[产品经理]HP产品经理培训

HPFY99wholesalerdirectionPartone:ProductManagerParttwo:ChannelSalesPartthree:Channelevolutionin1999PartfourReviewtoolsPartfiveBFTintroductionPart1如何成为成功的产品经理ProductManager产品经理培训 产品经理做什么 市场开发的产品专家 使运做成本最小化 专注产品线与产品分类 产品价值的创造者 固定的基本薪水 订购可销售的产品 创造市场拉力 销售经理做什么 渠道开发的销售专家 使利润最大化 专注于客户 产品价值的提升与传递 佣金薪水 销售我们所拥有的产品 加强市场推力ASuccessfulPMIn-depthproductandmarketknowledge-marketsurvey&research,customerstudy-channelneeds&segmentdevelopmentFocusedmarketdevelopmenteffortswithbalancedPLresult-clearsegmentidentification-successfulproductcategorymanagement-timetomarketOperationalefficiencyandadvancement-forecastandreview,readinessandaccuracyofoperationaldata-productplanatdifferentstageofthelifecycle-competitoranalysis-workwithHPinleadingthechange-valueaddedsellingmodelWhatshouldaPMdo?BusinessManagementunderstand“customer”needssupplychainmanagementgeneratethedemandunderstandtheenvironment&situationproactivelyrefrainthecompetitorsProductManagementproductlineandproductcategorymanagementinventoryplanningandmanagementproductcyclemanagementsellthroughmanagementMeasurementfortheProductManagerBusinessManagementknowledgeaboutmarket,competition,channelapplydifferentstrategiestodevelopthemarketeffectiveuseofmarketingfoundcoverageandsegmentdevelopmentProductManagementPLquotaachievementsforecastaccuracy,operatingcostanalysis,inventoryturnsproductscrapcost,fire-salecostsellthroughanalysis,TAT,out-of-stockratioindustrialratio,vendorandmarketgrowthrateProductManagementOverview PMhasnotbeengivenadequatefocus Manyhasnotreceivetherightlevelofleadershipfromthewholesaler’smanagementteam Example: IsitgoodforaPMtobeaPortfoliomanager? WhatdoaPMdoafterapriceisset? Whatreportingdotheymonitor? Whataretheirindictors? Howdotheygetconfirmation? Whoaretheiradvisors? Conclusion:today,mostPMareontheirown,donothaveaprocessofcommunicationorescalationandspend90%oftheirtimeadjustingprices.TopPrioritiesforProductManagersBasicsforPM: strengthenunderstandingofmarket&industrydynamics understandyourcompany’scompetitivenessandpositionwithintheinternalcompetitionandexternalcompetition understandyoursalesteam’sdeploymentandtheirlocalenvironment setupprocessesofcommunication,pricerequest/approval3importantareasofthinking: understandingyourcompany’scompetitivepositioninthecomplexcompetitiveenvironmentbybreakingitdowntospecifics understandingwhetheryourcompanyhasastablebusinessandiftheyarestable understandhowyoucangrowyourbusinessMarketdynamicsaffectingproductmanagement:BenchmarkingtherightthingPMhastraditionallybeeninternallyfocused mycompetitionisnetDELL,itisw/sX wholesalerXissellinglowerprice Iambetterthanw/sXbecauseIhaveabiggerofficesetupinthatcityToday,PMneedtocalibratetheinternalenvironmentandquicklymoveouttohandletheexternalenvironment AmIsellingmoreefficientthanw/sX? wheredowecompeteandwhereshouldweholdtheline? Whatarethecompetitiveadvantagethattheaveragew/shasintheregion,industry? Ismynetworkstrongerthantheaveragew/sintheindustry? WhataretheKSFintheindustry?Understandingyourcompany’scompetitivepositioninthecomplexcompetitiveenvironmentbybreakingitdowntospecificsPart2如何做成功的渠道销售员 ChannelSales渠道分类付款好坏定货量大小潜在问 题 快递公司问题件快递公司问题件货款处理关于圆的周长面积重点题型关于解方程组的题及答案关于南海问题 营业额中心放弃对象明日之星渠道分类价格高低定货量大小利润中心放弃对象放弃对象情人利润中心放弃对象利润中心渠道分类付款好坏价格高低利润中心放弃对象情人利润中心放弃对象Level1Level2Level3Level2公司定位营业额高低利润率高走向消失系统集成商分销商很少存在个别厂商竞争趋势高低市场容量大利润率竞争小ProfitNon-ProfitcompetitionProfit竞争趋势高低订货额大小价格渠道销售员任务将公司所经营的产品，以合理的价格，最大限度地销售给你的客户，并使你的客户能从中获取最大受益.WilliamLee<渠道策略和方向>渠道销售之角色 资讯专员(Consultant) 今后代理的发展 业务方向 长期合作 市场预测 代理和产品 月度。季。年度 销售工作 工作 总结 初级经济法重点总结下载党员个人总结TXt高中句型全总结.doc高中句型全总结.doc理论力学知识点总结pdf 代理和产品 月度。季。年度 市场 代理商支持 技术。市场。销售案例，广告 交流和联系 产品信息 公司方向和存在问提 渠道的开发 (VAR,Dealerorretailer渠道销售之角色consultantForecastWinWinDirectionlongrelationtrustCompanyorder/shipmentinventorymanagementFinancialPlanSellProfit/lostrevenueReviewGainexperienceknowwhathappenandplanactionsupportingloyaltyorderCommunicationUnderstandingRelationproducts/marketinginfo.RecruitingNewBusinessMarketshare.代理商需求关心程度低关心内容分销商销售员技巧 IndustrialKnowledge ProductsKnowledge MarketTrend Competition CompanyandCustomer Relationmanagement Planning分销销售员技巧CompanyImageCompanyGrowthProductsPriceAvailabilityRelationPlanningTechIndustrialKnowledgeRelationshipNegotiationProducts.MarkettrendCustomer&CompanyPlanning 定单 付款和欠款 代理商召募Planning 定单 付款和欠款 代理商招募Sheet1 order D5602A 6L …… Total$ R1 100 80 500 R2 50 40 300 R3 10 30 200 ……. Total 500 300 100 1200Sheet1 Profit D5602A 6L …… AVE.% R1 2% 2% 2% R2 4% 2% 3% R3 1% 1% 1% ……. Total 2.50% 2.10% 5% 3.50%Planning(A/R)Sheet1 Reseller July Aug Sept Note A/R 100 300 300 R1 Pay 50 100 230 Shipment 50 300 230 A/R 100 20 80 R2 Pay 100 Shipment 150 A/R …. … R3 Pay Shipment 240 190 340 … Total A/R 150 350 250 … Pay 120 300 400 … ShipmentPlanning(Recruitment)Products:VectraPC,6LLaserJetTime:July.20Start:Aug.1End:Oct.30Target:6L:720PC:950Sheet1 Vectra 2TNo. units TargetNo. units City1 2 80 3 12 City2 5 120 3 60 City3 4 180 6 230 …… …… …… ….. ….. Total 18 600 23 720 6L 2TNo. units TargetNo. units City1 2 80 3 12 City2 4 45 7 60 City3 4 180 6 230 …… …… …… ….. ….. Total 18 800 25 950Sheet2 Sheet3 Part3ChannelEvolutionSupplychainlinkstodayandtomorrowKeyElementsinformersupplychainmodel Reliabilityofimporters costofimportationvsrisk stabilityoflogistics shipmentcapacity VATreceipt investinrelationshipbuilding preparingfundstohandlemishap blackmarketforeigncurrencyexchangerate usethebestpeopletohandleandmanagetheserelationshipHowwillthedistributionlandscapechange? Low-margin,theneedtodrivecostdown. Shortenthesupplychain,eliminatemiddle-tier,gotolast-tie,godirectI.e.Dell. Reduceinventorymovement standardizeonkeymodels Minimal/nostocking Paywheredistributoraddvalue Offerdifferentvaluestodifferenttypesofcustomer(newfirsttimebuyer,experiencebuyer,repeatbuyer) ProvidemoreservicesTopprioritiesforwholesalers Nomoremargins,fairgroundcompetition maytotallyeliminateanyadvantageaw/sprevioushaveormaysuddenmakeanotherw/ssuper-competitive. Largescaledistributorfall-outlikely. entryofnewinternational,regionalplayerwillspeedup. Newelementsofcompetition 2nd-tienetwork geographiccoverage cost-efficientinfrastructure wellalign,wellbalance strongexecution&implementation calibreofpeople collaborativerelationshipAreyoureallyinthedistributionbusiness?Howdoyoumeasurecost&profit? Thecostofdistributionisarathercomplexasitcontainmanyvariableandcomponents Everyw/shasdifferentweightonindividualelement Today,feww/sactuallyworktowardsanindustrybenchmark Efficientandeliminatingfatsinacoststructureisthefirststeptobetterprofitability. Tounderstandwhichelementiswithincontrolandwhichisnot.Areyoureallyinthedistributionbusiness?Doyouhavetherighttypeofpartners? Howdoyouknowyouifyoucanresolveaninternalpriceissueorbeprofitable? Understandwhoaretheir2nd-tiebytypes take#oflast-tievs2nd-ties/sub-distribution ifvoloflast-tievs2nd-tie/sub-doverthelast3monthsislessthan50%ofyourtotalbusiness,thembother,youmaybeintrouble Goforthelast-tie Moveoutfromsub-distributionAreyoureallyinthedistributionbusiness?Areyouadistributionorcorporatelogisticcompany? Howmuchofyourbusinessisalignedtocompetitioninthedistributionarea? Understandwhoaretheir2nd-tiebytypesandthevolume. Take#ofresellersthatyourdobitdealfulfillmentvsthoseyouselltowhoselltoSMEcustomers. MeasureVoloffulfillmentvsowndistribution. IfVoloffulfillmentoverthelast3monthsismorethan50%ofyourtotalbusiness,thembother,youmaybeintrouble. Onthesevolumethatyoufulfill,whatvaluedoyouadd?Doyoudosimplehardwaresolutionconfigurations?Doyoudosoftwareoptimization?Doyouofferattractivebundles?Ifyoudonot,youareindeedintrouble.Areyoureallyinthedistributionbusiness? Whereareyousellingin? understandwhoaretheir2nd-tiebytypesandthevolumeandwheretheyarein. take#ofresellersthatyouhave. Howmanyarerepeatcustomers? Takethevolumeofnumberofrepeatcustomers. Distributethemintonumberofcities. Ifmorethan50%ormoreareinonly3majorcities,arethesecitiesyourhomeground? Ifnot,youdonothaveenoughgeographiccoverage. Howmanycitiesdoyoucoverconsistentlyeverymonth. Doyouhavetherightresourcesandsystemstomaintainthesegeobusiness? GeographiccoverageisvitalinanybattleAreyoureallyinthedistributionbusiness? Doyoudodealsordoyouputinprograms? Understandwhoaretheir2nd-tiebytypes,thevolume,wheretheyareinandthebusinessrelationshipyouhavewiththem. Take#ofresellersthatyouhave. Howmanyarerepeatcustomer? Howmanyofthemhaveabusinessagreement/programwithyou? Howmanyareonadeal-by-dealbasis? Ifmorethan50%ofyourbusinessareonadealbydealbasis,youmaybenotprofitable. Youneedbecompetitivebutworkingonadealbydealbasisdonotmakegoodbusinesssense. Structureyourrelationship RewardthembecausetheymakeyouprofitableandyouprovidethemgoodsupportandreasonablepricingbyNOTbecausethey“buy”fromyou.Areyoureallyinthedistributionbusiness?Understandingsupply&demand HPmanagessupplyanddemandatacountrylevel overallmarketsharegoalsbasedonprofitability,competitiveterms generalseasonality predictabledisruptions sell-thru/inventorylevel verysoon...Wewillgetindowntogeoregionsandweeks-window. Supplyanddemandarebarebasic,bareessentialinthemanagementofproductpricing. Youneedtofactorinprobablyasimilarsetoffactorstosettheframeworkforpricingandbreakitdownbygeography. Youneedtounderstandyoucapacityvscapability.Planningforgrowth,wheredoyoulook? SMEsegmentandbusinessopportunity. Formanyw/s,youneedtomoveoutfromthedependenciesofthecorporatebigdealfromCARs. CreativewaystotapintoSMEbusiness. Expandgeography Wehaveplanningtofindawaytosupportsalesinto30-50citiesbymid-1999,howmanycitiescanyouparticipatein?howdoyousupportthese? Competitor’schannelisexpose competitorsdohavebetterlocalgeographiccoveragevsHPinsmallcitiestoday. Butmanyw/sstilldependheavilyonsub-distribution,notmanyareaheadinthisrace. Therearestillhugeroomforustoregaincompetitiveness. Increaseproductivityandefficiency categorizepartners,business. E-commerce Tele-sales Newsupplychainmodel IncreaseservicelevelBuildinguptrust,worktogetherintheHPcircle Agreeonbasicprinciples Beopen,alwaysbelieve,trustandlistontoyourpartnerfirst Competethrudifferentiationbutleavethegeneralenvironmentintactforthenext Verifyanyspeculationwiththerelevantparty.\ Network Addressdifficult2nd-tiers joinforcesonmarketingeventatcitylevel Maketimeforpeopledevelopmentnotjusttoaddresspriceissue Ensureaminimallevelofleisureactivity,havesomefunPart4ReviewToolsReviewandRateyourSituationBJSHACDGZRectifyingthesituationCitySalesObjectiveGrossMarginTargetVolumeTargetChannelSupportResourcesChannelDevelopmentBJSHACDGZMaintainMaintainMaintainMaintainMaintainMaintainB-EvenProfitProfitMaintainVolumeMaintainMaintainMaintainLessonsLearnt…. Howmany2nd-Tiersstickwithyouduringthepricewar? Whatwereyourpriorities?Didyousacrificevolumewithprofitorprofitwithvolume? Rightpartners=Win-WinPartners=Profitablepartners Highervolume/HigherProfit Sub-Distributorisnottheonlywaytomaintainyourvolumerun-rate.Basevolumegeneratedbylast-tierusuallyismorestableandpredictable Re-qualifyandmanageyourcustomerprofitability=RelookingatResellerRelationshipsFixyourdistributionstrategy,don’tgobackwardsI.e.sub-distributionProfitabilityiskey,measurement,trackingdowntoeachreselleriscriticaltodecisionmaking.Pickyourpartners,chosethosethathelpyougetclosertothecustomer.I.e.“thecloserthebetter”.Protectyourmembers,offerprograms,trackstoONLYthosewhohascommitment.Marketingcapabilitywithregularrefreshatwholesalerleveliskeytomaintainingaenergisedrelationship.DistributorCompetitivenessCompetitivnessatitsbestistheabilitytosurvivewithlowmargins.ThereforeCompetitiveness=Highestefficiency.Itismeasuredbythereturnyougetvsyourinvestment.Intoday’ssaturatedandcompetitiveenvironment,itisdifficulttoyieldhighreturnwithlowinvestment.Itisalmostimpossible.Butitistooeasytoyieldlowefficiencywithhighinvestment.WastageistheBiggestissueformostdistributors.Manydonotmaximisetheirresources.Manydistributorshavelow-efficiencybecausetheydonothavetherightmeasuresateachcomponents.Youcannotlookatjustthefinalmargin.CustomeryieldneedtobesetandmeasuredbysegmentsI.e.VARs,TraditionalResellers,SI,Sub-DistGreymarginisunstableandshouldnotbeusedasaregularcomponentformargincalculationCapacityvsCapabilityInthebusinessofdistribution,opportunityisoftenmis-interpretedasmycapabilityismorethanmycapacitycapacity1M1M5M4McapabilityPart5BFT(BusinessFundamentalTable)Acc-Mgr PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks A.FinancialManagement 1 OverallGrossMargin 3%-5%{2%}[Lessthan2%] 2 A/Roverdue NoOverdue{7days}[>7days] 3 PercentCashRebate 50%@3or4%{2%}[<2%] B.InventoryManagement 4 TotalShipmentlastmonth 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMManager PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks ShipmentTotal >=100% 1 NorthW/S 2 BJW/S 3 ShanghaiW/S 4 ISG/AN Order >=100%,>=90% FsctAccuracy 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMSheet3 JointWholesalerBusinessFundamentalTable Acc-Mgr PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks A.FinancialManagement 1 OverallGrossMargin 3%-5%{2%}[Lessthan2%] 2 A/Roverdue NoOverdue{7days}[>7days] 3 PercentCashRebate 50%@3or4%{2%}[<2%] B.InventoryManagement 4 TotalShipmentlastmonth 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMManager PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks ShipmentTotal >=100% 1 NorthW/S 2 BJW/S 3 ShanghaiW/S 4 ISG/AN Order >=100%,>=90% FsctAccuracy 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMSheet3 JointWholesalerBusinessFundamentalTable Acc-Mgr PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks A.FinancialManagement 1 OverallGrossMargin 3%-5%{2%}[Lessthan2%] 2 A/Roverdue NoOverdue{7days}[>7days] 3 PercentCashRebate 50%@3or4%{2%}[<2%] B.InventoryManagement 4 TotalShipmentlastmonth 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMManager PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks ShipmentTotal >=100% 1 NorthW/S 2 BJW/S 3 ShanghaiW/S 4 ISG/AN Order >=100%,>=90% FsctAccuracy 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMSheet3 JointWholesalerBusinessFundamentalTable Acc-Mgr PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks A.FinancialManagement 1 OverallGrossMargin 3%-5%{2%}[Lessthan2%] 2 A/Roverdue NoOverdue{7days}[>7days] 3 PercentCashRebate 50%@3or4%{2%}[<2%] B.InventoryManagement 4 TotalShipmentlastmonth 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMManager PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks ShipmentTotal >=100% 1 NorthW/S 2 BJW/S 3 ShanghaiW/S 4 ISG/AN Order >=100%,>=90% FsctAccuracy 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMSheet3 JointWholesalerBusinessFundamentalTable Acc-Mgr PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks A.FinancialManagement 1 OverallGrossMargin 3%-5%{2%}[Lessthan2%] 2 A/Roverdue NoOverdue{7days}[>7days] 3 PercentCashRebate 50%@3or4%{2%}[<2%] B.InventoryManagement 4 TotalShipmentlastmonth 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMManager PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks ShipmentTotal >=100% 1 NorthW/S 2 BJW/S 3 ShanghaiW/S 4 ISG/AN Order >=100%,>=90% FsctAccuracy 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMSheet3 JointWholesalerBusinessFundamentalTable Acc-Mgr PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks A.FinancialManagement 1 OverallGrossMargin 3%-5%{2%}[Lessthan2%] 2 A/Roverdue NoOverdue{7days}[>7days] 3 PercentCashRebate 50%@3or4%{2%}[<2%] B.InventoryManagement 4 TotalShipmentlastmonth 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMManager PrintAreaalreadyPre-SetBelow.DoNOTmoveMargins Copysymbol(selectcell)fromheretopaste===> JointWholesalerBusinessFundamentalTable BFTfor: Owner: Status: ONTRACK {WARNING} [OFFTRACK] METRICSPROBLEM N.A Item Goal/ActionLimit(_Warninglimits) Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Remarks ShipmentTotal >=100% 1 NorthW/S 2 BJW/S 3 ShanghaiW/S 4 ISG/AN Order >=100%,>=90% FsctAccuracy 5 ShipmentRev/Freq(PCsonly) 6 Turnsperyear >15forPCs,>12forothers TimelyRSIReport Beforedateline{miss2x}[-3x] C.SalesManagement 7 MonthlyShipmentPerformance Shipmentby#ofcities #resellersfor80%sales #ofcitiesfor80%sales 8 MonthlyFsctAccuracy Shipmentwithin90%ofFsct? 9 YTDGrowth MTD/YTDPCGrowth MTD%/YTD% MTD/YTDLaserjetGrowth MTD%/YTD% MTD/YTDNetserverGrowth MTD%/YTD% D.Communications Mthlyw/DM&Acc,Bi-mthwBUmgr{miss1mth}[noReview] 10 BusinessReview 11 BranchOfficeVisits 3Brches/QtrwAcMgr{1}[0] 12 PMMeetingwithMDMs 2Meeting/Qtr{1}[0] E.Market/ChannelDev 13 CoopUtilization >=75%QTD{>65%}[<65%] 14 Own2Tmktg/EUProg 2perQtr{1/Qtr}[0] 15 NewGeodev/Qtr 3newcitiesw/o2T{1/Qtr}[0] 16 #of2nd-T/Qtr 20if<300intotal{>10}[<10]MMSheet3 Thanks!