團(tuán)隊(duì)營銷(英文25張)課件

1、23 九月 2022團(tuán)隊(duì)營銷(英文PPT 25頁)23 九月 2022團(tuán)隊(duì)營銷(英文PPT 25頁)AgendaWhere 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

2、supports needed ?PME Resource requestPME job competence training Aggregation around Arrow AsiaAgendaWhere we are ?PME in CN1H Productivity Covered LinesCovered officeLocationWinston36516BJKang33626BJJeff34636BJDonna27026BJJenny26066BJVicky46116SHFrank39523SHClark44736SHSheila31766SHJane30356SHStephe

3、n29046SHEddy29556HKWhere We are ?HC= 12 PME in CN1H Productivity CoverWhere 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 b

4、eforeRelation InterfaceResult reviewGood newsMost of Semi. Lines Got 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 ?PME assignment C團(tuán)隊(duì)營銷(英文25張)課

5、件Where we are ?Where we are ?團(tuán)隊(duì)營銷(英文25張)課件What we can get from the analysisHow we get Ranking No.1 We get only 12 big MNC accounts : IR/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 developm

6、entThey focus on their application segmentsThey focus on the relationship with Suppliers&customersThey have the flexiable system to meet Supplierss expectationThey have the flexiable policy to meet Customers expectationThey have better contingency plan and operation flow to meet the gap for both of

7、Suppliers and Customers What we can get from the analyPME in CN2H Productivity Covered LinesCovered officeLocationWinston50016BJKang50023BJJeff50033BJDonna30033BJXiaoning30056BJVicky40016SHFrank40023SHClark40033SHSheila30076SHJane40046SHStephen40033SHVacancy40056SHEddy40056HKWhere We are going to ?P

8、ME in CN2H Productivity CoverTop 10 Suppliers Market share in CNTop 10 Suppliers Market shaFocus SuppliersTop SuppliersSemi.ADIIntelIRMicrochipMotorolaNSCONPHNSTMTIPEMCOKemetRaychemSupported Key CriteriaPME HC limitation5 PMEs in BJ1 PMM6 PMEs in SH1 PMMProductivity by PMEWorkload by LinesNSB in Y00

9、DTAM in ChinaRelation Focus SuppliersTop SuppliersSuHow to measure PME ?DTAM shareLine StrategyPresentation skillNegotiation skillSupplier programConfidence productsConfidence projectsNSB & GP$Market knowledgeTime managementResultDTAM share&GP$NSB &GP%SkillsetPresentation skillNegotiation skillTime

10、managementPerformance/CompetenceLine StrategySupplier programConfidence productsConfidence projectsMarket knowledgeHow to measure PME ?DTAM shareWhat is Territory Management?TerritoryLimited territory rangeLimited customersLimited applicationsLimited P/NsManagementBusiness share:DTAMFrom customersFr

11、om 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 shareSuppliers projectsPri

12、vilegesResource commitementWhat is Territory Management?TWhat is the Difference of Marketing with Sales about Territory ManagementSuppliersCustomersSales territory managementPME territory managementAECL Territory ManagementWhat is the Difference of MarkDrive Stock rotation & exchange inventoryDrive

13、Stock rotation & exchangMarketing Drive Sales ActivitiesDemand CreationDriving 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

14、selected P/Ns Driving TacticsTerritory ManagementDTAM share(Multi-lines)P/D/R tacticSocket replacementTask force approachPME/FAE/SalesInventory ManagementLife cycle risk Multi-customer with same solutionSupplier program covering the riskMarketing Drive Sales ActivitiMarketing Drive Sales ActivitiesD

15、emand FulfillmentDriving CriteriaFocus Suppliers with supplier program covered by better privilegesFocus applications with vertical segments customer listFocus commodity share with selected P/NsTAM to DTAMTrue Value add serviceBetter planning modelBetter contingency model Driving TacticsTerritory Ma

16、nagementDTAM share(Multi-lines)P/D/R approachSocket replacementTask force approachPME/Planner/SalesInventory ManagementTerms &ConditionsLife cycle risk Supply chain managementTask forcePMEs/SalesPlanner/Buyer/SMMSupplier program covering the riskMarketing Drive Sales ActivitiSuppliers ProgramsSuppli

17、ers ProgramsCall to ActionImprove the inventory TurnoverDemand creation: Local OEMQuotation quality and SO quality monitor based on: Owner:PMEcustomer profilelife cycle riskthe elected P/Ns Liability and Payment terms with customersDemand fulfillment:CM&MNCPO quality monitor based on : Owner: Planne

18、r/PMEcustomer profilelife cycle riskSupplier privilegeLiability and Payment terms with customersB&D items with TurnsNon-Franchise privilegesCall to ActionImprove the PME new role modelYesDriverDemand CreationElected ProjectsElected specific P/NsInventory qualityTurns of inventoryRisk of B&D items In

19、itiatorSuppliers program New local Privileges Marcom program Monitor : Risk SO&POEOL P/NsNew launch P/NsASIC P/NsDeveloperSuppliers Strategy/business planPlan A/Plan B (contingency Plan)NoFollowerQuotation machineOnly MessengerReporterNo strategy No focus and programNo Inventory risk SenseSales assi

20、stantNSB driving and risk SOPoor customer profilePassive customer registrationLowest selling price to get SORisk payment termsNo Plan BPME new role modelYesNoHow to handle focus Suppliers ?Local interfaceCommunication &relation build upTraining for Sales from SuppliersWeekly oneReporting Joint custo

21、mer visitDemand creation drivingCustomer reviewPenetration pushingFAE co-operationMarcom program initiatingSales tools preparationLocal Privilege negotiationSupplier programTAM to DTAMTacticsQuotationInside SalesStandard minsellPMECustomer profileFocus customersFocus P/NsSupplier programSpecial priv

22、ilegeKey projects and joint effortsKey P/Ns and bufferActively business reviewRegularly Reporting/reviewDesign/customer registrationJoint customer visitHow to handle focus Suppliers How to handle Non-focus Lines ?One contact windowDemand Fulfillment drivingClearly Operation ProcedureTAM to DTAMElect

23、ed top CustomersPenetration pushingElected top projectsElected P/NsCommunication &relation build upMonthly business updateSupplier program reviewTacticsQuotationInside SalesStandard minsellPMEFocus customersFocus P/NsInventory Non B&D itemsSO terms monitorHow to handle Non-focus Lines What 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 b