During the corresponding time, Synutra International, Inc. saw a revenue deteriorated by -0.19 % year on year, sequentially revenue grew by 31.86 %. While revenue at the Synutra International, Inc.'s corporate clients
Synutra International's Comment on Sales, Marketing and Customers
We generally sell our products to distributors and in limited circumstances directly
to retailers such as supermarkets. With the introduction of My Angel series infant
powdered formula products in the fourth quarter of fiscal year 2011, we began
to sell directly to baby stores. Our sales and marketing approach combines advertising,
brand-building and store-level promotions. Our customer relations management team,
or CRM, uses our customer relations management database in order to acquire, process,
and manage targeted customer information.
We have built a sales network that covers all the provinces and provincial-level
municipalities in China. Our sales group is divided into multiple sub-sales regions.
Each sub-sales region covers between eight to 20 urban sales areas which act as
independent operating units, while each urban sales area covers three to twenty
county sales areas.
Our sales teams work directly with each retail outlet to manage the sales process
and to collect customer and purchasing related data. We use multiple criteria
to select our distributors, including reviewing each potential distributor’s
financial condition. City managers are rotated periodically among various cities.
We have set up a sales budget management team to manage our sales expenses and
to supervise the execution of our budgeting plan. This team reports directly to
the director of marketing and sales.
We compensate our sales personnel through a combination of fixed salaries and
bonuses based on sales volume. Our targeted sales incentive programs compensate
our sales personnel on a product-specific level, thereby enabling us to incentivize
our sales personnel to focus their sales and promotion efforts on certain product
lines, such as our premium product lines or larger product packages.
Synutra International’s Comment on Sales, Marketing and Customers
We generally sell our products to distributors and in limited circumstances directly
to retailers such as supermarkets. With the introduction of My Angel series infant
powdered formula products in the fourth quarter of fiscal year 2011, we began
to sell directly to baby stores. Our sales and marketing approach combines advertising,
brand-building and store-level promotions. Our customer relations management team,
or CRM, uses our customer relations management database in order to acquire, process,
and manage targeted customer information.
We have built a sales network that covers all the provinces and provincial-level
municipalities in China. Our sales group is divided into multiple sub-sales regions.
Each sub-sales region covers between eight to 20 urban sales areas which act as
independent operating units, while each urban sales area covers three to twenty
county sales areas.
Our sales teams work directly with each retail outlet to manage the sales process
and to collect customer and purchasing related data. We use multiple criteria
to select our distributors, including reviewing each potential distributor’s
financial condition. City managers are rotated periodically among various cities.
We have set up a sales budget management team to manage our sales expenses and
to supervise the execution of our budgeting plan. This team reports directly to
the director of marketing and sales.
We compensate our sales personnel through a combination of fixed salaries and
bonuses based on sales volume. Our targeted sales incentive programs compensate
our sales personnel on a product-specific level, thereby enabling us to incentivize
our sales personnel to focus their sales and promotion efforts on certain product
lines, such as our premium product lines or larger product packages.
Sources:
Synutra International, Inc.’s official press releases and regulatory filings; CSIMarket.com’s market research; and the financial filings and press releases of other companies cited in this report.
Updated on:
Focus of this report: Synutra International, Inc.’s corporate clients.
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