SDcockpitchart.doc

A： Sales & Distribution-Cockpit Chart 结果性指标： Result Measurement: 销售收入和收入增长 Sales Revenue and Revenue Growth 指标公式：销售收入=主营业务收入+（其他业务收入-其他业务支出） Measurement Formula: Sales Revenue=Major Business Revenue+(Other Business Revenue-Other Business Expense Revenue Growth Rate= 数据来源：财务部 Data Sources: Finance Department 毛利 Gross Margin 指标公式： Measure Formula: 数据来源：财务部 Data Sources: Finance Department 理解其含义： Understand it’s meaning: 疑问： Questions: 建议：“毛利”改为“经营利润率” Suggestions: “Gross Margin” be modified as “Business Profit Rate” 建议后的指标公式： Suggested Measurement Formula: 驱动性指标： Driver Measure: 市场份额 Market Share 指标公式： Measurement Formula: 数据来源：社会中介机构及销售和分销部门 Data Sources: Social Agency organization and Sale & Distribution Department. 理解其含义： Understand it’s meaning: 疑问：该指标是否是指市场占有率？ Questions: Does this measurement indicate the market share? 建议： Suggestions: 建议后的指标公式： Suggested measurement Formula: 成品库存现有库存天数、应收帐款 The current inventory days of finished products inventory, account receivable. 指标公式： Measure Formula: 数据来源：财务部 Data Sources: Finance department 理解其含义：1、成品周转天数 2、应收帐款周转天数 3、货款回收率 Understand it’s meaning: 1. Finished products cycle time 2. Account receivable cycle time 3. Payment securing rate 疑问： Questions: 建议： Suggestions: 建议后的指标公式：（指标数据取合并后的数） Suggested Measurement formula: (Measurement data adopts the consolidated figures) 补货率、第一次通过率 Fill Rate, First Pass Yields 指标公式： Measurement Formula: 数据来源： Data Sources: 理解其含义： Understand it’s meaning: 疑问：这个驱动指标是什么意思，怎么衡量 Questions: What is the meaning of this driver measurement, and how to measure it? 建议： Suggestions: 销售代表人均收益比率 Revenue rate per sales representative 指标公式： Measurement Formula: 数据来源： Data Sources: 理解其含义： Understand it’s meaning: 疑问：这个驱动指标是的含义是否与我们所列指标公式的含义相同？ Questions: Is the meaning of this measurement the same as that of measurement formula? 建议： Suggestions: 新分销商和零售商开发周期时间 New distributor and retailer development cycle time 指标公式： Measurement Formula: 数据来源：销售和分销部门 Data Sources: Sales