【正文】 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)。 it also begins with a capital letter the third level is called a dash point。 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 ?Customer conversation ?Order entry into system Exercise 3 ?Scheduling ?Production ?Packaging ?Shipment Distribution Manufacturing Order Taking 46 來自 中國最大的資料庫下載 TO DISPLAY INFORMATION EFFECTIVELY, YOU NEED TO Focus on your audience and what they need/want to know ? Start with their concerns ? Tell their story, not your story Focus on key concepts and characters ? From audience’s perspective ? To make text more coherent ? To provide context for the audience Organize slides around the audience and the important concepts, characters 47 來自 中國最大的資料庫下載 THE SLIDE—THE BASIC BUILDING BLOCK TITLE BODY Support for main point ? Words ? Schematic ? Table ? Graph(s) TAKEAWAY, OR TRANSITION TO NEXT SLIDE May be oral Main poi