普華永道圖標(biāo)樣式ppt課件(編輯修改稿)
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【文章內(nèi)容簡介】 gn and TestingField Administration PreparationSample Quota Design and List PullData Analysis附錄三： PowerPoint制作工具及范本 33Identifying Buyer ValueBased segments creates the foundation for creating the distribution channel strategy and design.Summary — Identify Buyer Value SegmentsIdentify BuyerValue Segments? What do consumers value?? How can we segment consumers based on these values?DevelopConceptual Strategy Design? Based on what consumers value, what is our strategic direction?? Conceptually, what types of products do we want to offer?? Conceptually, what channels do we want consumers to use?DevelopMigrationStrategy? How do we municate these changes to our key stakeholders?? How do we prepare our consumers and employees for these changes?? How do we actually get to where we want to be?– Pilot Plan– RollOut PlanEstimate Anticipated Customer Behavior? To which channels will customers migrate?Develop Product/Pricing Strategy? What products should we offer?? How should they be priced?Determine Distribution Network ? How do we change our branch and ATM works?– How many?– Where should they be located?Minimize Business Decision Risk? How will consumers react? How will this affect our bottom line?Develop Data Mining Opportunities? How do we exploit buyer value insights to better target market segments?iterativePlanImplementationDevelop Detailed Strategy DesignDevelop Conceptual Strategy DesignUnderstand Value PropositionsCustomer Migration Strategy 附錄三： PowerPoint制作工具及范本 34Value based segment strategies can produce incremental revenues of $700 million and reduce costs up to $150 million.Benefits — Quantitative Identify Buyer Value Segments Quantifiable Benefits These cost savings will be offset by the $52 million increase in central delivery unit costs...By 1999, even after absorbing significant implementation/infrastructure costs, project can contribute over $700 million pretax annually . . .$493$670$309The shareholder value effect can be significant.YearILLUSTRATIVEBranch and City Administration annual operating costs will be reduced by nearly $200 million . . .$MM附錄三： PowerPoint制作工具及范本 35Its critical to define what factors or “attributes” are important when consumers decide to purchase from one provider versus another.— Automotive Example — A Product is the Sum of its AttributesInstrument Design Reliability:n Air bagsn Steel constructionn Roll bar Speed:n Horsepowern Acceleration Price:n Purchase pricen Maintenance costsn Insurance Style:n Body stylen Colorn Image Comfort:n Leather interiorn Stereo systemn Leg room附錄三： PowerPoint制作工具及范本 36With traditional research, when you ask how important any particular feature is individually, consumers tend to say each is very important.1 2 3 4 5 6 7 8 9 10StylingPriceSpeedReliabilityNot at all important Very importantInstrument Design附錄三： PowerPoint制作工具及范本 37Based on answers to the tradeoff questions, buyer values are calculated and respondents are grouped by “l(fā)ike” values to help identify target segments. HighLowHighLow. ... ..... ....... ... ...... ... .... ... ...... ..... ... .... ... .... .... ........ .... .... .. ..... ... ...— Buyer Value Segments —... ..... .... ... ... .... . . .. ...... ... ..ChannelistsRate / SpeedNote: 1) Each dot represents thousands of consumers2) Analyses were run for all possible binations to identify the best grouping of consumers and their values. ....... ... ....Speed... ..... .... ... ... .... . . .. ...... ... ..Liquidity / Access... .... .. ..PerformancePriceILLUSTRATIVECase Study附錄三： PowerPoint制作工具及范本 38These groups or segments of consumers not only have different profit potentials...— Investment Buyer Value Segments —% of Market (Consumers)— Investment Buyer Value Segments —% of Market ($)— Average Investment Balance
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