达尔文进化论 updated1.pptVIP

物竞天择, 适者生存 -----进化论所引起的思考 William Wang 物竞天择, 适者生存 在生物进化的历史进程中,当大自然发生变化时,并非最大,最强的生物生存及延续下来,而是那些适应自然界改变的生物得以保留和发展…. --------达尔文 中国国内物流环境的巨变 需求增长速度陡然减缓 燃油高企,引发各种运输成本增加 新劳动法导致人工成本的不确定性 物流地产的快速发展,改变仓储设施的供给 第三方物流市场细分加快,”领先军团”出现 物流服务品质的普遍提升 客户对LEAD TIME,信息透明度的高要求 ……………. 思考 OLCL shanghai DMLog如何改变去适应国内物流环境的变化呢？ Paradigm shift Selling mind-set shift from “ Push” to “ Pull” “ Push ” selling : Hard sell what we have; A foothold to penetrate into market when business start up. “ Pull　” selling : Acknowledge what clients need and provide tailor-made solution The way to expand business scope and boost service level for a total solution provider WBLP is an exemption, still focusing on product design and “push” selling in specific customer group. Paradigm shift Role shift from “ all-around player” to “ expert in the defined market segment” Differentiated marketing OLCL have strengthened logistics capability, set up network, built up expert pool and got brand name To avoid keen competition in “red sea” of simple product comparison from clients To materialize self-improvement of sales team and realize their value Paradigm shift---market focusing OLCL shanghai DMLog is to focus on: Chemical (non DG) Electronic goods(办公用途) Retailer FMCG Apparel and accessory 机电产品 core business and/or manufacture center around Shanghai area Paradigm shift Criteria for sales canvassing shift from “pure revenue driven” to “profit driven” Evaluate every acct by gross contribution (monthly) by net contribution for new acct (AVM) To consider tendency of cost increasing in contract and any effect of hidden cost . Achievement of meaningful economy of scale: To optimize utilization of existing network under specific project/ service. To optimize utilization of own asset /contracted asset Revenue of new business should excel existing unit operating cost Action plan Sales team Strategy : “Bunker down” 攻击性防御 Sales assignment on the defined market foc