A provincial manager of KA channels ice-breaking trip.docVIP

 PAGE \* MERGEFORMAT 10 A provincial manager of KA channels ‘ice-breaking’ trip December 15, 2007, I received a document YaKe corporate headquarters, with grateful hearts from Shanxi, Hebei returned to my hometown. The initial question one after another, are not familiar with the market, not familiar with the customers, do not understand the retail trend of marketing and do not understand the products and channels, in line with the situation, and so, of course, in addition to questions and doubts, there are still filled with passion. I used a short half quickly traveled to Hebei earth, lit the customer, lit his own, but also ignite the team. After three to four months of market knowledge, combined with the headquarters in fiscal 2008, operating profit centers to build provincial and ministerial system Zequan Li’s decentralized operating strategy; the end of April, I finally decided on the Department of Hebei Province in fiscal 2008, operating eight-character strategy of KA channels : Focus - sink - and pragmatic - a balance Summary meaning: business market to focus on - sales outlets to be subsiding - the daily work should be practical - the cost to balance the market. At present fast moving consumer goods market can be divided into a modern channel, the traditional channels, special channels. According to 2 / 8 principles of the modern channels of bear nearly 80% of sales, KA customers also bear the modern channels of nearly 80% of sales. Another Division I KA is brand store display window, to build brand awareness, recognition has an irreplaceable role in other channels, on the other KA customers taking up 80% of our cost of sales, so how do manage to become KA the Department of Hebei Province, the first eight characters to implement the development strategy of being the heavy. At this point, I came up with the KA tackling key problems in Shijiazhuang, Hebei course for everyone to say a few words: Focus on business in the central market area, the prov