团队营销（英文课件

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,2020年5月29日星期五,#,03 十月 2024,团队营销(英文PPT 25页),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 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,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 have 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 still 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,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 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,Eddy,400,5,6,HK,Where We are going to?,Top 10 Suppliers Market share in CN,Focus Suppliers,Top Suppliers,Semi.,ADI,Intel,IR,Microchip,Motorola,NSC,ON,PHN,STM,TI,PEMCO,Kemet,Raychem,Supported Key Criteria,PME HC limitation,5 PMEs in BJ,1 PMM,6 PMEs in SH,1 PMM,Productivity by PME,Workload by Lines,NSB in Y00,DTAM in China,Relation,How to measure PME?,DTAM share,Line Strategy,Presentation skill,Negotiation skill,Supplier program,Confidence products,Confidence projects,NSB&GP$,Market knowledge,Time management,Result,DTAM share&GP$,NSB&GP%,Skillset,Presentation skill,Negotiation skill,Time management,Performance/Competence,Line Strategy,Supplier program,Confidence products,Confidence projects,Market knowledge,What is Territory Management?,Territory,Limited territory range,Limited customers,Limited applications,Limited P/Ns,Management,Business share:DTAM,From customers,From Suppliers,For Marketing:vertical direction,Limited P/Ns,cover more customers,Elected P/Ns,cover more,DTAM share,customers,projects,privileges,resource commitement,For Sales:Horizontal direction,Limited customers,cover more Suppliers&P/Ns,Elected customers,cover more,DTAM share,Suppliers,projects,Privileges,Resource commitement,What is the Difference of Marketing with Sales about Territory Management,Suppliers,Customers,Sales territory management,PME territory management,AECL Territory Management,Drive Stock rotation&exchange inventory,Marketing Drive Sales Activities-Demand Creation,Driving Criteria,Focus Suppliers,with supplier program covered by,better privileges,Focus products,with supplier program covered by,better privileges,Focus applications,with vertical segments customer list,Focus,commodity share with,selected P/Ns,Driving Tactics,Territory Management,DTAM share(Multi-lines),P/D/R tactic,Socket replacement,Task force approach,PME/FAE/Sales,Inventory Management,Life cycle risk,Multi-customer with same solution,Supplier program covering the risk,Marketing Drive Sales Activities-Demand Fulfillment,Driving Criteria,Focus Suppliers,with supplier program covered by,better privileges,Focus applications,with vertical segments customer list,Focus,commodity share with,selected P/Ns,TAM to DTAM,True Value add service,Better planning model,Better contingency model,Driving Tactics,Territory Management,DTAM share(Multi-lines),P/D/R approach,Socket replacement,Task force approach,PME/Planner/Sales,Inventory Management,Terms&Conditions,Life cycle risk,Supply chain management,Task force,PMEs/Sales,Planner/Buyer/SMM,Supplier program covering the risk,Suppliers Programs,Call to Action-Improve the inventory Turnover,Demand creation:Local OEM,Quotation quality and SO quality monitor based on:Owner:PME,customer profile,life cycle risk,the elected P/Ns,Liability and Payment terms with customers,Demand fulfillment:CM&MNC,PO quality monitor based on:Owner:Planner/PME,customer profile,life c