(04)howdoretailersthink零售商如何思考-在線(xiàn)瀏覽
2025-02-05 02:25本頁(yè)面
【正文】 )促銷(xiāo) ++++ + Merchandising advice 商品推廣建議 ++ Logistic…. 物流 ++ ++ CLASSIFICATION分類(lèi) Strategic戰(zhàn)略型 Challenger挑戰(zhàn)型 Spot閃電型 Tactical戰(zhàn)術(shù)型 Contribution Sales銷(xiāo)售貢獻(xiàn) Contribution Margin利潤(rùn)貢獻(xiàn) 100 10 60 7 30 4 10 2 Consistency matrix矩陣圖 : an operational tool一種操作工具 The Buyer – towards a supplier strategy 采購(gòu) 應(yīng)對(duì)供應(yīng)商策略 24 Teamwork between: 部門(mén)間的團(tuán)隊(duì)合作 ? purchasing 采購(gòu) ? retailer marketing 市場(chǎng)營(yíng)銷(xiāo) ? Logistics 物流 ? Finance 財(cái)務(wù) ? Store operation 門(mén)店運(yùn)營(yíng) The Buyer – towards a supplier strategy 采購(gòu) 應(yīng)對(duì)供應(yīng)商策略 25 Negotiation objective 談判目標(biāo) 1. Buyer has an objective for the whole Dept/Category 整個(gè)部門(mén) /品類(lèi)有一個(gè)目標(biāo) 2. The objective will be broken down according to the consistency matrix 按照矩陣圖將目標(biāo)細(xì)分 The Buyer – negotiation tactics 采購(gòu) 談判戰(zhàn)術(shù) 26 Retailer strategic directions 零售商戰(zhàn)略方向 Supplier 1 Supplier 2 Supplier 3 Supplier 4 New products 新產(chǎn)品 + ++ Brand (local, regional) Promotions品牌 (當(dāng)?shù)?, 區(qū)域 )提升 ++++ + Merchandising advice 商品推廣建議 ++ Logistic…. 物流 ++ ++ CLASSIFICATION分類(lèi) Strategic戰(zhàn)略型 Challenger挑戰(zhàn)型 Spot閃電型 Tactical戰(zhàn)術(shù)型 Contribution Sales銷(xiāo)售貢獻(xiàn) Contribution Margin利潤(rùn)貢獻(xiàn) 100 10 60 7 30 4 10 2 Contribution Sales Objective銷(xiāo)售貢獻(xiàn)目標(biāo) Contribution Margin Objective利潤(rùn)貢獻(xiàn)目標(biāo) 110 11 80 9 30 4 20 3 Consistency matrix: an objective setting tool 矩陣圖 :目標(biāo)設(shè)置工具 The Buyer – negotiation tactics 采購(gòu) 談判戰(zhàn)術(shù) 2023 07 Objective 27 You are a purchasing manager and you have to brief a new buyer. What advice would you give him? 你是一個(gè)采購(gòu)經(jīng)理 , 你必須向一個(gè)新的采購(gòu)做一個(gè)簡(jiǎn)要介紹 , 你會(huì)給他什么建議 ? The Buyer – how they are trained 采購(gòu) 他們被如何培訓(xùn) ? 28 ? Determine your supplier portfolio strategy: 確定你的供應(yīng)商分類(lèi)策略 ? Which ones are strategic/Tactical/Challenger/Spot, what are their strategic stakes? 哪一個(gè)是戰(zhàn)略型 /戰(zhàn)術(shù)型 /挑戰(zhàn)型 /閃電型供應(yīng)商 , 他們的戰(zhàn)略基礎(chǔ)是什么 ? ? Analyse their contribution over 3 years. 分析他們的 3年以上的貢獻(xiàn) ? Determine your importance in their sales per range, per product. 根據(jù)他們每一個(gè)產(chǎn)品線(xiàn)、每一個(gè)產(chǎn)品的銷(xiāo)售，確定你的重點(diǎn)方向。 ? Compile written evidence of problems throughout the year 整理問(wèn)題的書(shū)面證據(jù) , 這一工作貫穿全年 ? (Delivery, Invoicing, Bar code, consumer plaints ….and work out the cost this has generated for the chain). 發(fā)運(yùn) , 發(fā)票 , 條碼 , 消費(fèi)者投訴 … 計(jì)算出已發(fā)生的費(fèi)用 ? Analyse improvements in productivity
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