【正文】 of Parts of a Whole, Use a Bar Chart or a Stacked Column Chart Use a bar chart for ? Market research survey responses ? Competitor parisons reserves column charts for time series parisons leaves room for long labels on the left axis Use a stacked column chart for ? Cost structures or cost structure parisons ? Regional market share parisons ? Changes or differences in mix across time or petitors 27 來自 中國最大的資料庫下載 MOTHERS WILLING TO BREASTFEED BUT WOULD USE INFANT FORMULAE AS A SUPPLEMENT Supplement baby food Baby food better for baby “ Cannot‖ breastfeed (not enough milk) Do not have time to breastfeed (. work reasons) Others(1) Total 06 month 612 month 13 year 0 200 400(1) Typical other reason: baby likes it Source: Survey results。 it also begins with a capital letter the third level is called a dash point。 spirits pany Major . brewer Goal of the study Strategic alliances in Europe Acquisition strategy Strategy development Acquisitions in brewing and soft drinks in Spain European brand Brand extension strategies Brand positioning Backup 52 來自 中國最大的資料庫下載 THIS IS THE FORMAT FOR TABLES Chain Segment Offpremise ? Supermarket ? Cstore ? Drug ? Gas ? Liquor/Other Onpremise Total Market Growth Share Gain 198990 CAGR Total (%) % Due to Sales Efforts Driving Growth Source: Market Research Backup 53 來自 中國最大的資料庫下載 RECOMMENDED GRAPH FORMAT 100 75 50 25 0 1980 1981 1982 1983 1984 Scale in 12 point Y label centered in 12 point Graph heading 16 point, capital letter for first word Legend in 12/14 with box* *Optional Source: Text inside graph flexible (12 or 14 if possible) X label in 12 point (14x9) Backup 54 來自 中國最大的資料庫下載 USE THESE QUESTIONS TO REVIEW YOUR SLIDES How does this slide contribute to the story? How does it help the audience to address their needs? Does management want/need to know what39。 the fourth letter is a dot point (no cap)。 Consulting Analysis 65 25 10 Example 37 來自 中國最大的資料庫下載 FOLLOWING EXAMPLES PRESENT SAME DATA IN DIFFERENT FORMATS Quantitative data ? Sales and profit over time ? Comparison of features for products in market ? Two options for technical specialist deployment Qualitative data ? Flow of presentation ? Segmentation 38 來自 中國最大的資料庫下載 Sales have grown by 11% per annum since 1989 ? Company X sold $60 million in 1989 ? Sales expected to be $90 million in 1993 Profits have grown more rapidly at 17% per annum ? Company X had profits of $16 million in 1989 ? Profits expected to be $20 million in 1993 Exercise 1 Source: Abco Data PROFITS GROWING FASTER THAN SALES 1 39 來自 中國最大的資料庫下載 S a l e s P r o f i t1 9 8 9 60 101 9 9 0 66 121 9 9 1 73 151 9 9 2 81 181 9 9 3 90 20101001 9 8 9 1 9 9 0 1 9 9 1 1 9 9 2 1 9 9 3Exercise 2 CAGR (%) 11 19 Dollars ($, million) Sales Profits Source: Abco Data PROFITS GROWING FASTER THAN SALES 2 40 來自 中國最大的資料庫下載 PROFITS GROWING FASTER THAN SALES 3 Exercise 1 1989 1990 1991 1992 1993 CAGR (%) Sales ($, Million) Profit ($, Million) 60 66 73 81 90 11 10 12 15 18 20 19 Source: Abco Data 41 來自 中國最大的資料庫下載 FOCUSING ON SMALL CUSTOMERS WILL PROVIDE THE MAXIMUM LEVERAGE 1 A technical specialist spends more time with large customers ? An average of 8 hours in person per call for large customers, versus . . . ? 15 minutes on phone per call for small customers Consequently, a single specialist can cover more small customers ? Can only serve one large customer per day ? Can serve 8 small customers per day Exercise 2 Source: Phone Co. 42 來自 中國最大的資料庫下載 FOCUSING ON SMALL CUSTOMERS WILL PROVIDE THE MAXIMUM LEVERAGE 2 Exercise Onsite Time with Large Customer Number of customers served in one day Onphone Time with Small Customer 8 hrs. 1 15 min. 32 Source: Phone Co. Time spent per service call 43 來自 中國最大的資料庫下載 FOCUSING ON SMALL CUSTOMERS WILL PROVIDE THE MAXIMUM LEVERAGE 3 L a r g e S m a l lL a r g e S m a l lTime Spent per Service Call Possible Calls per Day 8 hrs. 15 min. 1 32 Exercise 2 Source: Phone Company 44 來自 中國最大的資料庫下載 AGENDA Order taking ? Customer conversation ? Order entry into system Manufacturing ? Scheduling ? Production Distribution ? Packaging ? Shipment Exercise 3 45 來自 中國最大的資料庫下載 AGENDA