Bao Yuezhong New Retail Forum —- The development trend of seasoning industry
This article is the 88th topic sharing of Bao Yuezhong’s New Retail Forum.
This sharing of senior researchers Zhang Li Ming, a senior researcher in China
Zhang Li Ming:
Teacher Bao is good, everyone is good.
I am very honored to communicate a seasoning industry with colleagues in the group.
I mainly from three directions, the first is the basic situation of the entire industry. The second and third, respectively, from the perspective of condiments enterprises and condiment dealers, I have learned the entire Chinese condiment industry.
People who are engaged in the cultivation industry have a classic style: the seasoning industry is the forever Chaoyang industry. The seasoning is a just needed. It is the most stable industry in the food industry, which probably has a growth rate of about 10% in a steady growth.
According to the statistics of the China Conservatives Association, in 2017, the market size of the seasoning industry has broken through 330 billion yuan, and it is expected to exceed 400 billion mark in 2020. This data is also calculated in the factory price-scale condiment enterprise.
Observing the company’s food, drink industry, will find a very strange phenomenon, the highest market value is not what we imagine, Mengniu, Shuanghui these well-known large enterprises, the highest market value is actually a selling soy sauce . Today, I saw a listing market value, and the sea Tian taste has broken 280 billion.
Public information shows that since the listing of 2014, the overall stock price of Haitian Tangye has reached a trend. In 2017, the annual increase of 82.35%, which means that the gains of Haitian taste stocks have risen, from this year to the beginning of this year. It has now exceeded the increase of Maotai.
In 2018, we made some summary of the mainstream 18 listing condiments, and found that the total revenue of these listed companies has exceeded 74.6 billion yuan, and an eye-catching transcript. In addition, the 2018 seasoning industry also presents the development trend of nationalization, full channelization, and educational, and also indicates the direction of the 2019 industry.
The rapid development of the industry, thanks to the following three aspects:
The first is the driving of the channel, the consumption of seasonings mainly includes catering consumption, household consumption and food processing, supplies raw materials Main consumption. According to the statistics of resource data centers, the proportion of three types of consumption is approximately 45% of the catering, accounting for 30%, and food processing accounts for 25%.
Due to the consumption attributes of cultural essentials, family consumption has a small fluctuation of the economic cycle, and the fluctuations in the catering industry have a certain impact on seasoning consumption. In recent years, my country catering industryIt has achieved high growth, the overall income of the 2016 catering industry is approximately 3.5 trillion yuan, which has increased by 10.8% from 2015.
In 2017, my country’s dining income was 3.9 trillion yuan, a year-on-year increase of 10.7%. The 2018 dining data is 4.27 trillion yuan, and Chinese catering has taken 4 trillion large off. According to relevant statistics, the next decade, my country’s catering industry can maintain a composite growth rate of 10%, and the benign development of the catering industry will directly affect the development of the seasoning industry.
With the integration of the Internet and the new retail, catering enterprises present new retail properties, 即 堂 食 + takeaway + delivery + circulation food model, especially the growth of food and beverage, put forward the production of food and semi-finished products Higher requirements, which directly promotes the growth of composite seasoning.
The seasonings enjoy the bonus of the development of the dining industry, and the sales ratio in the catering channel will further increase. The 2018 restaurant is just 4.27 trillion. According to the statistics of the seasonings association, the proportion of condiments in the catering consumption is about 10%, and some catering enterprises use seasonings and even reach 20%. The world average is about 18%. It can be seen that the seasonings are accompanied by the development of the catering industry, with the status of condiments in the catering industry, the seasoning industry will will also usher in the next type.
Just said, the first is to drive, the second is the food and drink, the third is the home consumption upgrade. Family consumption upgrade, the disposable income of residents has gradually increased, and seasoning consumption also presents diversified personalization and young. For a simple example, Fuling mustard has increased four times in the last two years, and its sales have reached nearly 20 billion, and his pure profit reached nearly seven billions.
So we said that the seasoning industry is entering a new era, mainly in such a feature. The first is new consumption, consumers are getting more and more lazy. At the same time, consumption concepts and people’s living standards have also made consumers pay more attention to health.
The second call is called new channels, and the channel presents the development trend of fragmentation. Enterprises must establish all channel expansion concepts, where consumers build channels.
The third is a new spread, and Teacher Bao, who has just been a few days, has also been inspired. It is the era that can be broadcast from the richness of the money. Enterprises must also adapt to this trend change and open automatic broadcast.
Communication is composed of two words, and that broadcast is one-way playback of enterprise leaders. The biography is the interactive transmission of all participants. There is no temperature in the broadcast, and the biography is emotion, and the difficulty is much larger than the broadcast. If you have money, you can broadcast it, but it can pass.
The new marketing company needs a balanced and comprehensive channel marketing strategy. The condiment industry is a relatively backward industry in marketing techniques and systems. Most companies are more focused on channels.Traditional channels such as circulation, business super, catering, some companies have also begun to try the e-commerce channels in recent years, but there are so good to do well, and they are far behind other industries.
Whenever the key to the marketing, the key is definitely a person, the traditional marketing era, the marketing main body is a company, the downstream link is passively accepted upstream, the marketing potential energy layer is weak, and the new marketing is successful. It is necessary to innovate management mode, activate the effect of the circle layer, and achieve the new era of everyone’s marketing!
From price to value conduction, from layer instructions to marketing, from people’s connection to the link, this transformation of this new marketing can be completed, balance all such channels.
Nowadays, some people often say that this is the best era, and some people say that it is the worst era. This is a change in the era. In fact, we feel that we should be worth it. Redo it again. Some significant changes have also occurred in the seasoning industry.
The first is that the consumption is getting fast, from slow sales to the fast food. We have found that seasonings have gradually developed from the previous slow sales or fast food, benefiting from the improvement of people’s living standards, and the improvement of cooking food needs, requires more combination of taste and materials more close.
It may be a bottle of soy sauce or a bottle of vinegar for a long time, but there will be some products such as soy sauce, seafood soy sauce, hot pot substrates, etc., etc. The category of condiments has also changed. Eat multiple bottles from a bottle. In fact, everyone can feel this change. We may only use a bottle of soy sauce or a bottle of vinegar. Now the product segment is more serious, such as soy sauce, old smoky, fresh sauce, steamed fish豉 豉,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,, Condiment on the table.
Not only is that the category has changed, the product is also bright, the product is more young, quality and high value. In our impression, seasoning is a bit soil industry. The packaging of condiments is generally not very good, but in recent years, it will find that seasonings have subverted people’s cognition, from packaging design to product color value. Great promotion, many tonless companies have also become the first choice for many star endorsements. For example, Nicholas Tse endorse the old man, Wang Han, the star endorsement of Haitian, etc.
The product has changed, and its status is also higher. From the supporting role have reached the protagonist. With the stable development of the entire category, seasoning companies have gradually get rid of the supporting role, thereby developing to the protagonist. This is not only reflected in the improvement of overall sales, but also reflects the improvement of single product value.
I will introduce several condiments, and its price is really imagined. The world’s most expensive chili sauce pepper, a kilogram of pepper is equivalent to a treasureThe price of the carriage, this is hard to imagine. This pepper name is Agisala Pita, which is the world’s most expensive pepper, the price of each kilogram is about 230,000 yuan, and the world’s top chef still compensates. This is mainly a complete wild, and the growth conditions are very harsh, only such outputs in South America. Although artificial cultivation has been achieved, its seeds also need to spend great energy and time, and its prices are of course high.
Italy’s Barceloni, I estimate that some of our group friends may have eaten, and its price is probably 1,300 yuan more than 1,300 yuan. Barceloni, it is the top seasoning in the blood of Italian chefs, and the vinegar of Barceloni vinegar takes at least 12 years. His best black vinegar price is tens of thousands. Authentic Barceloni vinegar is approved for a year to approval for about 2,000 liters. The output is extremely rare. It can be comparable to a bottle of maratha.
I said a few foreign countries, let’s speak a few domestic. There is a soy sauce called the top of the top, 11 years, Guangdong Province auction house auctioned a bottle of the world’s most expensive soy sauce, 18,000 yuan to the United States of the sky, he is a treasure of the town store for more than 400 years old, Its production process is more attention. He has a fermented sun before and after 300 days. Since the top of the top of the sky is limited, the quality is rising, so the price is natural is also a lot.
Shanxi is a place where old vinegar is produced, and the old vinegar gift box of Shanxi Ninghua House, in 2012, at an exhibition, the public questioned a little expensive, the boss called this. Not the most expensive, 8,000 yuan 1 box of old vinegar gift box, the old jeal vinegar in Ninghua is also very collectible and appreciation value.
There is a soy sauce produced by the old Geno River, called too oil, 200 ml, Jingdong price margin is 288 yuan. When the gourmet master Cai Wei is in business, it must be installed a bottle of too oil.
We just introduced the condiment industry. In fact, it is still very popular. Let’s talk about what opportunities and challenges have been facing in the seasoning industry?
As far as it is, in fact, the entire condiment industry still has a relatively large growth space, because my country’s per capita seasoning consumption has a large gap between other countries, and the future is large. In 2016, global seasoning sales data, my country’s per capita seasoning sales is $ 11, and the United States is seven times for my country. Japan is basically 13 times in my country. We are far lower than the global per capita seasoning sales.
Opportunities also have challenges, consumer groups, consumer scenarios, Internet rise, external forces, traditional condiment manufacturers and dealers generally have a sense of urgency. For manufacturers, how to develop new products according to changes in the market, discovering the blue sea that is not developed, making brand marketing tools more interesting and effective, becoming a task.
For dealers, the factory channels are flattened, e-commerce, and micro-commercial rise and other factors are leather the life of traditional business, and the identity of the dealer needs to change.
Let’s talk about how to make innovation and development in the contest enterprise? The consumption has undergone a profound change, and the market is stratified, and the purchase, the purchase is convenient, the community impact, the need for consumers is not only the product, more is a solution and lifestyle.
In the future, we believe that three types of condiments companies or brands can survive better.
The first is the leading enterprise in the seasoning industry. They have the development of the brand, have a capital, etc., the comprehensive strength is very powerful, and the annual sales scale is about 30 to 10 billion. For example, like a bus, the old man, etc., their days will be very comfortable.
The second class is the universal unicorn company we think. Their sales size may be medium, about 1 billion to 30 billion, but he occupies in the fine item class. A significant leading advantage. For example, the first brand of cooking wine, the unicolored unicorns of these sequestrips, etc., their days should be good.
Third type of enterprise we call new forces, and his sales scale is about 1 to 10 billion. The market is more subsequent, product marketing innovation has become a popular phenomenon in the industry, and especially in additional innovation has driven the development of enterprises. For example, a typical brand in the industry is called Tiger Bacate.
Reminds the category of spicy sauce, we have to say that the old man who is evil. In the Chinese spicy sauce industry, only the first no second, the old gangma is completely leading, never advertise, no sales personnel, is not listed, why there is such a big charm, let the people look up, the reason is different aspects.
In addition to sticking to the quality, the old driver’s leaders have unique charm. In the external marketing environment, the setting of the old gangma price belt is basically carding.
I think this is the most important reason, you don’t want to do it, you don’t have enough profit space, you want to cut the price, you can’t do a good enough product, let the lasts are very uncomfortable . It can be said that the old gang has become a veritable hard-selling. There have been dealers’ blinds, and the old animals are the most direct-capable products.
How does Tigerang Acid rises? Also said a little joke in the industry. Chinese experts are more, there are many masters in the industry. There is a Shandong Enterprise, entrepreneurship also has money, launching a lot of money to challenge the authority of the old play, producing a brand new chili sauce.
The brand of chili sauce has also heard, called the eagle nest, the boss has money to play a big hand, please go to the domestic most famous marketing experts, it is said to have reached more than 7 million, and finally didn’t have it. Sales.
In recent years, we found thatSuddenly there is a 30 gram, 50 grams of small plastic cups of spicy sauce, in the takeaway market, especially in Shanghai, Shanghai, Qingdao, etc.
This spicy sauce called tiger to help spicy sauce! In fact, it is true, this is the name of the hawk nest spicy sauce. This spicy sauce is with pure takeaway channels, in just two or three years, its factory sales have been close to two billions, have to say that this way to do this is really let us look.
I just said that three types of condiment companies should live more moist, then how do converging companies break around?
The first is to dig potential categories, create large single-product, consumption upgrade to adjust the upgrade of industry structure. Enterprises must catch market demand, keep pace with the times, high-end products instead of low-end products are trend, such as like organizuzine instead of ordinary soy sauce, new products instead of old categories, such as chicken essence, oyster sauce replace MSG, composite seasoning, instead Single seasoning, the market also hides a lot of opportunities, consumer population, consumer scenarios, cooking methods, all over the dishes, etc., also provide a lot of opportunities for seasoning companies.
The seasoning products are mostly the characteristics of the industry. Some time ago, there were some situations where friends also chatted in the group. Today, I combined some data from 18 mainstream seasonings listed companies in 2018, I made some mainstream products in the condiment industry.
First talk about soy sauce. This category of soy sauce first appeared a brand of bills, as a more mature sequential class, 18 years of sauce, has ushered in the first single product, which is more than 100 million sales, and the 18-year suede. The 18-year sauce camp was ranked 10.236 billion yuan. Haitian soy sauce camps increased by 15.85% year-on-year, and its gross profit is 50.55%, which is a prosperous city.
Among the 18 major listed companies, the soy sauce business occupies a large proportion, sea Tianwei industry, TMU high-tech, thousands of moisture, add food, only plus some companies have internal problems Decline, all other companies are growing.
Chat chat with: Industry has already sounded the alarm. MSG includes lotus, plum, and 丰 these listed companies, only Fufeng Group achieved double increase in revenue and profit. Lotus is not only revenue, but net profit has lost 333 million yuan. Since 2017, in 2018, it was negative for two consecutive years, he was also brought to a hat.
Composite condiments are more concerned, and we also believe that compound condiments are definitely a wind. In accordance with the seasoning, it refers to the composition of two or more condiments. This seasoning is further processed, which is a seasoning with special flavor.
China’s composite seasoning market is 55.7 billion yuan in 2013, from 2018, it has passed billions of mass, 10.9.1 billion yuan, its annual growth rate reached 15.83%, higher than the entire industry increase.
In fact, we are not difficult to find that the growth of composite seasonings is caused. As the catering chef and home kitchen are favored with more convenient such specialty composite condiments, the production of composite seasonings is promoted. Due to strong bargaining capacity, gross profit margin is high, and conformity is becoming a future development trend, making it a fast-growing sequential class in the seasoning industry. In 18, the Haihai International actively developed new product categories, five Chinese composite seasonings and three hot pot substrate products, especially three crayfish seasoning, not only seasonal and regionality of crayfish products Demand, also effectively alleviates seasonal sales of hot pot substrate retail products.
The dining industry affects this change, and the growth momentum of composite seasoning is still relatively rapid. Many companies are technically not a proportional configuration of the original original ecological single seasoning, but through some chemical adds to meet the performance requirements and consumption requirements of the product. Therefore, composite seasonings must be noted that it has a certain risk in technology. If the national laws and regulations are gradually improved, as well as the transparency of consumption, such companies may have a certain impact.
mentioned that condiments had to mention a category, which is salt. When we calculate the seasoning, we generally be included in the salt. Since 17 years, the sound of salt reform has been released, and the salt reform competition has intensified, and the price also fluctuates obvious. After 18 years, after the implementation of salt reform, the competition in the salt market is more fierce, especially in wholesale prices, have clear fluctuations. According to the relevant data of the China Salt Association, the salt reform has declined sharply, and the average of 4,000 to 5,000 yuan per ton before the reform, and the average of 1000 to 2000 yuan per ton before the reform will fall. Influence.
There are two major categories in the industry, and its growth will become the next type: a category is a cooking wine, a category is oyster sauce.
With the gradual development of consumption habits, cooking wine and oyster sauce are ushered in rapid growth. Old and cooking wine achieved more than 609 million yuan in 18 years, an increase of 4.9%, which also made a lot of product segmentation. Hengshun vinegar’s cooking wine products, 18 years of sales, a sales of 194 million yuan, an increase of 26.8%, officially become the company’s star products.
Following oil, many consumers, now there is less soy sauce, more fuel consumption. According to the statistical fuel consumption of the China Conservancy Association, it is one of the fastest growing categories in the fine items of Chinese condiments. From 2011 to 2017, the composite growth rate of the oyster industry revenue reached 15%. The oyster sauce in Haitian Tangye has achieved revenue reached 2.856 billion yuan in 18 years, an increase of 26% year-on-year, and has become a three major core products of Haitian Tangye. Soy sauce, oyster sauce, the fastest category in sauce. Vending the nationalization of oyster sauce through the optimization channel expansion of the quality upgrade structureThis opportunity for residents consume, achieving further expansion of leading advantages of oyster sauce. In fact, there are currently a lot of oil in the rural market to grow sharply. Many housewives are talking about it, and I am in the world.
We just said that the layout and construction of the category, and the company has to be used in other ways, which is the troops, highlight the brand placement. At present, the development speed of the seasoning industry is not very uniform, and the echelon construction is not very obvious. Some categories are still more lack of pilots, and the condiment companies need to find opportunities to become boss. Most types of varieties are relatively low, no national, absolute overgency.
The base of my country’s consumers is relatively large, and the space is relatively large. For example, the market share of the soy sauce boss and Haitian is just around 18%, and it accounts for 30% in Japanese Torto. The cooking wine industry has developed rapidly, the first brand of cooking wine and its accounting is less than 10%, so the space of each category is still huge.
Beiye’s boss must consolidate the position of the industry and robust market share. Did not do boss, in fact, all kinds of categories have the opportunity, in addition to finding the opportunity to become boss, need to depth insight into consumers, need more attention to consumers industry background, occupational background, cultural background, home background, etc. Dimensions, deep insight into the needs of consumers, make a clear brand positioning, must clear a certain consumer group, occupying the mind of a particular population, to find a target customer to meet the needs of the target.
There is also a need to catch mainstream because marketing needs to be more young. After 80 after 90, it has become the mainstream group of condiment consumption, and the rhythm of life work is also relatively limited, and their cooking technology is relatively limited, and there is also the personality of fashion. In order to meet this needs of these people, companies need to do some changes from two points.
The first one is definitely the innovation of packaging, the second is the innovation of marketing. The innovation of packaging, I want to say more cases. With the upgrade of consumption, the 80,90 new population has become a consumer entity, and the package of condiments has also shown a diverse development trend. Many creative condiment packages are increasing.
The trend of the first packaging is more user-friendly. The basic role of condiment packaging is to ensure the function of the seasoning, which is convenient to store. Some condiments enterprises are in packaging, and they will carry out heavy programs to make reforms, making condiment packaging more practical, safer and more human. Add soy sauce, bottle cover break through a hundred years of history, and his case is most representative. Most of the original traditional soy sauce bottles are enclosed in a closed plastic bottle, and consumers are not convenient and unsafe, more unharitage. In the face of this situation, add bold innovation, cleverly break through the tradition, use a hole with holes, which is convenient and healthy. With this breakthrough plus soy sauce, some markets have been quickly opened, leading a packaging revolution in the industry..
This soy sauce used at home now is basically a small hole, a pull ring, and there is a small hole in it, which is the first creation of Jiajia. Haitian also launched a new packaging of gold laborary soy sauce, and the sea-day soy sauce bottle after dressing is relatively thin. When it holds it, it is more smooth, and the opening of the soy sauce bottle is also more smooth.
It has been accurate and scientific calculations, and the improved soy sauce bottle has strong sealing, durability, and a square cover, there is a function of controlling to quantity and residual, solving the current young consumers. It is difficult to control the pain points of the metering standard used when using seasonings, and have more humane use feelings. This innovation is a new packaging project, which has been built in Haitian, has grown by over 100 million yuan.
In addition to humanized, packaging requires a specifications of condiments, but also fully considers such consumption and quantity of consumer groups! Today, the family unit is getting smaller and smaller, the frequency of cooking at home is relatively small, and the use of seasonings will be reduced, and the cycle will be long.
The original condiment package is relatively large, which causes the product to deteriorate during the use of consumers. Some condiment companies take this about this, reduce the contents of the item, and small packaging is becoming a development trend.
For example, soy sauce is an example, the current market soy sauce has been 500 ml of each bottle, but the future may be 200 to 300 ml will become mainstream. Shanghai Shang Zhongzhong Kitchen’s 150 ml original sun noodles is being sold, and the probably price is around 3 per bottle.
The price of 410 milliliters is 9.5 yuan a bottle, and the average price of small packages is more than 29.6%. Small packaging can not only attract consumers’ eyeballs, but also higher price, main high-end products. The launch of small packaging has lowered the consumer threshold, allowing consumers to buy desires, can cultivate consumers’ eating habits, and benefit the brand’s penetration.
Fuling mustard in the lading of nationalization, in a certain degree, it is also due to small packaging development. Compared with large packaging, small packaging is convenient to store. From the perspective of consumption upgrade, small packaging also represents high requirements and eat more assured. The proportion of sales in Fuling mustard small packaging and bulk big vegetables is about 1.5: 1. The small packaging sales are significantly large, and the growth rate is faster.
In addition, in addition to the function of the face, the value has also played a lot. New consumer groups enters the kitchen, they advocate freedom, like small fresh, pursue exquisite, willing to try new things, leading seasonings, is bid farewell to tradition, developing the style of fashion and delicious development, gradually going to young. The two-year development of Xinhe Soyao has been successful and has a big relationship with its fashion.
Induction analysis, Xinhe products are closer to young stylish consumers in packaging design and product tastes, and is particularly good at capturing consumers’ psychological needs. Many young people have become a fresh in JuneLoyal fans, use their words, it is good, it is very comfortable from the packaging.
This new type of consumption group, sometimes in addition to look at the value, also pursuing personal interest, pursuing communication and satisfying the mind. In addition to practical and color value, seasoning packaging also needs to go to the brand culture to meet the psychological needs of consumers. In 2018, he added a soy sauce, officially listed. In addition to the original brewed classic bottle type and principle, it is designed for young consumer groups, and the elements of Mr. Bean are creatively introduced into the image, and the collisions such as Mr. Bean, and this collision is opened.
In marketing innovation, more and more condiment companies have more attention to young marketing, strengthen communication with young people, microblogging, variety and other spreading methods. Haitian sponsored the strongest brain-spit conference, strongly settled young people’s mind, so I would like to have a new way to ask for a new way to have a success of a company.
I talked to everyone with these features of the condiment distributor group.
We said that the transformation of condiment distributors, starting to call the throat from a hot word on the Internet, and we come from the throat event.
In fact, the cutting throat is probably meaning in Henan, a seasoning dealer. He started operating the product of sea fishing from 2005, mainly hot pot substrates, 料, the middle experienced so much It is not easy, from the city agent to the provincial agent, and finally, the sales of the sea bottoms basically accounted for 70% of its trade companies. The manufacturer suddenly withdraws the company’s agent right, that is, this is something.
Why is this matter recently popular network? Because in about three years ago, it was also in Henan, and Donggu soy sauce suddenly withdrew a dealer, and the manufacturer’s narrow throat agents appeared in this time. Since both companies are big brands, they are famous branded brands in the condiment industry. When the company and distributors have contradictory, people often have caused more dealers’ complaints and a lot. Expert scholars have tortured the manufacturer’s relationship, which in turn extended to the core competitiveness of the dealer?
I have introduced the characteristics of the seasoning distributor group from everyone:
The first is lasting. A lot of well-known condiment distributors, and the probably doing business reached 20 years to 30 years. It’s hard to imagine a trade company to make seasonings for twenty or thirty years.
For example, Shandong’s largest seasoning dealer, he probably began to make a cultivation business in 1984, currently sales in Shandong is the first largest household, and sales is about 500 million.
The second is that the most obvious feature is easy to make up. Don’t look at the seasoning industry, but it’s really easy.Business, each province has one or two Hech famous characters.
The third is backward, and the marketing method is behind. Teacher experts in this industry are still relatively small. Some dealers, some companies have also used large area agencies, main walking business super channels, etc. We can say that this is the last persisted, which is a brand case of two companies. The first large region has two companies in China’s conservative industry. The first is the old and dried mother, and the dealer of the old driver basically has more than 100 million sales.
Most of the dealer of the old drums is based on the provincial level. Its biggest business is the general agent of Beijing and Shanghai. Basically, the dealer of the old driver is a province, each There is an agent in the province, then they go to find distributors, other channels.
The second is the major area agency system of Donggu soy sauce, Donggu sauce, and sometimes we will also find particularly suitable for some companies.
The fourth feature is a narrow circle, as long as there is a little wind blowing all knows, including what cut the throat, including who is the agency right, including a big dealer, etc. Wait, because the seasoning dealers say that the hormual circles are very narrow, everyone is very familiar with everyone, but they rarely do some depths, the circle is relatively narrow, everyone knows who everyone.
The group of condiment dealers, the fifth question is produced. Because I just said that lasting is a big business, many dealers are facing a challenge, which is the issue of successors, and the transformation of enterprises. Don’t look at your business, these young people sometimes can’t see you, sell peppers, big materials, sell soy sauce, sell vinegar, you don’t care for a few billion business, do a dozen 100 million, 20 billion business, he sometimes can’t see these successors.
Some companies have developed to this stage. It has been doing more than 20 years. It has been doing it for 30 years, and companies need to do a good transformation. So the issues of these successors and the transformation of enterprises are a challenge for many condiment distributors.
The sixth characteristics, I didn’t want to quickly walked out.
What does this mean? The condiment distributor it is inherently comfortable, do not want to do more transformation, many times are watching. For example, dealers do their point, sometimes they need to do some and closely working with the company, sometimes you need to consider whether you have some of your own brands.
My share is here, thank you.