罗兰贝格国际管理咨询(上海)有限公司Sales operation process of piping channel.ppt

Roland Berger – Strategy Consultants SHA-4309-03690-08-22 Sales operation process of piping channel– Final report –Geberit ChinaShanghai, Jan. 18, 2001 Content Page A. Overview of sales operation process 3 B. Distributor management process 7 B1. Distributor network establishment 10 B2. Distributor business development 18 B3. Distributor operation management 25 C. Project sales process 30 D. Day-to-day work 47 E. Job description 55 A. Overview of sales operation process The sales and marketing organization will be structured by three business units … … with clear channel orientation This document is to give a clear explanation how the day-to-day sales work is carried out in piping channel B. Distributor management process A strong distributor network is the foundation of Geberit sales The optimization of three processes together create a highly effective and co-operative distributor network B.1. Distributor network establishment Piping Channel Manager possesses the authority to approve a distributorship How many distributors based in which cities should be defined through distributor network planning Based on the developed business plan, Geberit needs 4~5 piping distributors to cover national business To contract one distributor, Project Manager should search out at least 3 candidates for comparison through multiple approaches Future Geberit business should be projected for each distributor candidate on the basis of existing business capability and willingness to co-operate Potential distributor has to agree on the minimum working capital investment of RMB 1.5 million in Geberit business The selected distributor has to sign the standard distributor agreement initiated by Geberit to apply for the distributorship B.2. Distributor business development Geberit develops distributor’s business in 3 aspects Project Manager takes the responsibility of distributor business development for their distributor respectively Business supporting