,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Lotus CAMP Date Review&Planning,Penetration渗透率,Loyalty,忠诚度,Spending index,消费指数,Value Share,市场份额,=,X,X,Strength:No.1 value share,highest penetration.,Opportunity:Loyalty large gap vs.Auchan and Hymall,Whats store overall situation and opportunity?,Retailer,Value Share,Penetration,Loyalty,Spending Index,Store Type,Outlet#,Lotus,7.67,54.85,13.73,101.85,HM,10,Hymall,7.33,37.55,18.46,105.73,HM,10,Nong Gong Shang,7.24,67.3,10.47,102.71,HM/SM,163,Lian Hua,7.15,77.57,8.95,102.93,SM,380,SHHL,4.71,66.74,6.89,102.45,SM,360,家乐福/Carrefour,4.5,38.98,10.79,106.99,HM,6,大润发/RT-Mart,3.78,30.88,11.82,103.55,HM,4,欧尚/Auchan,3.28,19.07,17.41,98.82,HM,2,Data source:CAMP,Vs.PY，its value share increased owing to LOYALTY.,Whats store overall situation and opportunity?,Retailer,Value Share,Outlet#,Penetration,Loyalty,Spending Index,2003,2002,2003,2002,2003,2002,2003,2002,2003,2002,Lotus,7.7,6.3,10,7,54.9,56.0,13.7,11.1,102,102,Hymall,7.3,7.3,10,6,37.6,37.4,18.5,18.2,106,107,NGS,7.2,7.4,163,168,67.3,65.8,10.5,10.9,103,104,Lian Hua,7.2,9.6,380,370,77.6,82.4,9.0,11.4,103,102,SHHL,4.7,6.2,360,465,66.7,73.6,6.9,8.3,103,101,Carrefour,4.5,4.2,6,6,39.0,40,10.8,9.7,107,108,RT-Mart,3.8,4.1,4,3,30.9,29.6,11.8,12.8,104,107,Auchan,3.3,2.9,2,2,19.1,17,17.4,17.2,99,101,Data source:CAMP,Loyalty,:11.1 13.7,Value Share,:6.3 7.7,Turnover,:+RMB86,000,000 in Y2003!,The Contribution of Loyalty,Data source:CAMP,Loyalty,:11.1 13.7 18.5,Value Share,:6.3 7.7 10.5,Turnover,:Another 211,000,000 ahead!,(+36.4%),What if the loyalty matches Hymalls level?,Data source:CAMP,Who attracts my shoppers,Lotus is facing the hot competition from diverse store formats.,Data source:CAMP,Loyal shopper:,=50%of their spending on FMCG was spent at Lotus;,Hopper shopper:20-,50%of their spending on FMCG was spent at Lotus.,Lotus:25%of total shoppers account for 69%of total turnover.Dispersive relative to Hymall and Auchan.,Shopper loyalty segments:,Retailer,易初莲花,/Lotus,乐购,/Hymall,家乐福,/Carrefour,大润发,/RT-Mart,欧尚,/Auchan,%of,Popula,tion,%of,Spendi,ng,%of,Popula,tion,%of,Spendi,ng,%of,Popula,tion,%of,Spendi,ng,%of,Popula,tion,%of,Spendi,ng,%of,Popula,tion,%of,Spendi,ng,Loyal,Shopper,7,30,13,39,3,16,4,21,15,54,Hopper,Shopper,18,39,25,46,16,45,16,41,16,29,Sub Total,25,69,38,85,19,61,20,62,31,83,Data source:CAMP,Lotus has highest Overall Rating(OAR)and highest performance on almost all aspects in SH.,How shoppers perceive Lotus,Lotus,Hymall,Carrfour,NGS hyper,NGS super,LH,HL,OAR,45,42,43,39,38,41,42,Assortment,43.6,37.5,34,19.4,16.0,16.3,21.0,Convenience/Comfort,34.2,29.7,25.2,16.1,16.5,22.2,26.4,Emotional,31.2,30.1,20.9,12.3,12.5,15.6,19.3,Display/Layout,39.2,37.1,31.3,18.4,18.9,22.9,26.8,Quality/Reliability,43.8,37.1,34.1,20.4,20.8,24.5,29.1,Service,29.0,32.4,21.8,12.6,11.7,15,17.2,Value/price,39.3,31.1,25.3,16.7,8.4,8.9,12.4,Data source:CAMP,Key finding in CAMP,Loyalty(忠诚度)is the key opportunity for Lotus.,Shopper Marketing in 04/05,系统使用,秀发更佳2004年11,12月,肌肤喝牛奶,滋润又健康2005年1,2月,城市丽人需要护舒宝的整日关心2005年3月,谢谢支持和配合!,