渠道第3章-文庫(kù)吧在線文庫(kù)
【正文】 月 下午 8時(shí) 25分 :25February 11, 2023 ? 1行 動(dòng) 出成果，工作出 財(cái) 富。 表 3A2建材公司為通過(guò)零售商購(gòu)買(mǎi)的終端用戶(hù)提供服務(wù)的渠道效率模塊 WEIGHTS FOR FLOWS: PROPORTIONAL FLOW PERFORMANCE OF CHANNEL MEMBER: COSTS BENEFIT POTENTIAL (High, Medium, or Low) FINAL WEIGHT Mfgr. Retailer Enduser TOTAL PHYSICAL POSSESSION 30 High 35 2 2 2 100 OWNERSHIP 12 Medium 15 2 2 2 100 PROMOTION 10 Low 8 1 3 0 100 NEGOTIATION 5 Low/Medium 4 1 2 1 100 FINANCING 25 Medium 29 2 2 2 100 RISKING 5 Low 2 2 2 1 100 ORDERING 6 Low 3 1 2 1 100 PAYMENT 7 Low 4 1 2 1 100 TOTAL 100 N/A 100 N/A N/A N/A N/A NORMATIVE PROFIT SHARE N/A N/A N/A ? ? ? 100 表 3A3建材公司為通過(guò)零售商購(gòu)買(mǎi)的終端用戶(hù)提供服務(wù)的渠道效率模塊 WEIGHTS FOR FLOWS: PROPORTIONAL FLOW PERFORMANCE OF CHANNEL MEMBER: COSTS BENEFIT POTENTIAL (High, Medium, or Low) FINAL WEIGHT Mfgr. Retailer Enduser TOTAL PHYSICAL POSSESSION 30 High 35 33 33 33 100 OWNERSHIP 12 Medium 15 33 33 33 100 PROMOTION 10 Low 8 25 75 0 100 NEGOTIATION 5 Low/Medium 4 25 50 25 100 FINANCING 25 Medium 29 33 33 33 100 RISKING 5 Low 2 40 40 20 100 ORDERING 6 Low 3 25 50 25 100 PAYMENT 7 Low 4 25 50 25 100 TOTAL 100 N/A 100 N/A N/A N/A N/A NORMATIVE PROFIT SHARE N/A N/A N/A 32% 38% 29% 100 ? 靜 夜四無(wú) 鄰 ，荒居 舊業(yè)貧 。 ? 揭示了 渠道成員 所承擔(dān)的渠道成本以及特定渠道流的成本如何在渠道成員之間進(jìn)行分配。 weeks of basic training, then 6 months of onthejob coaching, then a year of monthly training sessions. (c) New hires are assigned to smallbusiness accounts to get more opportunities to close sales. (d) Salespeople contact clients not through inperson sales calls (too expensive), but through phone/. (e) CDW has longertenured salespeople than its petitors. 渠道概覽 33：逆向物流 退貨成本 ? 表 32 產(chǎn)品退貨 Product Returns: A LargeScale Problem ?The value of returned goods is close to $60100 billion annually in the . ?Web returns alone had value between $ and $ billion in 2023 ?Estimates are that the cost of processing those Web returns is twice as high as the merchandise value itself! ?. panies are estimated to spend $35 billion to more than $40 billion per year on reverse logistics ?The average pany takes 3070 days to move a returned product back into the market ?The estimated number of packages returned in 2023 is 500 million 產(chǎn)品退貨過(guò)百分比 Industry Return % Ranges Magazine Publishing 50% Catalog Retailers 1835% Book Publishers 2030% Greeting Cards 2030% CDROMs 1825% Computer Manufacturers 1020% Book Distributors 1020% Mass Merchandisers 415% Electronic Distributors 1012% Printers 48% Auto Industry (Parts) 46% Consumer Ele
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