hp產(chǎn)品經(jīng)理培訓(xùn)ppt課件-文庫吧資料
2025-01-16 15:43本頁面
【正文】 Increase Peration Renegotiate terms or drop Breakeven Net Margin Cost of Sales Distributor Competitiveness Competitivness at its best is the ability to survive with low margins. Therefore Competitiveness = Highest efficiency. It is measured by the return you get vs your investment. In today’s saturated and petitive environment, it is difficult to yield high return with low investment. It is almost impossible. But it is too easy to yield low efficiency with high investment. Wastage is the Biggest issue for most distributors. Many do not maximise their resources. Many distributors have lowefficiency because they do not have the right measures at each ponents. You cannot look at just the final margin. Customer yield need to be set and measured by segments . VARs, Traditional Resellers, SI, SubDist Grey margin is unstable and should not be used as a regular ponent for margin calculation Customer Gross Margins Customer Net Margins Marketing Sales Logistics Inventory Transaction Financing Grey Margins Capacity vs Capability In the business of distribution, opportunity is often misinterpreted as my capability is more than my capacity 1M 1M 5M 4M Part 5 BFT (Business Fundamental Table) C o p y s y m b o l ( s e l e c t c e l l ) f r o m h e r e t o p a s t e = = = O w n e r :O N T R A C K { W A R N I N G } [ O F F T R A C K ] M E T R I C S P R O B L E M N . AG o a l / A c t i o n L i m i t ( _ W a r n i n g l i m i t s )N o v D e c J a n F e b M a r A p r M a y J u n J u l A u g S e p O c t R e m a r k s = 1 0 0 %1 N o rt h W / S 2 BJ W / S 3 Sh a n g h a i W / S4 I SG / A N = 100%, = 90% 5 Sh i p m e n t R e v / F re q (PC s o n l y ) 6 T u rn s p e r y e a r 1 5 f o r P C s , 1 2 f o r o t h e r s T i m e l y R SI R e p o rt Bef ore dat eline {m is s 2x } [ 3x ]7 M o n t h l y Sh i p m e n t Pe rf o rm a n ce S h i p m e n t b y o f c i t i e s r e s e l l e r s f o r 8 0 % s a l e s o f c i t i e s f o r 8 0 % s a l e s8 M o n t h l y F s ct A ccu ra cy Shipm ent w it hin 90% of F s c t ?9 Y T D G ro w t h M T D / Y T D P C G r o w t h M T D % / Y T D %M T D / Y T D L a s e r j e t G r o w t h M T D % / Y T D %M T D / Y T D N e t s e r v e r G r o w t h M T D % / Y T D %10 Bu s i n e s s R e v i e w11 Bra n ch O f f i ce V i s i t s 3 Brc hes / Qt r w Ac M gr { 1} [ 0]12 PM M e e t i n g w i t h M D M s 2 M eet ing / Qt r {1} [ 0]13 C o o p U t i l i z a t i o n = 75% QT D { 65%} [ 65%]14 O w n 2 T m kt g / EU Pro g 2 per Qt r {1 / Qt r} [ 0]15 N e w G e o d e v / Q t r 3 new c it ies w / o 2T {1 / Qt r} [ 0]16 o f 2 n d T / Q t r 20 if 300 in t ot al { 10} [ 10]M t hly w / D M amp。 implementation – calibre of people – collaborative relationship Are you really in the distribution business? How do you measure cost amp。銷售案例 ，廣告 ? 交流和聯(lián)系 – 產(chǎn)品信息 – 公司方向和存在問提 ? 渠道的開發(fā) – (VAR, Dealer or retailer 渠道銷售之角色 consultant Forecast W i n W i n Direction long relation trust Company order /shipment inventory management Financial Plan Sell Profit /lost revenue Review Gain experience know what happen and plan action supporting loyalty order Communication Understanding Relation products/marketing info. Recruiting New Business Market share. 代理商需求 關(guān)心程度 低 051015202530354045priceAvaibilityRelationServiceProductsGrowthImageV A RD e a le rR e t a ile r關(guān)心內(nèi)容 分銷商銷售員技巧 ? Industrial Knowledge ? Products Knowledge ? Market Trend ? Competition ? Company and Customer ? Relation management ? Planning 分銷銷售員技巧 Company Image Company Growth Products Price Availability Relation Planning Tech Industrial Knowledge Relationship Negotiation P
規(guī)章制度相關(guān)推薦
鄂ICP備17016276號(hào)-1