营销团队纠正的方法.pptVIP

* 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 PME in CN 1H Productivity Covered Lines Covered office Location Winston 365 1 6 BJ Kang 336 2 6 BJ Jeff 346 3 6 BJ Donna 270 2 6 BJ Jenny 260 6 6 BJ Vicky 461 1 6 SH Frank 395 2 3 SH Clark 447 3 6 SH Sheila 317 6 6 SH Jane 303 5 6 SH Stephen 290 4 6 SH Eddy 295 5 6 HK Where We are ? HC= 12 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 Where we are ? 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 Supplierscustomers 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 PME in CN 2H Productivity Covered Lines Covered office Location Winston 500 1 6 BJ Kang 500 2 3 BJ Jeff 500 3 3 BJ Donna 300 3 3 BJ Xiaoning 300 5 6 BJ Vicky 400 1 6 SH Frank 400 2 3 SH Clark