銷售指標(biāo)匯報模板

1、10-Apr-22110-Apr-22 Business Roundtable1公司經(jīng)營例會匯報Business Roundtable營銷管理部營銷管理部Sales Dept.2013.0910-Apr-22210-Apr-22 Business Roundtable2上月經(jīng)營例會要求執(zhí)行情況上月經(jīng)營例會要求執(zhí)行情況 Follow-up Actions序號部門會議要求/問題描述 評論（可選） 狀態(tài)要求日期預(yù)計完成日期No.Dept.RequestComment （Optional)Status (Open） （closed）Requested DateEstimated completion

2、Date本月無。/None.10-Apr-22310-Apr-22 Business Roundtable3績效指標(biāo)完成情況績效指標(biāo)完成情況 Sales Scorecard100%90% & 100%90%績效指標(biāo)績效指標(biāo)Metric目標(biāo)目標(biāo) Target2012 Actual實際實際YTD Actual完成狀態(tài)完成狀態(tài)Status銷量預(yù)算Sales Volume98,60088,5811-8月份72,013Jan Aug 72,013 units完成完成1-8月份預(yù)算的月份預(yù)算的111%111% of YTD budget 完成全年預(yù)算的73%73% of FY budget 車用銷

3、量比2012On Road Growth vs. 2012+3.1% (78,200 units)75,8501-8月份58,929Jan-Aug 58,929 units完成1-8月份預(yù)算的114%114% of YTD budget 同比增加同比增加30.2%30.2% vs. Previous YTD工業(yè)用銷量比2012Off Road Growth vs. 2012+60% (20,400 units)12,7311-8月份13,084Jan-Aug 13,084 units完成1-8月份預(yù)算的99%99% of YTD budget 同比增加同比增加38%38% vs. Previo

4、us YTDDEUTZ銷量比2012Deutz Growth vs. 2012+85% (37,400 units)20,1831-8月份23,471Jan-Aug 23,471 units完成1-8月份預(yù)算的117%117% of YTD budget 同比增加同比增加82.9% 82.9% vs. Previous YTD銷售收入（含備件：萬元）Sales turnover (including spare parts:10,000)269,689200,1601-8月份165,604Jan -Aug 165,604完成完成1-8月份預(yù)算的月份預(yù)算的99%99% of YTD budget

5、 完成全年預(yù)算的61%61% of FY budget 車用銷售收入（萬元）On-road sales turnover (10,000)+25% (181,017)144,7571-8月份118,402Jan-Aug 118,402完成1-8月份預(yù)算的108%108% of YTD budget 同比增加同比增加36%36% vs. Previous YTD工業(yè)用銷售收入 （萬元）Off-road sales turnover(10,000)+73% (67,621 )39,0431-8月份38,507Jan-Aug 38,507完成1-8月份預(yù)算的89%89% of YTD budget

6、同比增加同比增加25%25% vs. Previous YTD柴油機市場份額比2012 Market share rate by comparison with 2012+0.04% (DDE = 2.65%)2.61%+0.30（DDE=2.91%）車用市場份額比2012On Road Market Share vs. 2012+0.04% (DDE = 2.60%)2.56%+0.22（DDE=2.78）工業(yè)用市場份額比2012Off Road Market Share vs. 2012+0.72% (DDE = 2.79%)2.07%+0.58（DDE=2.65%）逾期應(yīng)收帳款月平均（萬

7、元）Overdue AR monthly avg (10,000 rmb)39005,1083255（-36%）產(chǎn)成品庫存（不含質(zhì)保封存和大線未修）Finished inventory (monthly avg) (not include quality preservation and not repaired ones)75008,1457207（-12%）車用產(chǎn)品預(yù)測準(zhǔn)確率On Road Product forecast accuracy rate+3% (DDE = 43%)40%50%（+10%）工業(yè)用產(chǎn)品預(yù)測準(zhǔn)確率Off Road Product forecast accuracy

8、 rate+10% (DDE = 51%)41%65%（+24%）注：季度匯報！注：季度匯報！Note: report quarterlyNote: report quarterly10-Apr-22410-Apr-22 Business Roundtable4行業(yè)銷售情況行業(yè)銷售情況Industry Sales Trends 商用車市場環(huán)境商用車市場環(huán)境/ : 2013年年7月份月份Commercial Vehicle Market : Jul行業(yè)適配空間行業(yè)適配空間 Applicable MarketDDE銷售銷售 DDE salesDDE同行業(yè)對比同行業(yè)對比DDE Relative Ch

9、ange to Industry累計累計YTD同期累計同期累計YTD PY 同比增長同比增長% Change累計累計YTD同期累計同期累計YTD PY 同比增長同比增長% Change載貨車市場 Truck market輕卡Light duty509,230 484,088 5.2%23,098 19,030 21.4%中重卡小計 Medium & Heavy duty448,435 398,824 12.4%26,191 18,369 42.6%貨車合計Total for truck957,665 882,912 8.5%49,289 37,399 31.8%客車市場Coach &a

10、mp; Bus market輕客（6-7米） Light duty coach （6-7 meter）42,370 40,184 5.4%1,191 497 139.6%大中型客車小計 Motorbus & Bus80,233 80,442 -0.3%1,236 1,072 15.3%客車合計 Total for Coach & Bus122,603 120,626 1.6%2,427 1,569 54.7% Change DDE Industry注：季度匯報！注：季度匯報！Note: report quarterlyNote: report quarterly10-Apr-2

11、2510-Apr-22 Business Roundtable55工業(yè)用細分市場銷售情況工業(yè)用細分市場銷售情況: 2013年年7月份月份 Off-road Market: Jul行業(yè)適配空間行業(yè)適配空間 Applicable MarketDDE銷售銷售DDE SalesDDE同行業(yè)對比同行業(yè)對比DDE Relative Change to Industry累計累計YTD同期累計同期累計YTD PY 同比增長同比增長% Change累計累計YTD同期累計同期累計YTD PY 同比增長同比增長% Change叉車Forklift114,228 104,065 10%4,332 3,057 42%挖

12、掘機Excavator33,316 36,989 -10%1,070 582 84%壓路機Road Roller6,876 6,281 9%782 723 8%攤鋪機Paver1,393 1,359 3%272 256 6%裝載機Wheel Loader98,563 102,413 -4%145 146 -1%平地機Grader2,456 2,629 -7%133 194 -31%起重機Truck Crane8,852 11,737 -25%2 6 -67%以上合計Subtotal265,684 265,473 0%6,736 4,964 36%混凝土設(shè)備(拖泵) Concrete PumpN

13、/A N/AN/A2,827 2,535 12%N/A農(nóng)機 HarvesterN/A N/A N/A 1,177 80 1371%N/A空壓機CompressorN/A N/A N/A 560 411 36%N/A發(fā)電機設(shè)備GeneratorN/A N/A N/A 453 85 433%N/A其它OtherN/A N/A N/A 87 251 -65%N/A合計Total (with data)265,684 265,473 11,840 8,326 42%行業(yè)銷售情況行業(yè)銷售情況Industry Sales Trends % Change DDE Industry注：季度匯報！注：季度匯報！

14、Note: report quarterlyNote: report quarterly10-Apr-22610-Apr-22 Business Roundtable6柴油機行業(yè)銷售情況柴油機行業(yè)銷售情況: 2013年年7月份月份By OEM: JulRank柴油機廠家柴油機廠家Engine company7月月Jul累計累計YTD份額份額%Market Share同期累計同期累計YTD PY 同期份額同期份額%PY Market Share同比增長同比增長Volume % Change1玉柴Yulin Diesel39,011310,91814.2%272,03113.2%14.3%2濰柴W

15、eifang Diesel21,931210,9719.6%160,9747.8%31.1%3錫柴Wuxi Diesel24,350195,3528.9%192,2599.3%1.6%4云內(nèi)Yunnei Diesel12,300128,4665.9%134,5056.5%-4.5%5東風(fēng)康明斯Dongfeng Cummins14,644105,3794.8%99,0644.8%6.4%6揚柴Yangzhou Diesel8,99898,5014.5%94,1844.6%4.6%7朝柴Chaoyang Diesel7,13084,3183.9%91,6494.5%-8%8道依茨一汽大柴道依茨一汽

16、大柴DDE7,77063,7882.9%47,4402.3%34.5%9中國重汽CNHTC6,23656,4202.6%55,3062.7%2.0%10上柴Shanghai Diesel1,47013,0090.6%18,9090.9%-31.2%前十位合計 Total of Top 10143,8401,267,12257.9%1,166,32156.7%8.6%合計Industry Total242,3192,188,607100%2,058,213100%6.3%行業(yè)銷售情況行業(yè)銷售情況Industry Sales Trends DDE: Previous Month Rank = 8,

17、 Previous Year Rank = 9注：季度匯報！注：季度匯報！Note: report quarterlyNote: report quarterly10-Apr-22710-Apr-22 Business Roundtable7營銷節(jié)點計劃完成情況營銷節(jié)點計劃完成情況 Completion of Sales Plan (Aug)100%90% & 100% 120 days Overdue501054003127292730803236440433713751306026572481平均逾期平均逾期(120天以上天以上)欠款欠款A(yù)vg. Overdue5539552553

18、075108308031583573352235683483336532559月月Sep10月月Oct11月月Nov12月月Dec1月月Jan2月月Feb3月月Mar4月月Apr5月月May6月月Jun7月月Jul8月月Aug0100020003000400050006000萬元萬元10,000 rmbOverdues49%23%23%4%1%8月月Aug Overdues by Segment卡車卡車Truck輕型輕型Light Duty客車客車Bus工業(yè)用工業(yè)用Industrial備品備品Spare parts10-Apr-221210-Apr-22 Business Roundtable

19、12-104-5027397-119-31744-600-400-2000200400逾期應(yīng)收賬款情況逾期應(yīng)收賬款情況Overdue Accounts Receivable (Aug)Action Plan：1.Special vehicle: repayment based on agreement2.Wuxi bus: repayment based on agreement3.SinoTruk : this company paid 4.5 million at the end of August but endorsement is not complete; now its has

20、entered into September account4.Huanghai(Light Truck) :one third: 3.54 million had been paid on August and the rest will be paid in september措施措施1.專用：專用： 按付款協(xié)議要求還款按付款協(xié)議要求還款2.無錫大客：按付款協(xié)議要求還款無錫大客：按付款協(xié)議要求還款3.中國重汽：中國重汽：8月重汽公司來月重汽公司來450萬，背書不完整，退回辦理，現(xiàn)已入萬，背書不完整，退回辦理，現(xiàn)已入9月帳月帳4.丹東黃海（輕卡）：丹東黃海（輕卡）： 8月按月按1/3付款付款

21、354萬，余額萬，余額9月付月付120356733819413016648%23%14%8%1%0%7%0%10%20%30%40%50%60%0200400600800100012001400專用專用Special vehicle無錫大客無錫大客Wuxi bus中國重汽中國重汽SinoTruk 丹東黃海（輕卡）丹東黃海（輕卡）Huanghai(Light Truck)廣汽日野廣汽日野GAC HINO沈陽金杯沈陽金杯Shenyang JinBei其他其他Other萬元萬元10,000 rmb10-Apr-221310-Apr-22 Business Roundtable13專用欠款情況專用欠款

22、情況FAW Special Vehicle Overdue Status（月底） 實際欠款余額Actual Overdue Balance 理論欠款余額*（按照合同）Theoretical Contract Overdue Balance* 實際月還款A(yù)ctual Overdue Repayment Status*(End of Month) (M rmb) / (百萬元) (M rmb) / (百萬元) (M rmb) / (百萬元) 狀態(tài)Jan/13 14.25 16.08 (0.68)NAFeb/13 14.42 16.08 0.17 NAMar/13 14.36 15.58 (0.06

23、)Apr/13 14.48 15.08 0.12 May/13 14.35 14.58 (0.13)Jun/13 14.66 14.08 0.31 Jul/13 13.06 13.58 (1.60)Aug/13 12.03 13.08 (1.03)Sep/13 12.58 Oct/13 12.08 Nov/13 11.58 Dec/13 10.00 Jan/14 9.50 Feb/14 9.00 Mar/14 8.50 Apr/14 8.00 May/14 7.50 Jun/14 7.00 Jul/14 6.50 Aug/14 6.00 Sep/14 5.50 Oct/14 5.00 Nov/

24、14 4.50 Dec/14 - *Does not include required monthly settlement of current sales 不含每月新發(fā)生業(yè)務(wù)額* Green if Actual Overdue Balance is less than Theoretical Contract Balance 實際欠款余額小于理論欠款余額，狀態(tài)標(biāo)注綠色10-Apr-221410-Apr-22 Business Roundtable14庫存情況庫存情況*Finished Inventory (Aug)不含質(zhì)保部檢修不含質(zhì)保部檢修26臺（其中臺（其中DEUTZ：23臺），整車廠

25、臺），整車廠大線掉隊大線掉隊119臺（其中臺（其中DEUTZ：71臺）臺） Not included: 26 units repaired by QA (DEUTZ: 23) & drop out 119 units of complete vehicle factory (DEUTZ: 71)77557204744777957754785071976670672261416581874183668250817781457754780276007368723870556988720760006500700075008000850090009月月Sep10月月Oct11月月Nov12月月

26、Dec1月月Jan2月月Feb3月月Mar4月月Apr5月月May6月月Jun7月月Jul8月月AugUnits庫存目標(biāo)庫存目標(biāo)Inventory Target月份庫存月份庫存Actual Inventory平均庫存平均庫存Average Inventory7500315823801848857849505075003556256616411121210393559874119172122111230734873509010002000300040005000600070008000900010000銷售一室銷售一室Office No. 1 銷售二室銷售二室 Office No. 2銷售三室銷

27、售三室 Office No. 3銷售一室銷售一室Office No. 1銷售二室銷售二室Office No. 2國際業(yè)務(wù)室國際業(yè)務(wù)室Intl Business Office備品室備品室Spare Parts Office服務(wù)室服務(wù)室Service Office合計合計Total車用發(fā)動機銷售部車用發(fā)動機銷售部On-Road工業(yè)用發(fā)動機銷售部工業(yè)用發(fā)動機銷售部Off-Road服務(wù)部服務(wù)部Service Dept 合計合計TotalUnits庫存目標(biāo)庫存目標(biāo)Inventory Target 8月庫存月庫存Aug Actual8月月DEUTZ庫存庫存DEUTZ Actual (Aug)* *不含質(zhì)保

28、封存和大線未修不含質(zhì)保封存和大線未修Not include quality preservation and not repaired onesNot include quality preservation and not repaired ones10-Apr-221510-Apr-22 Business Roundtable15庫存情況庫存情況*Aging Inventory 1 year (Aug)一年以上庫存變化情況一年以上庫存變化情況 Inventory 1 year上月庫存上月庫存Previous Month本月增加本月增加Additional本月銷售本月銷售Reduced本月庫

29、存本月庫存Month EndSep6992610715Oct7159086719Nov71945158606Dec60667123550Jan55017189378Feb378605433Mar4338437480Apr4805731506May5061131486Jun4861048448Jul4482414487Aug4872589423措施措施Action Plan：840625593449574567345273270292262290715719606550378433480506486448487423010020030040050060070080090010009月月Sep10

30、月月Oct11月月Nov12月月Dec1月月Jan2月月Feb3月月Mar4月月Apr5月月May6月月Jun7月月Jul8月月AugUnits6-12個月個月6-12 months1年以上年以上1 year* *不含質(zhì)保封存和大線未修不含質(zhì)保封存和大線未修Not include quality preservation and not repaired onesNot include quality preservation and not repaired ones10-Apr-221610-Apr-22 Business Roundtable16行動計劃行動計劃 Action plan

31、潛在市場、新的市場領(lǐng)域 Potential & New Market 配試工作 Application Phase 批量供貨 SOP 其他 Others 業(yè)務(wù)業(yè)務(wù)Business市場市場Market領(lǐng)域領(lǐng)域Segment項目類別項目類別Type客戶客戶Customer上月工作上月工作Last month work本月計劃本月計劃This month planning市場開發(fā)Market Development解放公司Jiefang中重卡Middle-Heavy truck解放公司Jiefang1、針對軍車訂單的簽訂，做好道依茨產(chǎn)品切換及保證訂單交付Well finish DEUTZ p

32、roduct transition and guarantee order delivery because of military vehicle order signing2、配合青汽做好龍V匹配道依茨發(fā)動機的市場推廣工作Coordinate with Qingqi for market promotion of Long V applied with DEUTZ engine1、滿足道依茨產(chǎn)品的供貨要求Meet supply demand of DEUTZ product2、做好4DD產(chǎn)品交付及用戶跟蹤工作Guarantee 4DD product delivery and custom

33、er following 輕卡Light-duty truck輕卡Light truck奇瑞Cherry奇瑞輕卡已經(jīng)開始收集我公司產(chǎn)品資料并著手進行整車布置Cherry light-duty truck has collected our product information and started to apply with complete vehicle到奇瑞輕卡基地進行調(diào)研，并與相關(guān)人員溝通，加快匹配進度Make investigation at Cherry base and communicate with relevant staff to speed application客車Bus客車Bus鄭州宇通Zhengzhou Yutong督促、跟蹤國4校車整改實施進程：進程中Push and follow National school bus modification schedule: under the processCA4DC2國4產(chǎn)品匹配宇通校車，進行北京環(huán)保車載法檢測試驗的過程跟蹤Apply CA4DC2 National product with Yutong school bus and follow the testing process of