一季度沟通会材料-v1

,208,年一季度开放渠道运营情况分析,渠道终端运营部,2018,年,4,月,目录,一、业务发展情况,二、渠道运营情况,三、一季度开渠攻坚战完成情况,四、助销经理队伍建设,五、下一阶段工作打算,业务发展情况,总体趋势,2017,年,6,月,-2018,年,3,月移动发展趋势,9,月起首批开渠助销经理到位,区域,6,月,7,月,8,月,9,月,10,月,11,月,12,月,2018,年,1,月,2018,年,2,月,2018,年,3,月,七星关,368,464,657,549,584,738,829,1654,1539,1894,大方,203,201,249,251,268,263,335,745,908,762,黔西,40,78,191,330,268,202,172,466,524,705,金沙,7,133,177,149,168,257,482,714,716,952,织金,352,339,315,275,263,228,394,1380,1496,1179,纳雍,361,227,368,302,317,269,373,1024,1189,1123,威宁,591,512,621,610,703,534,639,1295,1677,1602,赫章,278,318,334,282,276,324,368,956,1363,967,金海湖,52,80,72,71,71,74,64,74,145,127,合计,2252,2352,2984,2819,2918,2889,3656,7304,9557,9311,移动业务发展七星关区公司发展量较大，黔西公司为唯一持续增涨；赫章公司,3,月下滑明显。,宽带业务发展纳雍公司发展量较大。七星关公司唯一持续增涨；织金、金海湖公司持续下滑，威宁公司提升明显,业务发展情况,移宽业务发展,一季度业务发展中，,2,月业务发展较好。,3,月有所下滑。,七星关分公司一季度移动完成,5087,户，占全市完成量的,19.49%,，黔西分公司完成较差。,纳雍分公司一季度宽带完成,756,户，占全市完成量的,20.44%,，威宁公司为增幅最佳。,一季度业务发展情况,区域,1,月,2,月,3,月,合计,移动业务,宽带业务,移动业务,宽带业务,移动业务,宽带业务,移动业务,宽带业务,七星关,1654,158,1539,172,1894,174,5087,504,大方,745,142,908,147,762,72,2415,361,黔西,466,77,524,71,705,70,1695,218,金沙,714,92,716,92,952,124,2382,308,织金,1380,228,1496,226,1179,175,4055,629,纳雍,1024,255,1189,264,1123,237,3336,756,威宁,1295,94,1677,64,1602,173,4574,331,赫章,956,135,1363,194,967,137,3286,466,金海湖,74,44,145,46,127,35,346,125,合计,7304,1225,9557,1276,9311,1197,26172,3698,业务发展情况,区域移宽业务发展,重点业务发展中，,2,月发展量较好，,3,月有所下滑。,流量王中王套餐织金分公司发展较好；十全十美套餐织金分公司发展较好；小牛卡七星关分公司发展较好；大牛卡威宁分公司发展较好。,业务发展情况,重点产品业务发展,目录,一、业务发展情况,二、渠道运营情况,三、一季度开渠攻坚战完成情况,四、助销经理队伍建设,五、下一阶段工作打算,渠道运营情况,一季度门店运营总体完成较好，金海湖公司有销、有效均未完成目标。,有销门店中，仅,1,月七星关有销门店未完成目标。,有效门店除金海湖外。其余公司全部完成目标。,区域,有销门店月完成（,1,户以上）,有效门店月完成（,10,户以上）,目标,截止,1,月,31,号累计完成,累计完成率,截止,2,月,28,号累计完成,累计完成率,截止,3,月,31,号累计完成,累计完成率,目标,截止,1,月,31,号累计完成,累计完成率,截止,2,月,28,号累计完成,累计完成率,截止,3,月,31,号累计完成,累计完成率,七星关,83,84,101.20%,78,93.98%,96,115.66%,30,42,140.00%,47,156.67%,58,193.33%,大方,34,36,105.88%,36,105.88%,51,150.00%,17,18,105.88%,22,129.41%,30,176.47%,黔西,34,37,108.82%,34,100.00%,43,126.47%,16,18,112.50%,16,100.00%,23,143.75%,金沙,28,30,107.14%,35,125.00%,40,142.86%,18,18,100.00%,22,122.22%,24,133.33%,织金,33,41,124.24%,46,139.39%,54,163.64%,15,25,166.67%,29,193.33%,26,173.33%,纳雍,28,46,164.29%,53,189.29%,54,192.86%,17,18,105.88%,30,176.47%,29,170.59%,威宁,53,59,111.32%,60,113.21%,69,130.19%,22,31,140.91%,40,181.82%,38,172.73%,赫章,37,37,100.00%,39,105.41%,38,102.70%,18,18,100.00%,28,155.56%,27,150.00%,金海湖,10,7,70.00%,8,80.00%,10,100.00%,5,3,60.00%,3,60.00%,3,60.00%,合计,340,377,110.88%,389,114.41%,455,133.82%,158,191,120.89%,237,150.00%,258,163.29%,3,月开渠有销门店到达,区域,1,月,2,月,3,月,较,1,月净增,七星关,84,78,96,12,大方,36,36,51,15,黔西,37,31,43,6,金沙,30,35,40,10,织金,41,46,54,13,纳雍,46,53,54,8,威宁,59,60,69,10,赫章,37,39,38,1,金海湖,7,8,10,3,合计,377,386,455,78,渠道运营情况,有销门店,3,月开渠有效门店到达,开放渠道,3,月有效门店,258,家，较,1,月,191,家增加,67,家,较,2,月,236,家增加,22,户。,区域,1,月,2,月,3,月,较,1,月净增,七星关,42,47,58,16,大方,18,22,30,12,黔西,18,15,23,5,金沙,18,22,24,6,织金,25,29,26,1,纳雍,18,30,29,11,威宁,31,40,38,7,赫章,18,28,27,9,金海湖,3,3,3,0,合计,191,236,258,67,渠道运营情况,有效门店,0,销门店关注不够。开放渠道门店的分配及帮扶方向不明确，助销经理针对有能力门店、新开门店，长期帮扶，忽略其它门店的有销发展。,渠道运营情况,零销门店,区域,1,月,2,月,3,月,月均,0,销占比,门店数,0,销门店,门店数,0,销门店,门店数,0,销门店,七星关区,100,16,92,14,110,14,14.57%,大方县,40,4,37,1,63,12,12.14%,黔西县,56,19,45,14,65,22,33.13%,金沙县,34,4,38,3,57,17,18.60%,织金县,52,11,55,9,89,35,28.06%,纳雍县,59,13,66,13,80,26,25.37%,威宁县,87,28,85,25,99,30,30.63%,赫章县,44,7,46,7,47,9,16.79%,金海湖,12,5,13,5,12,2,32.43%,目录,一、业务发展情况,二、渠道运营情况,三、一季度开渠攻坚战完成情况,四、助销经理队伍建设,五、下一阶段工作打算,一季度开渠攻坚战完成情况,专项内容,奖励,周期,团队赛,15000,元,/,队,一季度清算,门槛赛,月业务发展,40,户以上且有效门店,1,个以上奖励,300,元；,月业务发展,60,户以上且有效门店,2,个以上奖励,500,元；,月业务发展,80,户以上且有效门店,3,个以上奖励,800,元,按月清算,一季度开渠攻坚战完成情况,一季度开放渠道新拓展门店目标,序号,区域,拓展门店目标,合计,实际完成,合计,完成率,1,月,2,月,3,月,1,月,2,月,3,月,1,七星关,16,9,18,43,2,11,12,25,58.14%,2,大方,6,3,10,19,0,14,13,27,142.11%,3,黔西,6,3,10,19,6,0,12,18,94.74%,4,金沙,6,3,10,19,2,4,19,25,131.58%,5,织金,6,3,10,19,9,13,9,31,163.16%,6,纳雍,6,3,10,19,9,6,6,21,110.53%,7,威宁,6,3,10,19,11,6,16,33,173.68%,8,赫章,6,3,10,19,0,2,2,4,21.05%,9,金海湖,1,1,2,4,0,0,0,0,0.00%,合计,59,31,90,180,39,56,89,184,102.22%,全市下达拓店目标,180,个，实际完成,184,家。,七星关区、黔西、赫章、金海湖分公司未完成目标。,威宁公司完成较好，完成目标的,173.68%,区域,1,月,流量王中王,十全十美,小牛卡,大牛卡,基础量,奋斗量,小计,七星关,83,163,507,179,930,1054,932,大方,44,70,183,59,480,620,356,黔西,22,69,191,35,480,620,317,金沙,9,139,197,12,480,620,357,织金,307,201,102,59,480,620,669,纳雍,67,152,139,104,480,620,462,威宁,146,82,378,297,480,620,903,赫章,65,124,214,75,480,620,478,金海湖,4,9,14,11,120,248,38,合计,747,1009,1925,831,4410,5642,4512,区域,2,月,流量王中王,十全十美,小牛卡,大牛卡,基础量,奋斗量,小计,七星关,123,141,437,294,840,952,995,大方,94,70,239,106,448,560,509,黔西,43,106,64,41,448,560,254,金沙,18,89,279,57,448,560,443,织金,181,372,194,174,448,560,921,纳雍,124,139,258,190,448,560,711,威宁,197,54,575,516,448,560,1342,赫章,93,190,249,121,448,560,653,金海湖,9,17,16,24,28,224,66,合计,882,1178,2311,1523,4004,5096,5894,区域,3,月,流量王中王,十全十美,小牛卡,大牛卡,基础量,奋斗量,小计,七星关,184,216,420,171,930,1054,991,大方,42,57,321,38,480,620,458,黔西,38,146,82,21,480,620,287,金沙,47,149,225,22,480,620,443,织金,84,191,110,55,480,620,440,纳雍,89,172,116,70,480,620,447,威宁,141,158,407,220,480,620,926,赫章,65,115,122,42,480,620,344,金海湖,12,19,21,8,120,248,60,合计,702,1223,1824,647,4410,5642,4396,完成基础目标,完成奋斗目标,七星关区分公司完成,2,个月的基础目标；威宁分公司连续,3,个月完成奋斗目标，织金分公司完成,2,个月的奋斗目标。,一季度开渠攻坚战完成情况,区域,1,月（元）,2,月（元）,3,月（元）,合计,七星关,4100,5500,2900,12500,大方,0,600,1100,1700,黔西,800,1300,0,2100,金沙,600,2200,1100,3900,织金,2200,1700,1600,5500,纳雍,600,2300,1100,4000,威宁,500,2700,300,3500,赫章,1500,3200,600,5300,金海湖,0,0,0,0,合计（元）,10300,19500,8700,38500,助销经理门槛赛共计发放,3.85,万元奖励，其中，七星关分公司获得,1.25,万元，金海湖未获得得奖励。,从发放的比例看大方、黔西、金湖海获奖比例低。,一季度开渠攻坚战完成情况,目录,一、业务发展情况,二、渠道运营情况,三、一季度开渠攻坚战完成情况,四、助销经理队伍建设,五、下一阶段工作打算,开放渠道队伍建设情况,区域,1,月,2,月,3,月,应配人数,4,月,差欠人数,七星关,11,15,25,25,17,8,大方,8,8,13,16,12,4,黔西,13,9,15,16,15,1,金沙,8,13,13,16,13,3,织金,12,11,10,16,13,3,纳雍,9,10,10,16,10,6,威宁,13,14,14,16,14,2,赫章,9,8,12,16,12,4,金海湖,2,2,3,3,3,0,合计,85,90,115,140,109,31,3,月纵向一体化考核要求人员达到,120,人，,4,月达到,140,人，目前仅金海湖达到要求。,开放渠道助销经理薪酬情况,七星关分公司发展平衡，大方、黔西分公司持续提升；威宁、赫章分公司波动较大。,从各县区分公司的占比看，威宁、织金情况较好，大方、黔西比例不足。,目录,一、业务发展情况,二、渠道运营情况,三、一季度开渠攻坚战完成情况,四、助销经理队伍建设,五、下一阶段工作打算,下一阶段工作安排,全面落实二季度营销活动，按天统计，按周通报。,加强,113,强商拓展，力争每月,1,户以上拓展，及时跟进签约。,梳理开放渠道助销经理小组长工作职责和重点工作安排。,与省公司积极沟通店员奖励发放流程的优化。,完成第二批助销经理合同签订。,关注,0,销门店的帮扶，按月通报跟进,