Jiangsu Province Jiangsu Province began in the early Qing Dynasty and took the first name of Jiangning and Suzhou. It is called Su, the provincial capital of Nanjing. It is located in the center of the eastern coastal area of ​​China, with the Yellow Sea in the east, Anhui in the west, Shandong in the north, and Zhejiang and Shanghai in the southeast. It has a vast hinterland and obvious location advantages. The province covers an area of ​​102,600 square kilometers, accounting for 1.06% of the country's total area. Jiangsu is located in the transition zone from the subtropical to the warm temperate zone. The climate is mild, the rainfall is moderate, and the four seasons are distinct. Metal bar stools STARWAY INTERNATIONAL HOME-LIVING CO., LTD , https://www.starwayfurniture.com
The domestic plains account for 69%, the water surface accounts for 17%, the Yangtze River crosses 425 kilometers, and the Beijing-Hangzhou Grand Canal runs 690 kilometers north and south. The existing cultivated land is 75.13 million mu, with more than 9.8 million mu along the beach and a coastline of about 1,000 kilometers. Rich in tourism resources, Nanjing's ancient capitals of the Six Dynasties, Suzhou's classical gardens, and Taihu scenery in Wuxi, all have high natural and cultural landscape values. The province now has 13 provincial cities including Nanjing, Wuxi, Xuzhou, Changzhou, Suzhou, Nantong, Lianyungang, Huaiyin, Yancheng, Yangzhou, Zhenjiang, Taizhou and Suqian, and has 109 counties (cities), including 30 counties. 28 county-level cities and 51 municipal districts. There are 1372 townships.
Jiangsu is one of the provinces with relatively developed economies and cultures. Since the reform and opening up in 1978, Jiangsu has implemented strategies and steps to implement the strategy of revitalizing the province through science and education, economic internationalization, urbanization, regional common development and sustainable development. The national economy has maintained rapid growth and the comprehensive economic strength has been significantly enhanced. Since the reform and opening up, Jiangsu's national economic and social development has maintained sustained, rapid and steady growth, and the urban and rural landscape has undergone tremendous changes, and people's lives have improved markedly. Coupled with Jiangsu's temperate climate, beautiful environment and good public security, it is one of the most suitable places to start and live. In addition, Jiangsu opened to the outside world earlier. Jiangsu is one of the provinces that opened up to the outside world. It has conducted effective explorations on foreign economic laws and international standards, and has a first-mover advantage in the open economy.
Overview of Jiangsu's Washing Market Jiangsu's good economic conditions provide opportunities for the rapid development of the washing market. Not only many foreign brands have a strong sales performance in Jiangsu, but also the second and third-line brands have gained considerable market share in Jiangsu Province. . Especially in recent years, a large number of washing brands have emerged in Jiangsu Province, and they have done a lot of things, such as: Ding Jiayi, Longliqi, Persden, etc. These brands started from Jiangsu Province and gradually developed and become the backbone of local brands. By.
Jiangsu agents generally have a high level of education, and often after a period of operation, they will continue to summarize and seek development breakthroughs. This kind of coming out, dare to try to accept the style of new things has provided many opportunities for business development. Therefore, Jiangsu dealers mostly do a lot, and generally have their own business plans, thus making Jiangsu's washing market It shows a thriving scene.
The products you eat are health-conscious, the goods are fashionable, and the products used are high-end. This is the consumption view of many consumers in Jiangsu. The acceleration of urban and rural residents' consumption upgrade is the embodiment of Jiangsu's rapid economic development. Two or three thousand yuan of brand mobile phones are best sold, more than 10,000 yuan of high-end clothing frequently sold, tens of thousands of sets of cosmetics in a Nanjing shopping mall can sell more than one set a day, more than 100,000 yuan of diamond ring on the day of sampling Was bought, a flat-panel TV sales in a people's shopping mall in the Golden Week accounted for more than 90% of the sales of color TV.
The Jiangsu consumer goods market continued to maintain high growth. In addition to the steady growth of urban and rural residents' income, the expansion of population size is also an important factor. The rapid expansion of the population has provided sufficient market popularity and broad market space for the prosperity of the Jiangsu detergent market.
Jiangsu dealers' characteristics Because of Shanghai's reasons, Jiangsu's washing market is more active than other provinces. From the event site of the China Merchants Express train Nanjing Station, although the weather is cold, there are thousands of dealers who rushed to the event site. And most of the dealers have shown great enthusiasm, from their willingness to go out, happy to communicate with their peers, and can not be seen in the cold, Jiangsu businessmen can bear the hard work style.
Striving for stability is the biggest feature of Jiangsu dealers. Whether it is business or business, they don’t have the business, they don’t know what to do, they will never do it. They think that doing business and doing business is stable and steady. Step by step is the biggest winner, and the risk-taking and loss-prone half-adventure business, they generally do not. Perhaps because of the stability of Jiangsu people, since ancient times, the Jiangsu business community has made great losses, and there are not many people who are shocking. Of course, don't think that they are hard to make a big difference. On the contrary, they are sure to have a business that is 70% or 80%, and they will shoot when they shoot.
In the process of doing business, as the market conditions and the exchange of goods change, change your own business strategy, and go smoothly, in the specific sale, and not concealed, as long as it is beneficial. This is the dialectical means of management of Jiangsu businessmen. To this end, Jiangsu businessmen have implemented a strategy of small profits but quick turnover, not greedy for profit. Second, it is modest and unobtrusive, and courteous. Jiangsu people are simple, dressed in general, never lead the trend of the times. They have money in their hands, but they don't have a lot of money. They rarely put their shelves in the business field, and they don't want to catch up with fashion. They often only use their fists and feet in the business industry they see.
It is a common rule for Jiangsu businessmen to do business politely, and it is also one of the tricks for many businessmen to make money abroad. However, under the premise of courtesy, they will not forget that business is the purpose of making money. Under good words, their only attempt is to do business. This point is very similar to that of the Zhejiang businessman. It is the savvy that lies in the kindness and the business of the Jiangsu people. It is necessary to be a win-win situation and sincere. It’s hard to do business with a cheap mindset. It is necessary to have everyone to earn together, to make the business sincere, and to let the other party feel that you are not just a self-employed businessman who does not consider their own interests and does not consider their interests.
Based on the fact that Jiangsu businessmen are pragmatic and polite, they are also treated with courtesy. They respect others and hope others respect them. If you are arrogant in the business field, do not respect them, they will reject you from the financial sector, and even pass your arrogance to the peers, then you will be difficult to establish a foothold in the Jiangsu business field.
Go to Jiangsu to develop chain operations or let Supais businessmen act as business agents. Jiangsu people like to do business independently, but also good at independent management. When working with them, they can use their strengths to let them stand alone. Or as a general agent, or to undertake a certain aspect of business. Another is to join them franchise. In this way, they can give full play to their independent intelligence and achieve a win-win situation for cooperation.
The operation of Jiangsu dealers The business model of dealers in Jiangsu Province is mainly based on supermarket supply, franchise store supply, wholesale, and self-opening franchise stores, followed by retail and mall counters. see picture 1: 
In terms of dealer distribution, Jiangsu's daily chemical dealers are mainly distributed in prefecture-level urban areas and county-level urban areas, accounting for 34% and 41% respectively. Townships account for 22%, and the provincial capital Nanjing has 3%. From this point of view, most dealers in Jiangsu are active in second- and third-tier cities.
Most of Jiangsu's dealers' monthly sales are concentrated between 10,000 and 200,000, accounting for 82%, and another 200,000 to 500,000 to 500,000 to 1 million and 1 million or more. This point shows that Jiangsu dealer sales are relatively stable. The 71% increase in sales and the basic balance of 29% also illustrate this point. No drop in the survey results indicates that the washing market in Jiangsu has a good development trend.
For the main factors affecting sales performance: product reasons, business methods, competition, management, Jiangsu dealers believe that products and competition are too large for 28%, accounting for operating methods and management 20% and 24%. In the investigation, the author learned that Jiangsu dealers are very optimistic about the future development of the washing market, and believe that with the joint efforts of manufacturers, they can achieve better sales performance.
Regarding the price of products in the washing market in Jiangsu, the best selling shampoo price is between 10 yuan and 18 yuan, accounting for 63% of the market ownership rate, the lower end of 10 yuan and the higher end of 19 yuan - 30 yuan. Each accounted for 16%, and the price of 31 yuan or more also has 5% of the consumer population. See Figure 2: 
In terms of skin care products, the sales volume of 20 yuan to 40 yuan is the largest, accounting for 66% of the market, 40 yuan - 60 yuan, 60 yuan or more respectively occupy 10% of the market, and the market share of skin care products below 20 yuan is 14%. Because of the climate characteristics of Jiangsu, skin care products are mostly sunscreen and moisturizing.
The toothpaste market in Jiangsu is most accepted by consumers at a price between RMB 3 and RMB 6 and accounts for 55% of the market. The market for toothpaste below 3 yuan is mostly in towns and villages, accounting for 28% of the market. And 6 yuan - 10 yuan accounted for 11% of the market, more than 10 yuan of toothpaste, the market share in Jiangsu is only 6%.
In the shower gel market, products with a price range of 5 yuan to 15 yuan account for 80% of the market share, 15 yuan to 20 yuan account for 10% of the market, and shower gel products of less than 5 yuan and 20 yuan each account for 5% of the market. .
Management means Jiangsu dealers in the product promotion, the focus on the product's profit margin, accounting for 29%, and manufacturers support is the main driving force for Jiangsu dealers to promote, accounting for 38%. For the Jiangsu dealers, most of the products that can drive the atmosphere of the store will be promoted. Only 4% of the dealers will promote the products with a large backlog. The survey results are also applicable to the promotion cost survey. 67% of the dealers believe that the manufacturer should support the promotion fee as appropriate, and another 33% of the dealers believe that the promotion fee should be provided by the manufacturer. The basis for promoting the product is shown in Figure 3: 
In the process of operation, dealers often encounter some difficulties. Compared with dealers in Jiangsu Province, the biggest dilemma is that many similar products suddenly appear on the market, which makes many dealers caught off guard and 45% of dealers. Said that he has encountered this dilemma. Manufacturers to increase the price of goods for dealers, it means cost increases, but also a big dilemma, plagued 25% of dealers, and 20% of dealers experienced subordinate dealers suddenly asked for promotions. Counterfeit and shoddy products have a great impact on dealers, and 10% of dealers are uneasy about this.
When choosing a new brand agent for distributors who choose new products in Jiangsu, the most important thing is the brand strength and technical advantage of the brand, accounting for 35% of the dealers, followed by brand awareness and advertising, accounting for 27%. The profit margin and product positioning given by the manufacturer are in line with the local consumption, which accounts for 19% respectively. See Figure 4: 
There are many ways to choose a new brand, but most of Jiangsu's dealers will choose to participate in large-scale industry exhibitions, accounting for 48%. In addition, the salespersons of the company's salesmen and the media advertising information accounted for 16%, while the participation in the company's ordering meetings also accounted for 20%.
The dealers in Jiangsu are very rational and will not add new brands because of the requirements of some consumers. The results of the survey on the motivation of new products show that the proportion of dealers who increase profits accounts for nearly half of the total, up to 47%. Another 37% of dealers are in order to increase the business category, which is to expand the scale of operations, only 16% of dealers are to promote the reputation.
When choosing a new brand, most dealers will eliminate some of the old brands. A 33% of dealers in Jiangsu will eliminate brands with difficult product sales. Secondly, 29% of dealers will eliminate brands that are under-supported by manufacturers. The profit of the products is not high, and 24% of dealers will choose to give up. Because of brand aging and other reasons, 14% of dealers choose to eliminate.
See Figure 5: 
As for the market and other provinces and cities, Jiangsu's washing market is also in a state of flux. 75% of dealers believe that the local dealer structure is relatively stable, with a small amount of flow, and 25% of dealers believe that local The dealer structure is very unstable, and there are many merchants entering and leaving the industry.
For the competition, Jiangsu's dealers have a 53% share of the competition, but the market share is relatively stable. Another 47 dealers believe that the local competition is fierce and the market share changes very much. In terms of competition, the most experienced dealers are merchants who snatch customers with interest rebates, accounting for 60%. Secondly, a merchant suddenly reduced the price of similar products, and 33% of dealers said that such competition occurred in the area where he operated. Another 7% of dealers have been hit by the sudden emergence of counterfeit and shoddy products.
In Jiangsu's washing market, 46% of dealers said that in their local operations, few people do OEM processing, and they are dedicated to making manufacturers' brands. There are also 24% of dealers who believe that local OEM production is very common, resulting in brand-name products everywhere. Another 12% of downstream terminals have their own brands, and 18% of dealers have their own ideas, but they dare not take action.
About 53% of distributors believe that local consumption trends are optimistic, purchasing power is increasing, and 35% of dealers believe that consumption levels are stable and purchasing power is balanced. It is considered that consumption is not optimistic, and purchasing power is weak and bad judgment is 6% each. The survey results show that the Jiangsu market still has a very good development trend.
In Jiangsu, 47% and 15% of consumers are affected by advertising and friend recommendation, 22% are due to brand promotion, 15% of consumers are not ideal because of the current brand effect. 7% is because the new brand has new features. This shows that companies that want to enter the Jiangsu market may wish to make more efforts in advertising.
The survey also showed that in the Jiangsu market, the most effective advertising is still TV media. Occupy 47% of the ultra-high share. Newspapers and outdoor advertising accounted for 13% respectively, magazines and other advertising campaigns accounted for 6% respectively, and cars and broadcasts accounted for only 3%. Emerging online media also affected consumption more and more, accounting for 9%. See Figure 6: 
China Washing Investigation Report - Jiangsu