TIANYOUDE(SZ:002646)2022-12-03 09:20Sales and Marketing Strategy - The sales expense ratio is closely related to the company's market development stage and product lifecycle, with a current strategy of proportional investment based on sales volume [3] - The company is in the exploration phase of national expansion from 2018 to 2020, focusing on markets in Qinghai, Gansu, and Shaanxi [5][6] - The product layout for markets outside Qinghai is defined as 3+N, with three main products and additional variants [6] Market Positioning and Product Differentiation - The company emphasizes its unique brewing history, raw materials, and natural environment as core competitive advantages [9][10] - The barley used for brewing can only grow above 2700 meters, ensuring a pure and pollution-free product [10] - The health benefits of barley include lowering blood sugar and improving memory, which are not replicable by other grains [10] Financial Health and Future Outlook - The company's asset-liability ratio was 15% as of June 2018, indicating a low level of debt [11] - Future production capacity is sufficient to meet development needs without significant short-term investment [11] - The company is implementing a performance evaluation system combining KPI and OKR to enhance operational efficiency [13] Challenges and Adjustments - The decline in wine sales is attributed to the trade war and its impact on supply chain operations [8] - The company is actively working on reducing losses from its online platform, with expectations of improved sales and profit margins in the future [11]