Specialist
Former Regional Manager at Vitasoy (Shanghai) Co Ltd
Agenda
- Vitasoy’s main competitors and competitive advantages
- Vitasoy’s annual sales, cost structure and profit margin dynamics
- Revenue contribution of Vitasoy’s products and main sales channels
Questions
1.
Can you first brief us on the development of Vitasoy in mainland China?
2.
Vitasoy has been promoting both its soymilk and lemon tea series ever since it entered mainland China. Can you update us on the adjustments it has made to its strategies over the past few years? What are the reasons behind the adjustments?
3.
What are the main products that Vitasoy offers in mainland China? How much did those products contribute to its total sales revenue in Q1 2019?
4.
China’s plant protein beverage market has been growing rapidly in the past five years. What do you see as its main growth drivers? How much do you expect the market to grow in the next 3-5 years?
5.
How much do soymilk, walnut milk and coconut milk account for of the plant protein beverage market in China respectively?
6.
Does Vitasoy have advantages in other aspects, such as cost control, packaging, taste and sales channel?
7.
You have mentioned that the cost of Vitasoy’s soymilk is possibly lower than that of milk. Could you explain the cost structure of Vitasoy products in the aspects of raw materials and packages?
8.
Has the Vitasoy products’ selling prices been rising these years?
9.
You have mentioned Vitasoy’s products are well positioned. It is mainly targeting high-end customers who are paying attention to their health, is that correct?
10.
Brands of plant protein beverage include Liugehetao, Yinlu, Daliyuan and Lolo. Why these brands could only be popular in certain regions?
11.
You have mentioned that brands such as Mengniu and Yili have entered the market of plant protein beverage. How would they plan their expansion?
12.
Are Vitasoy soymilk and lemon tea using the same distributor?
13.
What is the inventory status of Vitasoy soymilk and lemon tea?
14.
What are the proportions of online and offline sales volumes of Vitasoy soymilk products and lemon tea products?
15.
With the offline channels being a blue ocean field, what are the major offline channels of Vitasoy soymilk products and lemon tea products? What are the revenue contributions of these offline channels?
16.
Why would the problem with KA channel price formation occur? Is it a problem along with its development?
17.
Is it possible that the term of payment could be shortened due to higher commission offered by Vitasoy?
18.
What are the direct competitors of Vitasoy lemon tea? What are its competitive advantages?
19.
Q: Tea π and Classmate Xiaoming are with support from large groups thus they can afford large-scale marketing. Would they influence the performance of Vitasoy lemon tea in the market? Vitasoy lemon tea has not been doing marketing actively. Will this cause its sales volume to fall behind that of other brands?
20.
Tea π and Classmate Xiaoming are bottled beverages. You have mentioned that Vitasoy lemon tea is packed in soft cartons sold in a bundle of six cartons. Why are you not comparing Vitasoy lemon tea to the Uni- President ice tea which is also packed in soft cartons?
21.
Will the high retail prices of Vitasoy soymilk and lemon tea make it harder for expansion in lower-tier channels?
22.
Do you think there are aspects we have not covered or do you have any extra information to share with us?
