rapidachievementofchannelefficiency(ppt18)-銷售管理-文庫吧資料
2024-08-22 12:33本頁面
【正文】 and Berger amp。 Partner spol. . International Management Consultants Vsehrdova 2/ 560 CS110 00 Prague 1 Mal225。 Partner GmbH International Management Consultants Boulevard G. M. Dimitrov 52 A 1040 Sofia Phone ++359271 94 01 Fax ++359271 01 45 CHINA Roland Berger (Shanghai) International Management Consultants Ltd. 72 Xing Guo Road 3F Business Building Shanghai 202052 , . Phone: ++862162 12 64 11 Fax/Phone: ++862162 12 74 71 China World Trade Center 914916 China World Tower No. 1 Jianguomenwai Avenue Beijing 100004, . Phone ++861065 05 21 96 Fax ++861065 05 54 84 GPO Box 3193 37/F New World Tower 1618 Queen39。 andar 04717004 S227。 Partner International Management Consultants Freyung 3/2/10 A1010 Vienna Phone ++43153 60 20 Fax ++4315 36 02 60 BELGIUM Roland Berger amp。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。 Value added for the client For each scenario and each sales channel: Evaluation of scenario by ? NPV ? Payback period ? Costtoconnect ? Profit amp。 39。 01 99 39。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 ...
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