joint business plan template聯(lián)合商業(yè)計(jì)劃模板【精品課件】

1、為雙方去驅(qū)動(dòng)銷售為雙方去驅(qū)動(dòng)銷售!Management Involvement/Endorsement from both sides is the key1981: 在 國(guó)內(nèi)開(kāi)設(shè)了第一個(gè)分支結(jié)構(gòu).1981: 在東莞有了第一家工廠1983: 新的工廠開(kāi)始在本地生產(chǎn)產(chǎn)品1987: “榔頭”的系列新產(chǎn)品問(wèn)世1990: 器械產(chǎn)品的生意開(kāi)始擴(kuò)張.2000: 新領(lǐng)域的生意開(kāi)始擴(kuò)張.供應(yīng)商: “Global Hardware”在國(guó)內(nèi)有22年的發(fā)展歷史 “Global Hardware”在國(guó)內(nèi)市場(chǎng)的狀況類別銷售: “Global Hardware” 國(guó)內(nèi) vs. 全球釘子、螺絲釘3.5%器械7.8%工具7.

2、0%-釘子、門(mén)拴76.0%-油漆 5.7%釘子、螺絲釘18.8%油漆27.8%螺絲釘和門(mén)拴27.8%工具12.8%器械12.8%“Global Hardware”在國(guó)內(nèi)市場(chǎng)的狀況“Global Hardware”05010015020025030035090919293949596979899000102032002 Sales: RMB 325 Mil2002 Net Profit: RMB 15MilRMB MilLE“Global Hardware”在國(guó)內(nèi)市場(chǎng)的狀況Net Profit(請(qǐng)參考以下格式或根據(jù)具體結(jié)構(gòu)重新組織下表)根據(jù)供應(yīng)商個(gè)別情況加以適當(dāng)?shù)年U述 供應(yīng)商與沃爾瑪共同合作,提

3、供比沃爾瑪競(jìng)爭(zhēng)對(duì)手更好,更快的服務(wù),去滿足沃爾瑪?shù)念櫩偷娜粘Ｐ枨?。遠(yuǎn)景(舉例)Strength優(yōu)勢(shì)優(yōu)勢(shì)1,國(guó)內(nèi)規(guī)模第4大的的五金制品供應(yīng)商2,全球有超過(guò)200家的工廠3,在亞洲的其它區(qū)域可直接分享一些新品推出的最佳實(shí)踐4,與沃爾瑪?shù)暮献鞣矫嬗袑俚膱F(tuán)隊(duì)5,創(chuàng)新,2004年有254個(gè)新品推出Weaknesses劣勢(shì)劣勢(shì)1,由于國(guó)內(nèi)供應(yīng)商一些合作條款方面的問(wèn)題,造成原料采 購(gòu)出現(xiàn)問(wèn)題2,高營(yíng)運(yùn)成本3,很難去推行全國(guó)性的、成規(guī)模的統(tǒng)一陳列4,在零售鏈中尚未建立完整的數(shù)據(jù)Opportunities機(jī)會(huì)點(diǎn)機(jī)會(huì)點(diǎn)1,推行沃爾瑪?shù)囊恍┏晒?shí)踐(例如EDLP/EDLC及零售鏈)2,確保和經(jīng)銷商連續(xù)性的溝通3,

4、與沃爾瑪團(tuán)隊(duì)一塊來(lái)確定預(yù)算4,年度性的去貫徹及跟蹤最佳實(shí)踐Threat威脅威脅1,最近幾年五金類別市場(chǎng)銷售下滑2,競(jìng)爭(zhēng)機(jī)制在國(guó)內(nèi)市場(chǎng)趨于成熟 供應(yīng)商的目標(biāo)應(yīng)在于與沃爾瑪共同發(fā)展合作伙伴關(guān)系,并達(dá)到在2005年銷售達(dá)到20億的目標(biāo)。我們將貫施以下策略以實(shí)現(xiàn)我們的目標(biāo)。目標(biāo)及策略策略策略目標(biāo)目標(biāo)/戰(zhàn)術(shù)戰(zhàn)術(shù)衡量標(biāo)準(zhǔn)衡量標(biāo)準(zhǔn) 基于沃爾瑪?shù)目蛻羧阂云放坪蜕唐穼傩苑诸惾ネ菩杏行У男缕酚?jì)劃。 創(chuàng)新- 推出15個(gè)新品，以新品的增長(zhǎng) 帶動(dòng)該類別的增長(zhǎng)。 根據(jù)業(yè)態(tài)特性去支持/增長(zhǎng)主要類別。 經(jīng)由重新推出新品或新的價(jià)格定位來(lái)穩(wěn)定銷售量下滑的類別， 新商品占到供應(yīng)商總銷售的20%。 在第二個(gè)季度以前建立對(duì)新商品的追蹤

5、。 可比較銷售增長(zhǎng)目標(biāo)為9%。 每個(gè)季度推出2個(gè)能確保銷售在部門(mén)/類別中超過(guò)平均水平的新品促銷。策策略略目目標(biāo)標(biāo)/戰(zhàn)戰(zhàn)術(shù)術(shù)(路路標(biāo)標(biāo))衡衡量量標(biāo)標(biāo)準(zhǔn)準(zhǔn)分享最佳實(shí)踐 每年舉行l(wèi)兩場(chǎng)市場(chǎng)研討會(huì)，焦點(diǎn)在于：1. 娛樂(lè)性零售方式的效果2. 如何防止損耗3. 參與社區(qū)活動(dòng)4. 怎樣應(yīng)付競(jìng)爭(zhēng)的挑戰(zhàn) 在商場(chǎng)參與娛樂(lè)式零售的參與率增加15% 每年完成并跟進(jìn)5項(xiàng)最佳實(shí)踐2004Supplier - WAL-MART FORMATSJANFEBMARAPRMAYJUNEJULYAUGSEPTOCTNOVDECLY ACTUAL 2003POS SALESMD$RECEIPTS RETAILRECEIPTS COS

6、TBOMDAYS ON HAND0.00.00.00.00.00.00.00.00.00.00.00.0COMP SALESCOMP %MARKDOWN %0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%INITIAL MARGIN0.00%0.00%0.00%0.00%0.00%0.00%0.00%0.00%0.00%0.00%0.00%0.00%GROSS PROFIT $000000000000GROSS PROFIT %0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%ALLOWANCES/C

7、ASH DISC.GP$ AFTER ALLOWANCES000000000000GP% AFTER ALLOWANCES0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%0.0%TY PLAN 2004POS SALES- - - - - - - - - - - - SALES INCREASEMD$000000000000MD %BOM INVENTORY000000000000DAYS ON HANDINITIAL MARGINGROSS PROFIT $000000000000GROSS PROFIT %0.0%0.0%0.0%0.0%0.0%0.

8、0%0.0%0.0%0.0%0.0%0.0%0.0%ALLOWANCES/CASH DISC.GP$ AFTER ALLOWANCES0000000000002004 - Key Performance Indicator - Supplier XXX主要表現(xiàn)指數(shù)Dept NbrDept DescCat NbrCat Decs2003 Actual (Jan 2003- Dec 2003)2004 JBP (Jan 2004 - Dec 2004)2004 JBP vs. 2003 actual. +/- %Sales GP% GP Sales GP%GP Sales GP% GPSales

9、Comp IncreaseMg%MgKPIActualTarget 2004% 2003ChangeInstock %Weeks on HandOrder fill rate %Speed to market (days)2004 COMP STORES JBP (Jan 2004 - Dec 2004)-為什么新商品對(duì)沃爾瑪?shù)念櫩秃苤匾獮槭裁葱律唐穼?duì)沃爾瑪?shù)念櫩秃苤匾l(fā)展新商品的戰(zhàn)略要素New Item Speed to Shelf Tracking新商品上架速度跟蹤表新商品上架速度跟蹤表(Recommend to share with buying team every time a ne

10、w item is presented)建議與采購(gòu)團(tuán)隊(duì)進(jìn)行新品介紹時(shí)使用Basic informationTrackingItem DescriptionItem NumberDepartment/CategoryCostRetailPresentation DateAcceptance DateLaunch DateW 1-4 Plan SalesW 5-8 Plan SalesW 9-12 Plan SalesW 1-4 Actual SalesW 5-8 Actual SalesW 9-12 Actual SalesSupercenterJanFebMarAprMayJunJulyTot

11、alsCat. number0Cat. number0Cat. number0Cat. number0Cat. number0Cat. number0Cat. number0Cat. number0Cat. number0WMT Total00000000Sams ClubTotalsCat. number0Cat. number0Cat. number0Sams Total00000000Number of Items by Category for Focus SupplierAction Calendar JBP 2004JanuaryFebruaryMarchAprilMayJuneJ

12、ulyAugustSeptemberOctoberNovemberDecemberCategory12345678910 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45AItem 1RollbackItem 2LaunchItem 3LaunchItem 4Consumer PromoItem 5Consumer PromoItem 6In Store EventItem 7RollbackItem 8LaunchItem 9Roll

13、backItem 10RollbackBItem 1ValentinesItem 2LaunchItem 3In Store PromoItem 4LaunchItem 5Back to SchoolItem 6Halloween Item 7Christmas銷售計(jì)劃時(shí)間表_供應(yīng)商JanuaryFebruaryMarchAprilMayJuneJulyAugustSeptemberOctoberNovemberDecemberCategory12345678910 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 454111111Rollback111112Launch111113Launch111114Consumer Promo111115Consumer Promo111116In Store Event111117RollbackNew Item 1LaunchNew Item 2RollbackNew