【正文】 A c c , B i m t h w B U m g r { m is s 1 m t h } [ n o R e v ie w ]Joint Wholesaler Business Fundamental Table 13 C o o p U t i l i z a t i o n = 7 5 % QT D { 6 5 %} [ 6 5 %]14 O w n 2 T m kt g / E U P ro g 2 p e r Qt r { 1 / Qt r} [ 0 ]15 N e w G e o d e v / Q t r 3 n e w c it ie s w / o 2 T { 1 / Qt r} [ 0 ]16 o f 2 n d T / Q t r 2 0 if 3 0 0 in t o t a l { 1 0 } [ 1 0 ]E . M a r k e t / C h a n n e l D e vThanks! 。 demand ? HP manages supply and demand at a country level – overall market share goals based on profitability, petitive terms – general seasonality – predictable disruptions – sellthru / inventory level – very soon. . . We will get in down to geo regions and weekswindow. ? Supply and demand are bare basic, bare essential in the management of product pricing. ? You need to factor in probably a similar set of factors toset the framework for pricing and break it down by geography. ? You need to understand you capacity vs capability. Planning for growth, where do you look? ? SME segment and business opportunity. – For many w/s , you need to move out from the dependencies of the corporate big deal from CARs. – Creative ways to tap into SME business. ? Expand geography – We have planning to find a way to support sales into 3050 cities by mid1999, how many cities can you participate in? how do you support these? ? Competitor’s channel is expose – petitors do have better local geographic coverage vs HP in small cities today. – But many w/s still depend heavily on subdistribution, not many are ahead in this race. – There are still huge room for us to regain petitiveness. ? Increase productivity and efficiency – categorize partners, business. – Emerce – Telesales – New supply chain model ? Increase service level Building up trust, work together in the HP circle ? Agree on basic principles ? Be open, always believe, trust and liston to your partner first ? Compete thru differentiation but leave the general environment intact for the next ? Verify any speculation with the relevant party.\ ? Net work ? Address difficult 2ndtiers ? join forces on marketing event at city level ? Make time for people development not just to address price issue ? Ensure a minimal level of leisure activity, have some fun Part 4 Review Tools Review and Rate your Situation City Net Sales Gross Margin of 2ndtiers Profitable 2T / % Sales Breakeven 2T / % Sales Lost 2T / % Sales Score BJ SHA CD GZ Rectifying the situation City Sales Objective Gross Margin Target Volume Target Channel Support Resources Channel Development BJ SHA CD GZ Maintain Maintain Maintain Maintain Maintain Maintain BEven Profit Profit Maintain Volume Maintain Maintain Maintain A B D E C Gross Margin Resellers Increase Peration Renegotiate terms or drop Breakeven Net Margin Cost of Sales Lessons Learnt…. ? How many 2ndTiers stick with you during the price war ? ? What were your priorities ? Did you sacrifice volume with profit or profit with volume ? ? Right partners = WinWin Partners = Profitable partners ? Higher volume / Higher Profit ? SubDistributor is not the only way to maintain your volume runrate. Base volume generated by lasttier usually is more stable and predictable ? Requalify and manage your customer profitability = Relooking at Reseller Relationships Fix your distribution strategy, don’t go backwards . subdistribution Profitability is key, measurement, tracking down to each reseller is critical to decision making. Pick your partners, chose those that help you get closer to the customer. . “the closer the better”. Protect your members, offer programs, tracks to ONLY those who has mitment. Marketing capability with regular refresh at wholesaler level is key to maintaining a energised relationship. A B D E C Gross Margin Resellers