rapidachievementofchannelefficiency(ppt18)-銷售管理(文件)
【正文】 amp。 Partner Kft. International Management Consultants Andr225。cke 7 D20355 Hamburg Phone ++494037 63 10 Fax ++494037 63 11 02 L246。 Partner GmbH International Management Consultants Arabellastr. 33 D81925 Munich Phone ++498992 230 Fax ++498992 23202 Alt Moabit 101b D10559 Berlin Phone ++49303 99 2750 Fax ++49303 99 27303 GeGlockStra223。 Partner spol. . International Management Consultants Vsehrdova 2/ 560 CS110 00 Prague 1 Mal225。 andar 04717004 S227。n Channel coverage of customer segments Churn rate (fixed/mobile) Boni (fixed/mobile) Subsidy (fixed/mobile) Control panel Sensitivity analyses 100% 200% Whatifanalyses (1) 17 . . . in order to perform a proactive channel management Whatifanalyses (2) Typical issue What happens if personnel cost increase with 5 % p. a.? What will the impact on channel X profitability be, if we reduce churn by 10 %? How is profitability affected if we increase missions by 10%? How is channel X affected if we change the product mix? What is the impact on other channels if we increase sales in channel X with 10 %? How is our result affected if we can increase prices by 5 %? General costs Churn Channel specific costs Product mix Channel elasticity Revenues Defined parameters Cost of goods sold Salaries Other personnel cost Advertising and promotion cost Channel specific churn rate Commission Bad debt Customer retention Handling cost Margin Customer care Channel specific product mix (10 product groups) Channel specific elasticity How is our result affected if we can increase prices by 5 %? 18 rbAdressen ARGENTINA Roland Berger y Associados . International Management Consultants Tte. Gral. . Peron 346 Piso 5176。 01 s specific situation by entering new input data Backup 7 The necessary data will be taken out of the business plan and MIS of the client ... Backup 8 … or be developped together with Roland Berger amp。 40% 08 20% 30% 35% 01 rect Ind237。 1 RACE – Rapid achievement of channel efficiency – International InfoCom Meeting Paris, June 25th 1999 Roland Berger amp。o Paulo – Shanghai – Stockholm – Stuttgart – Tel Aviv – Tokyo – Vienna – Zurich 1Coverpage 2 RACE will help our clients to improve sales power and sales efficiency Value of RACE Improvement of sales power Increase of sales efficiency
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