rapidachievementofchannelefficiency(ppt18)-銷售管理-展示頁
2024-08-26 12:33本頁面
【正文】 Backup 8 … or be developped together with Roland Berger amp。 50% 2% 2% 3% 40% 45% 48% 40% 08 20% 30% 35% 01 99 39。rect Ind237。sseldorf – Frankfurt – Hamburg Helsinki – Hong Kong – Kiev – Kuala Lumpur – Lisbon – London – Madrid – Milan – Moscow – Munich – New York – Paris Prague – Riga – Rome – S227。 1 RACE – Rapid achievement of channel efficiency – International InfoCom Meeting Paris, June 25th 1999 Roland Berger amp。 Partner GmbH – International Management Consultants Barcelona – Beijing – Berlin – Brussels – Bucharest – Budapest – Buenos Aires – Delhi – D252。o Paulo – Shanghai – Stockholm – Stuttgart – Tel Aviv – Tokyo – Vienna – Zurich 1Coverpage 2 RACE will help our clients to improve sales power and sales efficiency Value of RACE Improvement of sales power Increase of sales efficiency ? Optimized channel portfolio ? Avoiding price decreases due to channel conflicts ? Selection of right outlets for – addressed customer segments – offered product bundles ? Resources allocated to the right channels ? Upfront simulation of impacts of new or innovative channels on the existing channel mix ? Improved sales channel management ? Reduced margins paid to sales channels sales cost 3 RACE is an EDP based tool that allows to design a new sales channel concept as well as to update and control existing portfolios 4 The idea behind RACE is to analyse the financial impacts of changes in the sales channel portfolio Overview of RACE methodology Development of the customer specific sales business model 1 Simulation of different channel mix scenarios Whatifanalysis 2 3 RACE Input module Cost module Control module Elasticity module ? Audit of the clients business sales structure (revenues, costs, forecasts) ? Map structure into RACE model ? Develop interfaces to the clients business plan Channels portfolio D237。rect Business Residential What, if XYZ goes…? ... Costtoconnect NPV ... Costtoconnect NPV 1 2 …20 Channel Channels portfolio up 5% down 5% 1 2 3 4 5 Churn Boni . . . Channel 1 Channel 2 Channel 3 . . . . . . Channel 20 39。00 39。 39。 5% Scenario A Scenario B Scenario C 5 4. Cost module Channel 1 19982020 1998 1999 2020 2020 2020 2020 6. Overview module Entry of channel mix (% per channel) Overview of results per channel
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