21 零售数学资料.ppt

Efficient Operations trade terms reward customers?to implement efficient logistics and payment processes that are beneficial to Unilever Eg: Logistics: Efficient Order (Ordering full pallets instead of by case), Ullage, Factory Gate Pricing Payment: Settlement Discount for Paying within 14 days Business Building trade terms encourage customers to sell our products. Unilever invests in enablers via promotions, availability and visibility of the products, and communication to consumers with the intention of achieving a return on investment (ROI) Eg: Price Promotions, Co-op, Trade Communication to consumers (Get to this later!) Other terms is used to categorise spending that does not fit into Efficient Operations or Business Building. Eg. Results Orientated Terms Efficient Operations trade terms reward customers?to implement efficient logistics and payment processes that are beneficial to Unilever Eg: Logistics: Efficient Order (Ordering full pallets instead of by case), Ullage, Factory Gate Pricing Payment: Settlement Discount for Paying within 14 days Business Building trade terms encourage customers to sell our products. Unilever invests in enablers via promotions, availability and visibility of the products, and communication to consumers with the intention of achieving a return on investment (ROI) Eg: Price Promotions, Co-op, Trade Communication to consumers (Get to this later!) Other terms is used to categorise spending that does not fit into Efficient Operations or Business Building. Eg. Results Orientated Terms So… everything from GSV to Turnover must be placed in one of these 3 building blocks (click) But we (Unilever) have defined further granularity to the structure, to help manage the investment. Level 2 and Level 3 (with specific cost reporting groups for each layer). I will now go through some examples. (Click) Expanding on Efficient Operations we have Logistic Conditions and Payment Conditions. (Read from the slide) (Click) Ex