HengAnProgramSummary_Tony.docVIP

HengAn PROGRAM SUMMARY HengAn Strategic Planning Process HengAn Vision Corporate Strategy “Best Practices” Corporate Culture Process People Decision Making Core Competency Consumer Understanding China Market Consumer Research Competitive Analysis Product Evolution Brand Development Sanitary Napkins Low End High End Diapers Low End High End Other Products Supply-Chain Capabilities SOP New Order Fulfillment New Production Planning Marketing Sales Approach Sales Plan Modern Channel B/C Market Export Market Sales Region Review Sales Marketing Calendar Sales Promotion Book Appendix: Department Roles List of Key Posts (Relationship Development Plan) HengAn University Team Charters HengAn SOP HengAn GlossaryMARKETING SALES APPROACH (Broad Market Penetration) Sales Plans Sales Plans are mainly well thought out presentations. HengAn’s reorganization significantly improves the Director of Sales to establish planning and reporting procedures. One area of focus needs to be Sales Plan and Account Plan development and coordination. The line management does not have clear sales target and is not involved in the Forecasting process. HengAn approaches the Modern Channel, B/C Market and Export market with distinct Sales Plans and approaches. We will review the channels separately and then draw overall conclusions. Modern Channel The traditional market consists of manufacturers, distributors, wholesalers and retailers. But in modern channel one which consists of manufacturers, hypermarkets . there are four kinds of hypermarkets below: 分类管理 Classified management: Modern Channel is new and growing rapidly in China. 购物中心Shopping center Carrefour、RT-Mart、Wal-Mart、BeiJing HuaLian、Trust-Mart、Homeworld、Hymall、OuShang、WanJia、A.Best 仓储客户Warehousing customer 普尔斯马特、万客隆、山姆（沃尔玛）Metro,Pricesmart, Mekro, Sam’s club(Wal-Mart) 超级市场 Supermarket 上海华联、华润、上海捷强、上海联华 上海农工商、苏果 ShangHaiHuaLian, CRC, ShangHaiJieQiang, ShangHaiLianHua, ShangHaiNongGongShang, SuGuo