团队营销英文

团队营销英文 Marketing Team Corrective Approach 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 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 What we can get from the analysis How we get Ranking No.1 We get only 1~2 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 Suppliers’s expectation They have the flexiable policy to meet Customer’s expectation They have better contingency plan and operation flow to meet the gap for both of Suppliers and Customers 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 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 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 cycle risk Supplier privilege Liability and Payment terms with customers B&D items with Turns Non-Franchise privileges PME new role model Yes Driver Demand Creation Elected Projects Elected specific P/Ns Inventory quality Turns of inventory Risk of B&D items Initiator Suppliers program New local Privileges Marcom program Monitor : Risk SO&PO EOL P/Ns New launch P/Ns ASIC P/Ns Developer Suppliers Strategy/business plan Plan A/Plan B (contingency Plan) No Follower Quotation machine Only Messenger Reporter No strategy No focus and program No Inventory risk Sense Sales assistant NSB driving and risk SO Poor customer profile Passive customer registration Lowest selling price to get SO Risk payment terms No Plan B How to handle focus Suppliers ? Local interface Communication &relation build up Training for Sales from Suppliers Weekly one-page Reporting Joint