文档介绍：分销基础
2002、12、21
渠道销售之角色
资讯专员(Consultant)
· 今后代理的发展
· 业务方向
· 长期合作
市场预测
· 代理和产品
· 月度。季。年度
销售工作
工作总结
· 代理和产品
· 月度。季。年度
· 市场
代理商支持
· 技术。市场。销售案例。广告
交流各联系
· 产品信息
· 公司方向各和存在问题
渠道的开发
· (VAR,Dealer or retailer )
关于改变流程的想法
股东资金回报率
流动资金回报率
X ( 1 + )
负债比例
资产密集
净利率
毛利率
成本结构
流动资金周转率
流动资金周转天数
存货天数
应收帐款天数
应付帐款天数
X
+
财务依据
分销商的角色是:
1. 库存
2. 管理资金的风险
3. 处理定单
2nd-Tier Recruitment and Management
Wholesaler Alignment
Recruitment
Certified 2nd-Tier Management
Funding Management
IT systems, Reseller Sales Center Setup and management
Target right partners,
Geography
Product Line Coordinations
Channel Marketing
ISV Solution Development
Wholesaler: A
City March Apr
SHH
GZ
CHD
SHY
Wk1 wk2 wk3 wk1 wk2 wk3
Wholesaler: B
City March Apr
SHH
GZ
CHD
SHY
Wk1 wk2 wk3 wk1 wk2 wk3
HP/ W/S Aligned Recruitment Plan
City March Apr
SHH
GZ
CHD
SHY
Wk1 wk2 wk3 wk1 wk2 wk3
1998 Certified Resellers
City Reseller SME SI ISVs
BJ
SHH
GZ
CHD
SHY
NJ
Funding Management
Month Sell-thru Rebate Coop BJ SHH GZ
Apr
May
June
Agenda
Presentation
Format
Resources
HP’s
presentation
W/S’s Session
presentation
Computer Printer
Telephone Data Disk
Telesales
Linkage/
Follow up
SME Account Call/
Management Calendar
Product Line
Tracking
Contract
Milestone
Check
Funding
Utilization
Coverage
Tracking
Solution/ISV
development
Certification
Temp
Resources
Performance Measurement/Tracking
Channel
Marketing
Package
Application
Certification
APCIC
Literature
Training
Communication
Tools
HP Shop front
Support
IDC
Database
HP
Database
Hui Cong
Database
CBI
Database
paq
Database
Final
Database by
city by PL,
Set tgt City,
# reseller
Product Line: V-line PC
Scheduled Programs
Category: Reseller,SP,SI
Qualify for: Mar Apr May
Gold Yes Yes Yes
Sliver Yes Yes Yes
Bronze No No No
Product Line: NetServer
Scheduled Programs
Category: Solution Provider,SI,ISVs
Qualify for: Mar Apr May
Gold Yes Yes Yes
Sliver Yes Yes Yes
Bronze Yes Yes Ye