白酒渠道决定营销模式 多重布局占据终端制高点

白酒渠道决定营销模式 多重布局占据终端制高点 白酒渠道决定营销模式 多重布局占据终端 制高点 渠道策略就是解决酒类企业的销售员、渠道商如何积极地卖产品的问题，解决如何最大限度地整合利用销售者资源的问m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 题。 渠道决定营销模式 当前的企业运作中，少有能够同时做好产品与渠道两个要素的，凡是能够同时m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 做好两个要素的企业，都是高速增长的企业。比如王老吉销量的快速增长，除了品牌定位、单品战略、广告场景之外，渠道的布局与掌控力也是企业销量翻倍增长的核心要素。宗庆后能够连续蝉联福布斯富豪榜首，也是得益于他的渠道，以及m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 那几支主力产品。 做渠道，其核心就是解决如何让销售者积极卖产品的问题。 渠道商是一群对利益有着强烈追m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 求的人，要想让他们积极地卖你的产品，就必须给予合理的利益。一种利益是单品利润高，另一种是高流转率带给经销商的资金使用利润，也是品牌对渠道影响力带给他的利益。 我们要清楚m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 地认识到，渠道商们真正的产品不是你的产品，也不是其他企业的产品，不是有多少辆车和多少人的队伍，他们真正的产品是手里的分销网络。拥有多大的网络，就有多大的话语权。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 解决渠道商积极的主要目的就是确保产品的能见度。 “晨光伙伴金字塔”的渠道战略让它增加了产品能见度，将一支小小的笔做到了十几个亿。它整合了直销模式和快销品流通m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 模式，以“层层负责，层层贡献”的“伙伴天下晨光系”为理念，用48人的销售队伍，实现了13亿元的销售(2007年数据)，而且深度分销到三、四级市场。晨光整合了超过4000人的经销商队伍，而这些经销商都是只做晨光 的专销商，直接管理超m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 过35000家晨光样板店，辐射数十万销售终端。 产品能见度既决定了销量，也决定了品牌的认知。可能有人会认为能见度是快速消费品的问题，而事实上它是任何行业的m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 一个重要参数。 微软的产品为什么盗版的比较多,其实很大一个因素是其自身。笔者曾问身边的朋友们，什么地方可以买到微软的产品，大多数人都说不知道，甚至有人还跟笔者m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 讨论，说想买但很多地方却买不到，只看到网上有卖的，但又不敢买。 这不就是能见度有问题吗,微软那么高的知名度，用电脑的人几乎都知道，却买不到，这是谁的责任m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 呢, 再看看苹果。苹果的知名度也很高，它为什么能够获得那么高的市场价值，除了产品价值之外，他的能见度也决定了它的销量，不管在什么场合，询问“知道苹果在哪里m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 买吗”,几乎所有人都知道。 有工业品企业说我们这个领域不需要能见度，我们都是一对一的公关，可是当你的网点不够、业务员覆盖面不够的时候，销售一样出问题，增加能m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 见度一样可以提高销量。 那么，如何实现能见度呢,主要靠铺货率，如何实现铺货率呢,靠拜访率。 根据罗宾?邓m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 巴的150定律，一个二批商能够认真覆盖的零售终端大概是150,200个，再多就会做不深、做不细，铺货率会明显下降。 一般在一个区域，终端网点的数量是按照人口计算，平均m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 每400,500人的区域就会有一个零售终端存在，所以，总人口数?400(或500)=终端网点数。根据不同的产品，400或500这个数字可以变动，变动之后就是有效终端网点数。 在经销商的m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 管理和运作上，很多企业喜欢采用订货会的方式进行，但绝大多数企业往往只针对一批商订货完成就结束了，而优秀的企业则还要帮助企业向下游卸库，尤其是快消品。只有将产品卸到二批商的仓库里，渠道才真正活起来。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 当然不是任何企业都盲目地追求能见度，要依据自己的资源情况进行。对于大多数中小企业而言，要确定自己的根据地市场、战略型市场、扩张型市场、阻击型市场等，在根据地市场要确m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 保其能见度，而其他市场则不要过于要求。所以，这里必须强调几个误区: 第一个误区，能见度越高越好，也就是说，渠道铺货越宽、越深越好。显然这不是针对所有的企业，所有m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 的产品。产品价值不够，货铺上去了却卖不掉，最终还是损失自己。第二个误区，经销商的利益越高越好，经销商数量越多越好。这都不是确定的概念，要基于企业资源现状来确定。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 虽然笔者强调产品能见度，但要基于现实发展自己的能见度。有个做饮料的企业跟笔者讲，要动员经销商学习康师傅做深度分销，让有人的地方都能买到自己的产品，我说你错了，你的品牌还不够强大，产品还没有铺上去可能就死了，m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 千万别做傻事。 在渠道策略上，笔者建议企业要做到两个配合:第一个是销售热点与渠道扩散度配合好。产品购买理由充分，销售热点才能出来，销售热点出来才能帮助渠道扩散，这两m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 个点配合好，才能起量并稳固市场。 第二个是经销商的密度与利益配合好。经销商的利益不是越高越好，也不是密度越大越好。密度大显然经销商吃不饱，密度小市场做不透。笔者服m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 务塞飞亚开拓上海市场，偌大的上海市场只有两个经销商，利益足够大了，但是市场做不透。企业问我要不把几十个二批商都发展成一批商，我说不行，这样一批商都吃不饱就没人做市场了。最终，企业选择了十几个一批商做上海市场。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 对于一些需要售前、售中、售后服务的产品来说，还要注意的是，企业的服务半径与市场的配合。服务跟不上，就不要触动那个市场，否则市场还没做起来，就有了一些负面影响。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 如何进行市场布局 企业要打造两个市场，一个是样板市场，一个是基地市场。样板市场可以给整体市场带来信心，带来m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 新的模式、新的增长点。基地市场可以为样板市场、其它市场造血，源源不断地提供现金流和操作经验。 以地盘为主线的布局 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 通常来说，基地市场要实现“三高”，即高铺货率、高占有率、高利润率。 市场布局的首要任务就是打造基地市场，并在基地市场的基础上向外围扩张，稳固地占领市场。因m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 此，整体市场布局要按照“基地市场，腹地市场，辐射市场”的市场结构，不断推进，形成一个稳固的市场格局。 首先打造基地市场，为企业造血，提供各种支持。基地市场要形成扎实的产品m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 组合系统，稳定的终端管理系统，强大的渠道比例。笔者研究发现，凡是在市场上比较稳定的品牌都有其基地市场，并在基地市场形成了强大的壁垒。 衡水老白干酒将衡水、石家庄打造m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 成了自己的基地市场，2012年仅石家庄市场就贡献了8个亿的销售。山庄老酒将承德市场打造成基地市场，十几年无人能够撼动，因为有了承德市场的造血功能，使得在攻占石家庄市场、唐山市场时从容得多。古井贡、迎驾、口子窖都在合肥将m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 不同的价格带形成自己的基地市场。湖北的白云边牢牢的占据武汉市场。百年糊涂在广东市场从佛山发力，逐渐将广东市场打造成基地市场。 无独有偶，每个稳定的品牌都有基m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 地。跑马圈地式地做市场，市场容易不稳固，销售额也不会太大。 腹地市场是在基地市场外围的半成熟市场，具备成为第一品牌的潜质，一旦投入精力精耕细作，即可打造成新的基地市场。m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 辐射市场是腹地市场外围的远距离市场，采用的是高举高打模式，潜伏培育，寻找快速崛起的机会。 按照先打造基地市场，基地市场成熟之后，开始投重金打造腹地市场，将腹地市m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 场变基地市场，然后辐射市场变腹地市场，这样滚动发展。也可以在有一个基地市场的基础上，根据全国布局的需要，在另外半成熟的市场重金打造一个新的基地市场，然后按照腹地市场、辐射市场这样的模式滚动发展。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 以品牌为主线的布局 以品牌为主线的布局，主要是占据某个价格带，形成全国性的垄断与布局，这种布局手法是重利润轻销量。这种布局要求企m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 业在品牌打造上重金投入，在品牌整体规划、品类区隔等方面的要求比较高，尤其是高端产品多为此布局。 当然，最稳固的方法是基地市场，品牌布局的方式。有基地市场为其造血，再加m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 上实现某个价格带产品的全国性扩张。 洋河蓝色经典即属于这种结合式的布局手法，它将江苏市场打造成基地市场，为其贡献现金流，为全国市场的布局与扩张提供“弹药”支援，形成m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 了以“梦之蓝”、“天之蓝”、“海之蓝”为主导的品牌垄断，成为过去白酒黄金十年中成长最快的品牌，成为为数不多的百亿品牌之一。 终端动销的策略 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 最近，笔者发现各个行业的产品都或多或少存在终端动销的问题，除了终端自检之外，还要从产品角度去改善动销问题。 有时候终端各方面工作做得都很m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 到位，但是动销还是有问题，这显然是产品本身出了问题。比如产品卖点销售力不足，产品跟随性太强，导致消费者转向购买成熟品牌等。 实现终端动销，通常从几个方面进m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 行改善: 改善产品购买理由 要深入终端，研究产品购买理由是否对购买者有诱惑力。如果难以打动顾客，就m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 在原有卖点基础上进行话术提炼。话术要简单，在终端发现打动购买者的点。提炼不超过三句话的话术，再将这几句简单的话术教给终端人员。 集中精力做20%的店面，让它出业m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 绩 这同样是聚焦法则，通过集中力量做20%的店面，建立其他店面的信心，形成热销氛围，进而使整个区域实现动销。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 动销物料的使用 基础工作是终端动销的关键，要把产品的陈列放在最好的位置，比如把产品放在1.5米高的地方，从视觉和方便性上最好，同时也将产品在终端m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 形成堆头的形式，实现热销氛围。 还要做好海报、POP、展架、条幅等，以压倒性的优势，占据终端的制高点。 做好终端客m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 情 试想一下，在终端哪些人影响销 售,显然是终端店老板，还有店员。既然他们起关键作用，就要让他们熟悉产品，愿意向消费者推介产品。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 人们都愿意介绍熟悉的产品，因此终端话术提炼很关键，一是要好记、好说，二是要有特点，让他们推销不费劲。这是完成了第一步，此外，还要区别对待，对待店员每次去要给些小恩小惠;对待老板除了一些小恩m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement program 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection 小惠外，还要不断提醒 他卖企业的产品在利 润方面的好处。 m 8 dangerous factors, and environment factors of recognition, and evaluation and control planning 9 material procurement progr高仿酒 www.gaofangjiuchang.com am 10 engineering procurement program 11 Labor Management provides 12 for party evaluation and management program 13 construction process program 14 welding job management program 1 5 engineering points package construction management program 16 identifies and can dates back sex program 17 products protection