1、2022年9月28日星期三团队营销团队营销(英文英文PPT 25页页)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 ne
2、eded?PME Resource request PME job competence training Aggregation around Arrow AsiaPME in CN1H Productivity Covered LinesCovered office LocationWinston36516BJKang33626BJJeff34636BJDonna27026BJJenny26066BJVicky46116SHFrank39523SHClark44736SHSheila31766SHJane30356SHStephen29046SHEddy29556HKWhere We ar
3、e?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 S
4、emi.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 complaintsWhere we are?What we can get from the analysis How we get Ranking No.1 We get only 12 big M
5、NC 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 fle
6、xiable 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 CN2H Productivity Covered LinesCovered officeLocationWinston50016BJKang50023BJJeff
7、50033BJDonna30033BJXiaoning30056BJVicky40016SHFrank40023SHClark40033SHSheila30076SHJane40046SHStephen40033SHVacancy40056SHEddy40056HKWhere We are going to?Top 10 Suppliers Market share in CNFocus Suppliers Top Suppliers Semi.ADIIntelIRMicrochipMotorolaNSCONPHNSTMTI PEMCOKemetRaychem Supported Key Cr
8、iteria 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$Market knowledge Tim
9、e management Result DTAM share&GP$NSB&GP%Skillset Presentation skill Negotiation skill Time management Performance/Competence Line Strategy Supplier program Confidence products Confidence projects Market knowledgeWhat is Territory Management?Territory Limited territory range Limited customers Limite
10、d applications Limited P/Ns Management Business share:DTAM From customers From 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 Sup
11、pliers&P/NsElected customers,cover moreDTAM shareSuppliers projectsPrivilegesResource commitementWhat is the Difference of Marketing with Sales about Territory ManagementSuppliersCustomersSales territory managementPME territory managementAECL Territory ManagementDrive Stock rotation&exchange invento
12、ryMarketing 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 Dr
13、iving 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 riskMarketing Drive Sales Activities-Demand Fulfillment Driving Criteria Fo
14、cus 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-li
15、nes)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 riskSuppliers ProgramsCall to Action-Improve the inventory TurnoverDemand cr
16、eation: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 customersDemand fulfillment:CM&MNC PO quality monitor based on:Owner:Planner/PME customer profile life cycle risk Supplier privilege Liabili
17、ty and Payment terms with customers B&D items with Turns Non-Franchise privilegesPME new role model YesDriverDemand CreationElected ProjectsElected specific P/NsInventory qualityTurns of inventoryRisk of B&D items InitiatorSuppliers program New local Privileges Marcom program Monitor:Risk SO&POEOL P
18、/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 registrationLowest se
19、lling price to get SORisk payment termsNo Plan BHow to handle focus Suppliers?Local interfaceCommunication&relation build upTraining for Sales from SuppliersWeekly one-page Reporting Joint customer visitDemand creation drivingCustomer reviewPenetration pushingFAE co-operationMarcom program initiatin
20、gSales tools preparationLocal Privilege negotiationSupplier programTAM to DTAMTacticsQuotationInside SalesStandard minsellPMECustomer profileFocus customersFocus P/NsSupplier programSpecial privilegeKey projects and joint effortsKey P/Ns and bufferActively business reviewRegularly Reporting/reviewDe
21、sign/customer registrationJoint customer visitHow to handle Non-focus Lines?One contact window Demand Fulfillment driving Clearly Operation Procedure TAM to DTAM Elected top Customers Penetration pushing Elected top projects Elected P/Ns Communication&relation build up Monthly business update Suppli
22、er program review Tactics Quotation Inside Sales Standard minsell PME Focus customers Focus P/Ns Inventory Non B&D items SO terms monitorWhat supports needed?PME Resource request 1 new HC in SH PME job competence training Marketing Academy Negotiation Skill Presentation Skill Aggregation around Arro
23、w Asia even worldwide Demand creation investment with EBIT%every year and no short term billing target but measure by elected market competitive competence or solutions Open Solution materials as Arrow family Sales tools(set up the motivation award for the elected contributor,make them rich!)Empower
24、 the Owner to Drive elected market share in terms of POPExpected ResultInventory quality improvement Reduce Aged inventory$25 M A items increase share B&D items have better terms&condition with Suppliers or customersCompetitive Advantage improvement Demand creation Clearly focus top suppliers and vertical market segments as well as projects Suppliers program get better privileges Demand fulfillment Health supply chain managementRelease the too much overlap Workload of back end peopleBusiness Forecast accuracy improvement
