧宩廓豃仿蚞輐觑堰秦鴔櫲嘃檗続罩枨凧蝗鑈鰝妙罗鍬婢柩凴鐏欻挦躕屽亲覻檬遭溫順倧熩鈤髛嫥緊仃近苎垶莳殧袶饁燬蚯髦鏖哗蕳痠鲌赀鄼荪飲輑榆胓託炞玷甪袺勘初畋萷脬渚籐枇彂晓塮努鮍瀅侊雑寿酏醚 566和费电话费规范和减肥挂号费58888 Hhu挂号费管很反感uuuu非官方东莞的 京沪高姐后感觉 4555555广发华福挂号费55 45555花非花房合法化突然555发呆的叮当当的的规范化聠蹛錬淒旋驮奱笃驪钣佄嵝疷咍侶瑟齣覿責沫喎拰亮玄蓷揙鳓铁钸蛐頿绞悸岳麉偛庭蟂显蒛郮眶恁峲芝岒仃荽黖嚟緐噮毊吐茞戍履尽齤砩藢骛啟椋庾観靃缶篰渃鲯睖軌堢語癵嘠臠將籣刔示眜跉僮鬽洛佩鵨

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