團(tuán)隊(duì)營(yíng)銷（英文 25頁(yè)）ppt課件

1、Marketing Team Corrective ApproachAgendaWhere we are ?PME resource and productivity 1H review and productivity updateWhere we are going to ?PME resource and productivityFocus suppliersInventory privilege bargainMarketing drive the Sales activityHow to achieve the objectives and What supports needed

2、?PME Resource requestPME job competence training Aggregation around Arrow AsiaPME in CN1H Productivity Covered LinesCovered officeLocationWinston36516BJKang33626BJJeff34636BJDonna27026BJJenny26066BJVicky46116SHFrank39523SHClark44736SHSheila31766SHJane30356SHStephen29046SHEddy29556HKWhere We are ?HC=

3、 12 Where we are ?PME assignment CriteriaEvery PME focus on no more 2 key linesDecrease line coverage instead of territory coverageBalance productivityPME Located in where supplier have key contact windowPME have got some mind share beforeRelation InterfaceResult reviewGood newsMost of Semi. Lines G

4、ot focusMost of PME workload got betterBad newsRisk of PME turn overPemco PME workload still thereTerritory coverage have limitation of expense and communicationKey lines still have complaintsWhere we are ?What we can get from the analysisHow we get Ranking No.1 We get only 12 big MNC accounts : IR/

5、KemetHow our competitors get Ranking No.1?They have been investing on Demand CreationThey have a lot of local customer baseThey focus on the local customer developmentThey focus on their application segmentsThey focus on the relationship with Suppliers&customersThey have the flexiable system to meet

6、 Supplierss expectationThey have the flexiable policy to meet Customers expectationThey have better contingency plan and operation flow to meet the gap for both of Suppliers and Customers PME in CN2H Productivity Covered LinesCovered officeLocationWinston50016BJKang50023BJJeff50033BJDonna30033BJXiao

7、ning30056BJVicky40016SHFrank40023SHClark40033SHSheila30076SHJane40046SHStephen40033SHVacancy40056SHEddy40056HKWhere We are going to ?Top 10 Suppliers Market share in CNFocus SuppliersTop SuppliersSemi.ADIIntelIRMicrochipMotorolaNSCONPHNSTMTIPEMCOKemetRaychemSupported Key CriteriaPME HC limitation5 P

8、MEs in BJ1 PMM6 PMEs in SH1 PMMProductivity by PMEWorkload by LinesNSB in Y00DTAM in ChinaRelation How to measure PME ?DTAM shareLine StrategyPresentation skillNegotiation skillSupplier programConfidence productsConfidence projectsNSB & GP$Market knowledgeTime managementResultDTAM share&GP$NSB &GP%S

9、killsetPresentation skillNegotiation skillTime managementPerformance/CompetenceLine StrategySupplier programConfidence productsConfidence projectsMarket knowledgeWhat is Territory Management?TerritoryLimited territory rangeLimited customersLimited applicationsLimited P/NsManagementBusiness share:DTA

10、MFrom customersFrom SuppliersFor Marketing:vertical directionLimited P/Ns, cover more customersElected P/Ns, cover more DTAM share customers projects privileges resource commitementFor Sales : Horizontal directionLimited customers, cover more Suppliers&P/NsElected customers, cover moreDTAM shareSupp

11、liers projectsPrivilegesResource commitementWhat is the Difference of Marketing with Sales about Territory ManagementSuppliersCustomersSales territory managementPME territory managementAECL Territory ManagementDrive Stock rotation & exchange inventoryMarketing Drive Sales ActivitiesDemand CreationDr

12、iving CriteriaFocus Suppliers with supplier program covered by better privilegesFocus products with supplier program covered by better privilegesFocus applications with vertical segments customer listFocus commodity share with selected P/Ns Driving TacticsTerritory ManagementDTAM share(Multi-lines)P

13、/D/R tacticSocket replacementTask force approachPME/FAE/SalesInventory ManagementLife cycle risk Multi-customer with same solutionSupplier program covering the riskMarketing Drive Sales ActivitiesDemand FulfillmentDriving CriteriaFocus Suppliers with supplier program covered by better privilegesFocu

14、s applications with vertical segments customer listFocus commodity share with selected P/NsTAM to DTAMTrue Value add serviceBetter planning modelBetter contingency model Driving TacticsTerritory ManagementDTAM share(Multi-lines)P/D/R approachSocket replacementTask force approachPME/Planner/SalesInve

15、ntory ManagementTerms &ConditionsLife cycle risk Supply chain managementTask forcePMEs/SalesPlanner/Buyer/SMMSupplier program covering the riskSuppliers ProgramsCall to ActionImprove the inventory TurnoverDemand creation: Local OEMQuotation quality and SO quality monitor based on: Owner:PMEcustomer

16、profilelife cycle riskthe elected P/Ns Liability and Payment terms with customersDemand fulfillment:CM&MNCPO quality monitor based on : Owner: Planner/PMEcustomer profilelife cycle riskSupplier privilegeLiability and Payment terms with customersB&D items with TurnsNon-Franchise privilegesPME new rol

17、e modelYesDriverDemand CreationElected ProjectsElected specific P/NsInventory qualityTurns of inventoryRisk of B&D items InitiatorSuppliers program New local Privileges Marcom program Monitor : Risk SO&POEOL P/NsNew launch P/NsASIC P/NsDeveloperSuppliers Strategy/business planPlan A/Plan B (continge

18、ncy Plan)NoFollowerQuotation machineOnly MessengerReporterNo strategy No focus and programNo Inventory risk SenseSales assistantNSB driving and risk SOPoor customer profilePassive customer registrationLowest selling price to get SORisk payment termsNo Plan BHow to handle focus Suppliers ?Local inter

19、faceCommunication &relation build upTraining for Sales from SuppliersWeekly oneReporting Joint customer visitDemand creation drivingCustomer reviewPenetration pushingFAE co-operationMarcom program initiatingSales tools preparationLocal Privilege negotiationSupplier programTAM to DTAMTacticsQuotation

20、Inside SalesStandard minsellPMECustomer profileFocus customersFocus P/NsSupplier programSpecial privilegeKey projects and joint effortsKey P/Ns and bufferActively business reviewRegularly Reporting/reviewDesign/customer registrationJoint customer visitHow to handle Non-focus Lines ?One contact windo

21、wDemand Fulfillment drivingClearly Operation ProcedureTAM to DTAMElected top CustomersPenetration pushingElected top projectsElected P/NsCommunication &relation build upMonthly business updateSupplier program reviewTacticsQuotationInside SalesStandard minsellPMEFocus customersFocus P/NsInventory Non

22、 B&D itemsSO terms monitorWhat supports needed ?PME Resource request1 new HC in SHPME job competence training Marketing AcademyNegotiation SkillPresentation SkillAggregation around Arrow Asia even worldwideDemand creation investment with EBIT% every year and no short term billing target but measure by elected market competitive competence or solutionsOpen Solution materials as Arrow family Sales tools