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1、2022年12月12日星期一,团队营销(英文PPT 25页),23 九月 2022团队营销(英文PPT 25页),Agenda,Where 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 a
2、nd What supports needed ?PME Resource requestPME job competence training Aggregation around Arrow Asia,AgendaWhere we are ?,Where We are ?,HC= 12,PME in CN1H Productivity Cover,Where we are ?,PME assignment CriteriaEvery PME focus on no more 2 key linesDecrease line coverage instead of territory cov
3、erageBalance productivityPME Located in where supplier have key contact windowPME have got some mind share beforeRelation Interface,Result reviewGood newsMost of Semi. Lines Got focusMost of PME workload got betterBad newsRisk of PME turn overPemco PME workload still thereTerritory coverage have lim
4、itation of expense and communicationKey lines still have complaints,Where we are ?PME assignment C,团队营销(英文25张)课件,Where we are ?,Where we are ?,团队营销(英文25张)课件,What we can get from the analysis,How we get Ranking No.1 We get only 12 big MNC accounts : IR/KemetHow our competitors get Ranking No.1?They h
5、ave 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 Supplierss expectationThey have the flexiable p
6、olicy to meet Customers expectationThey have better contingency plan and operation flow to meet the gap for both of Suppliers and Customers,What we can get from the analy,Where We are going to ?,PME in CN2H Productivity Cover,Top 10 Suppliers Market share in CN,Top 10 Suppliers Market sha,Focus Supp
7、liers,Top SuppliersSemi.ADIIntelIRMicrochipMotorolaNSCONPHNSTMTIPEMCOKemetRaychem,Supported Key CriteriaPME HC limitation5 PMEs in BJ1 PMM6 PMEs in SH1 PMMProductivity by PMEWorkload by LinesNSB in Y00DTAM in ChinaRelation,Focus SuppliersTop SuppliersSu,How to measure PME ?,DTAM shareLine StrategyPr
8、esentation skillNegotiation skillSupplier programConfidence productsConfidence projectsNSB & GP$Market knowledgeTime management,ResultDTAM share&GP$NSB &GP%SkillsetPresentation skillNegotiation skillTime managementPerformance/CompetenceLine StrategySupplier programConfidence productsConfidence proje
9、ctsMarket knowledge,How to measure PME ?DTAM share,What is Territory Management?,TerritoryLimited territory rangeLimited customersLimited applicationsLimited P/NsManagementBusiness share:DTAMFrom customersFrom Suppliers,For Marketing:vertical directionLimited P/Ns, cover more customersElected P/Ns,
10、cover more DTAM share customers projects privileges resource commitementFor Sales : Horizontal directionLimited customers, cover more Suppliers&P/NsElected customers, cover moreDTAM shareSuppliers projectsPrivilegesResource commitement,What is Territory Management?T,What is the Difference of Marketi
11、ng with Sales about Territory Management,Suppliers,Customers,Sales territory management,PME territory management,AECL Territory Management,What is the Difference of Mark,Drive Stock rotation & exchange inventory,Drive Stock rotation & exchang,Marketing Drive Sales Activities-Demand Creation,Driving
12、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/D/R t
13、acticSocket replacementTask force approachPME/FAE/SalesInventory ManagementLife cycle risk Multi-customer with same solutionSupplier program covering the risk,Marketing Drive Sales Activiti,Marketing Drive Sales Activities-Demand Fulfillment,Driving CriteriaFocus Suppliers with supplier program cove
14、red 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 ManagementDTAM share(Multi-lines)P/D/R approachSocket replacementTask force a
15、pproachPME/Planner/SalesInventory ManagementTerms &ConditionsLife cycle risk Supply chain managementTask forcePMEs/SalesPlanner/Buyer/SMMSupplier program covering the risk,Marketing Drive Sales Activiti,Suppliers Programs,Suppliers Programs,Call to Action-Improve the inventory Turnover,Demand creati
16、on: 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: Planner/PMEcustomer profilelife cycle riskSupplier privilegeLiability and P
17、ayment terms with customersB&D items with TurnsNon-Franchise privileges,Call to Action-Improve the,PME new role model,YesDriverDemand CreationElected ProjectsElected specific P/NsInventory qualityTurns of inventoryRisk of B&D items InitiatorSuppliers program New local Privileges Marcom program Monit
18、or : 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 assistantNSB driving and risk SOPoor customer profilePassive customer
19、 registrationLowest selling price to get SORisk payment termsNo Plan B,PME new role modelYesNo,How to handle focus Suppliers ?,Local interfaceCommunication &relation build upTraining for Sales from SuppliersWeekly one-page Reporting Joint customer visitDemand creation drivingCustomer reviewPenetrati
20、on pushingFAE co-operationMarcom program initiatingSales tools preparationLocal Privilege negotiationSupplier programTAM to DTAM,TacticsQuotationInside SalesStandard minsellPMECustomer profileFocus customersFocus P/NsSupplier programSpecial privilegeKey projects and joint effortsKey P/Ns and bufferA
21、ctively business reviewRegularly Reporting/reviewDesign/customer registrationJoint customer visit,How to handle focus Suppliers,How to handle Non-focus Lines ?,One contact windowDemand Fulfillment drivingClearly Operation ProcedureTAM to DTAMElected top CustomersPenetration pushingElected top projec
22、tsElected P/NsCommunication &relation build upMonthly business updateSupplier program review,TacticsQuotationInside SalesStandard minsellPMEFocus customersFocus P/NsInventory Non B&D itemsSO terms monitor,How to handle Non-focus Lines,What supports needed ?,PME Resource request1 new HC in SHPME job
23、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 fami
24、ly Sales tools (set up the motivation award for the elected contributor, make them rich !)Empower the Owner to Drive elected market share in terms of POP,What supports needed ?PME Reso,Expected Result,Inventory quality improvementReduce Aged inventory $25 MA items increase shareB&D items have better
25、 terms&condition with Suppliers or customersCompetitive Advantage improvementDemand creationClearly focus top suppliers and vertical market segments as well as projectsSuppliers program get better privilegesDemand fulfillmentHealth supply chain managementRelease the too much overlap Workload of back end peopleBusiness Forecast accuracy improvement,Expected ResultInventory quali,
