FMCG-KA2
Customer deep-dive · Jun 2026 · Tier 2 · Folding Carton
This week, FMCG-KA2 ran at 100% of plan — RMB 0M ahead of plan — with ASP -1.2% QoQ and OTIF 96.7% (2 late). The biggest risk is ASP -1.2% QoQ1, driven by price-down pressure outpacing premium mix shift. Focus next on accelerate premium qualifications to defend blended asp.
- Attainment improved +1.1pp to 100%
- OTIF up +0.4pp to 96.7%
- Open complaints rose by 1 to 1
- Satisfaction up +0.3 to 4.3/5
- FG inventory drew down 5 days to 17 DOH
- P2Lift OTIF to 97% — 2 late shipment(s) to clearOpenOwner:Due:Impact:Why:OTIF96.7%Late shipments2
- P3Reduce DSO — collect on RMB 112M AROpenOwner:Due:Impact:Why:DSO48 dAR balanceRMB 112M
Week-over-Week Movement
5 improved1 worsened· Jun 2026 vs May 2026Biggest Drivers
- ASP -1.2% QoQ — Price-down pressure outpacing premium mix shift
Automated Risk Signals
ASP -1.2% QoQ
Driver: Price-down pressure outpacing premium mix shift
Focus: Accelerate premium qualifications to defend blended ASP
Revenue: plan, actual, forecast & last year
FMCG-KA2 — monthly RMB M · actual bars turn amber/red below plan · forecast next 3 months
Commercial & Financial
Jun 2026
| Revenue (actual) | RMB 70M | plan RMB 70M |
| Attainment | 100% | |
| ASP | ¥5.17/m² | -1.2% QoQ |
| Share of wallet | 28.5% | |
| Channel | Domestic | domestic only |
| FX exposure | RMB 0M | export revenue at FX risk |
| Contract | Active | ends 2028-03 |
| AR balance | RMB 112M | DSO 48 d |
Fulfillment & Inventory
Jun 2026
| OTIF | 96.7% | target 96% |
| Late shipments | 2 | |
| Volume | 13,549 KSqM | plan 13,547 KSqM |
| FG stock | 7,678 KSqM | 17 DOH |
| Aging >60d | 4.0% |
Quality & NPI
Jun 2026
| Satisfaction | 4.3/5 | |
| Quality PPM | 93 | |
| Open complaints | 1 | 0 crit / 0 major |
| Claim cost | RMB 0M | |
| NPI pending | 2 | 0 delayed |
| NPI rev at risk | RMB 0M |
Qualification Pipeline
NPI projects & revenue at risk
| Project | Product | Phase | Target MP | Status | Rev at risk | Delay reason |
|---|---|---|---|---|---|---|
| StdCarton-G2 | Standard SBS folding carton | Small Trial | 2026-Q4 | ON TRACK | – | – |
Complaint Tracker
Root cause linked to originating site
No open complaints.
4-Week Execution Plan
Weekly focus & status
| Week | Dates | Focus / plan | Owner | Status |
|---|---|---|---|---|
| Week 1 | Jul 2026 1–7 | Weekly demand review & lock production allocation | Kevin Zhao (Account Mgr) | ON TRACK |
| Week 2 | Jul 2026 8–14 | Expedite open POs & confirm OTIF recovery plan | David Chen (Supply Planner) | AT RISK |
| Week 3 | Jul 2026 15–21 | Inventory rebalancing — trim FG DOH to target | Mia Liu (Ops Planner) | ON TRACK |
| Week 4 | Jul 2026 22–28 | QBR prep — next-quarter forecast alignment & contract review | Kevin Zhao (Account Mgr) | PLANNED |
Major Milestones
Upcoming commitments
| Milestone | Target | Owner | Status |
|---|---|---|---|
| Contract renewal — Active | 2028-03 | Account Manager | ON TRACK |
| Sep 2026 volume commit (13,547 t plan) | Sep 2026 | Supply Planner | PLANNED |
Action Plans
Prioritised for the next 4 weeks
| Prio | Action | Owner | Impact | Due |
|---|---|---|---|---|
| P2 | Lift OTIF to 97% — 2 late shipment(s) to clear | David Chen (Supply Planner) | OTIF 96.7% | Jul 14, 2026 |
| P3 | Reduce DSO — collect on RMB 112M AR | Helen Xu (Finance) | DSO 48 d | Jul 28, 2026 |
CRM Engagement Records
Logged sales engagement · Jun 2026
- 2026-06-26Meeting· VP ProcurementGrace Wang
Confirmed H2 tender cadence; volume commit review to start next month.
- 2026-06-08Visit· Purchasing HeadGrace Wang
Presented VMI joint-inventory proposal; customer interested, wants draft this month.
- 2026-06-03Email· Category BuyerMia Liu
Shared quarterly ASP benchmark; flagged price-down expectation for next cycle.
Account Engagement Risk Board
Owner Grace Wang · cadence & signals
- Open commitment: Open commitment — VMI draft due — from Visit on 2026-06-08