团队营销英文

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1、单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,Marketing Team Corrective Approach,Agenda,Where we are?,PME resource and productivity,1H review and productivity update,Where we are going to?,PME resource and productivity,Focus suppliers,Inventory privilege bargain,Marketing drive the Sales activity,How to

2、 achieve the objectives and What supports needed?,PME Resource request,PME job competence training,Aggregation around Arrow Asia,PME in CN,1H,Productivity,Covered Lines,Covered office,Location,Winston,365,1,6,BJ,Kang,336,2,6,BJ,Jeff,346,3,6,BJ,Donna,270,2,6,BJ,Jenny,260,6,6,BJ,Vicky,461,1,6,SH,Frank

3、,395,2,3,SH,Clark,447,3,6,SH,Sheila,317,6,6,SH,Jane,303,5,6,SH,Stephen,290,4,6,SH,Eddy,295,5,6,HK,Where We are?,HC=12,Where we are?,PME assignment Criteria,Every PME focus on no more 2 key lines,Decrease line coverage instead of territory coverage,Balance productivity,PME Located in where supplier h

4、ave key contact window,PME have got some mind share before,Relation Interface,Result review,Good news,Most of Semi.Lines Got focus,Most of PME workload got better,Bad news,Risk of PME turn over,Pemco PME workload still there,Territory coverage have limitation of expense and communication,Key lines s

5、till have complaints,Where we are?,What we can get from the analysis,How we get Ranking No.1,We get only 12 big MNC accounts:IR/Kemet,How our competitors get Ranking No.1?,They have been investing on Demand Creation,They have a lot of local customer base,They focus on the local customer development,

6、They focus on their application segments,They focus on the relationship with Suppliers&customers,They have the flexiable system to meet Supplierss expectation,They have the flexiable policy to meet Customers expectation,They have better contingency plan and operation flow to meet the gap for both of

7、 Suppliers and Customers,PME in CN,2H Productivity,Covered Lines,Covered office,Location,Winston,500,1,6,BJ,Kang,500,2,3,BJ,Jeff,500,3,3,BJ,Donna,300,3,3,BJ,Xiaoning,300,5,6,BJ,Vicky,400,1,6,SH,Frank,400,2,3,SH,Clark,400,3,3,SH,Sheila,300,7,6,SH,Jane,400,4,6,SH,Stephen,400,3,3,SH,Vacancy,400,5,6,SH,

8、Eddy,400,5,6,HK,Where We are going to?,Top 10 Suppliers Market share in CN,FocusSuppliers,TopSuppliers,Semi.,ADI,Intel,IR,Microchip,Motorola,NSC,ON,PHN,STM,TI,PEMCO,Kemet,Raychem,SupportedKey Criteria,PME HC limitation,5PMEsinBJ,1PMM,6PMEsinSH,1PMM,ProductivitybyPME,WorkloadbyLines,NSBinY00,DTAMinCh

9、ina,Relation,HowtomeasurePME?,DTAMshare,LineStrategy,Presentationskill,Negotiationskill,Supplierprogram,Confidenceproducts,Confidenceprojects,NSB&GP$,Marketknowledge,Timemanagement,Result,DTAMshare&GP$,NSB&GP%,Skillset,Presentationskill,Negotiationskill,Timemanagement,Performance/Competence,Line Str

10、ategy,Supplierprogram,Confidence products,Confidence projects,Marketknowledge,What is TerritoryManagement?,Territory,Limited territoryrange,Limited customers,Limited applications,Limited P/Ns,Management,Businessshare:DTAM,From customers,From Suppliers,ForMarketing:vertical direction,Limited P/Ns,cov

11、er morecustomers,Elected P/Ns,cover more,DTAM share,customers,projects,privileges,resourcecommitement,ForSales:Horizontal direction,Limited customers,covermoreSuppliers&P/Ns,Elected customers,cover more,DTAMshare,Suppliers,projects,Privileges,Resource commitement,Whatis the Difference ofMarketingwit

12、hSales about Territory Management,Suppliers,Customers,Salesterritorymanagement,PME territory management,AECLTerritoryManagement,DriveStock rotation&exchange inventory,MarketingDriveSales Activities-Demand Creation,Driving Criteria,FocusSuppliers,withsupplier program coveredbybetter privileges,Focus

13、products,withsupplier program covered bybetter privileges,Focus applications,withvertical segments customerlist,Focus,commodity sharewith,selectedP/Ns,DrivingTactics,Territory Management,DTAMshare(Multi-lines),P/D/R tactic,Socket replacement,Taskforce approach,PME/FAE/Sales,Inventory Management,Life

14、cycle risk,Multi-customer withsamesolution,Supplierprogramcovering the risk,Marketing DriveSales Activities-Demand Fulfillment,DrivingCriteria,Focus Suppliers,withsupplier program covered by,better privileges,Focus applications,withvertical segments customerlist,Focus,commodity sharewithselectedP/Ns

15、,TAMto DTAM,TrueValue add service,Better planningmodel,Better contingency model,DrivingTactics,Territory Management,DTAMshare(Multi-lines),P/D/R approach,Socket replacement,Taskforce approach,PME/Planner/Sales,Inventory Management,Terms&Conditions,Lifecycle risk,Supply chainmanagement,Taskforce,PMEs

16、/Sales,Planner/Buyer/SMM,Supplierprogramcovering the risk,Suppliers Programs,CalltoAction-Improve the inventoryTurnover,Demand creation:Local OEM,Quotation quality and SOqualitymonitorbased on:Owner:PME,customerprofile,lifecycle risk,theelectedP/Ns,Liability and Payment termswithcustomers,Demand fulfillment:CM&MNC,PO quality monitor basedon:Owner:Planner/PME,customerprofile,lifecycle risk,Supplierprivilege,Liability and Payment termswithcustomers,B&Ditems with Turns,Non-Franchise privileges,PMEn