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在市场营销中，村级市场一直被遗忘的角落，很少公司有深度分布可以在这里直接。不过，这已不遗余力力奇龙。隆力奇好中国的农村市场的了解，销售也非常有针对性的方式，具有强烈的地方特色。隆力奇分配派遣人员骑摩托车，自行车，将被发送到所有农村地区的小卖部商品。虽然在一些城市并没有一个固定的商店，甚至发明了一种“公平”的推广和其他特殊方式。在一些高山地区，人口分散，市场上的公平使用时间设立的销售市场，摊档或帮助邮差的工作人员带来了蛇去药膏。

调查显示，在从100到1000个村庄，50％人口中，商店可以买到，如长力奇蛇油膏产品的销售商店最多的超过每月100元。

四，欧莱雅

“，使我们的产品在消费者中增进信任，这是我们最重要的使命。”为了达到这个目的，欧莱雅在2006年开设超市等终端销售模式，并增加本地研发能力。目前，该集团兰蔻，欧莱雅，美宝莲品牌主要通过百货公司的销售柜台，有一些品牌通过药店，发廊，并与消费者接触的其他渠道。据了解，欧莱雅集团，研发的第一阶段在中国中心，6000万元，投入，其中10％用于基础研究和发展。

欧莱雅集团是其众多的知名品牌，著名的中国也不例外。现在，在世界上，它拥有超过500个品牌，其中17个是世界知名品牌共占欧莱雅集团销售总额的94，其中10人介绍了该品牌中国，与两个一起百分之年前，小护士和乐胶囊收入，西，欧莱雅在中国，一共有12个品牌。

欧莱雅集团作为一个属于世界顶级品牌的结果，所以欧莱雅，对中国在中东推行集团品牌定位高档的开始。在高端定位，欧莱雅化妆品在中国推出在价格上非“热门”：最高价是兰蔻，单品价格从230至990万美元（主要在400元至600元发给），其次为230的碧欧泉，单品的价格，每月600个（主要分布在200元至500万美元）;由薇姿，单品价格之后是128元三百八十八元（主要是在160元至300分布万美元），由理肤泉，单位从60到288万美元的产品（主要为100元人民币至200亿美元）之后，比理肤泉，欧莱雅稍微便宜，单位的价格范围是65元至180元（主要是分布在100元人民币至180亿美元）。

但是，中国市场，毕竟，在欧美和日本市场，中国市场是非常大的不同，多元化，消费梯度很大，特别是在塔基的比例的一部分。欧莱雅欧莱雅这些产品是吸引30％的人群大部分的消费能力。调查显示，对这种草要素价格基层消费者的购买方向。根据欧莱雅集团的全球部署，中国企业将扩大到90个城市在200个城市。值得注意的是：欧莱雅向低端市场渗透，不单纯是其品牌的反应，但总的渗透性。只在中国一个，却花了高端品牌形象，人们都往这里跑，实在令人惊讶。

事实上，2001年前，欧莱雅被删除，以提高许多商店的柜台形象，只保留了高档商场的一部分。这种策略使得欧莱雅失去了低端市场的一大部分，他们认为宝洁的品牌出现在各种各样的商店，赚得盆满钵溢关注。在2003年这样，欧莱雅，美宝莲的业绩将达到5.800亿，但超市，美容店，或者从34个地区市场和其他城市之后，实际上对分销渠道，而不是真正意义上的比例，其性能的最百货公司和超市柜台的柜台完成。

探索广大农村地区，以使准备的市场，中国品牌的并购已经成为它便捷的方式。近年来，欧莱雅的一两个地方护士和羽西品牌，其中中国目前的小护士小批量生产收购排名百分之五的市场份额3护肤品牌，仅次于玉兰油和大宝，品牌高达90在20岁以下年轻人的认识有百分之90％的人知道小护士品牌，通过欧莱雅规划兴建两个或三个城市的公共关系的一系列独特的扩大，激发起他们。这也表明了对高端市场的布局完成后，欧莱雅是要达到在中国大众化妆品市场。

Day 06 of China’s Market Review and Prospect: Enterprise summary chapter (b)

In marketing, the village-level market has always been the forgotten corner of the world, very few companies have the depth distribution can be here directly. However, this has spared no effort nilfisk lung. Lung nilfisk well aware of China’s rural market, sales would also highly targeted manner, with a strong local flavor. Lung nilfisk distribution dispatch personnel riding motorcycles, bicycles, will be sent to rural areas in all commissary goods. While in some towns do not have a fixed shops, and even invented a “fair marketing” and other special way. In some alpine regions, the population scattered, and marketing staff on the use of fair time to set up a stall in the market on sales, or to help the postman brought a snake go ointment.

survey showed that people in the population from 100 to 1,000 villages, 50% of the store can buy long nilfisk ointment products such as snakes, the largest number of sales a store has more than 100 yuan per month .

IV, L’Oreal

“so that Chinese consumers in our products enhance trust, it is our most important mission.” To this end, the opening of L’Oreal in 2006 Supermarket such as terminal sales model, and increase local R & D capability. At present, the Group Lancome, L’Oreal, Maybelline brands primarily through the sales counters in department stores, there are some brands through pharmacies, hair salons and other channels of contact with consumers. It is understood that the L’Oreal Group, the first phase of R & D center in China, the input of 6,000 million yuan, of which 10% for basic research and development.

L’Oreal Group is renowned for its many well-known brand in China is no exception. Now, in the world, it owns a total of more than 500 brands, of which 17 are world-renowned brands, L’Oreal Group occupies 94 percent of total sales, of which 10 have introduced the brand to China, together with the two years ago the income of small capsule nurses and Yue-Sai, L’Oreal in China, a total of 12 brands.

L’Oreal Group as a result of belonging to the world’s top brands, so the beginning of L’Oreal Group, the introduction of China’s brand positioning in the middle-grade. In the high-end positioning, the L’Oreal cosmetics launch in China in terms of price for non-”popular”: the highest price are Lancome, single goods price from 230 to 990 million (mainly distributed in the 400 yuan to 600 yuan ); followed by Biotherm, single goods price from 230 to 600 per month (mainly distributed in the 200 yuan to 500 million); followed by VICHY, single goods price range is 128 yuan to 388 yuan (mainly distributed in the 160 yuan to 300 million); followed by the rationale Posay, unit price from 60 to 288 million (mostly for the 100 yuan to 200 million); than justifications Posay L’Oreal are slightly cheaper, the scope of unit price are 65 yuan to 180 yuan (mostly distributed in the 100 yuan to 180 million).

However, the Chinese market, after all, different in Europe and America and Japan markets, the Chinese market is very large and diversified, consumer gradient lot, especially on the part of Taki proportion. L’Oreal of these products is to attract the most spending power of 30% of the crowd. Survey showed that prices of factors of this grass-roots direction of consumer purchase. According to L’Oreal Group’s global deployment, Chinese businesses will expand to 90 cities in 200 cities. It is worth noting that: L’Oreal to the low-end market penetration, not simply a response to its brand, but the overall permeability. For just one in China, it took high-end brand image that people take this route is indeed surprising.

In fact, 2001 years ago, L’Oreal was removed in order to enhance the image of the counters of many stores, retaining only a part of high-end stores. This strategy allows L’Oreal lost most of one of the low-end market, they watched as Procter & Gamble’s brand appears in a variety of stores, reaped the profits overflow. Such as in 2003, L’Oreal, Maybelline’s performance to reach 580 million, but as supermarkets, cosmetic shops, or from 34 geographic markets and other cities following the true sense of the proportion of distribution channels and not, in fact most of its performance counters in department stores and supermarkets in the counters completed.

to explore the vast rural areas in order to make ready the market, the acquisition of Chinese brands has become the convenient way for it. In recent years, the L’Oreal acquisition of a small series of two local nurses and Yue-Sai brand, of which China is currently small nurses ranked 3 skincare brand, second only to Oil & Ulan and Dabao, with 5 percent market share, brand awareness as much as 90 percent in 20 years of age among young people has 90% of people know that small nurses brand, which through a series of L’Oreal distinctive expansion of public relations planning to build two or three cities have been inspired by them. This also shows that the completion of the layout of the high-end market, the L’Oreal is to reach the mass cosmetics market in China. (07-7-5)