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Michael Hua Northern China Sales Manager
Distributor Evaluation
2013 Sales Outlook
2012 Sales Achievement Review
Team work Achievement
Proposal for Business Increase
Page 1
Page 2
Why customer choose
• Excellent Clean
• Good Consistency
• Product B can solve customer problem
• Special wiping function
• Professional Consultant
• Customization Service
Customer
Choose
X*******
Page 3
Sales Analysis On Product
0.4% 1.2%
65.6%
32.8%
Product A
Product B
Product C Product D
Page 4
Micro-Electronics Industry
Micro- Electronics
Semiconductor
Cell phone
Panel Display
Industrial Printing
Page 5
Life Science Analysis
Vaccines Proteins
Biologics
Implants Drug-device Delivery products
Medical Device
API Tableting Injection
Pharmaceuticals
Saliva Sampling
Body Sampling
Page 6
1. 2013 Sales Forecast
Factors Drive Sales Increase
What actions we should take to reach goal
2.
3.
2013 Sales Outlook
Page 7
Factors Drive 2013 Sales Increase
New customers add
New distributors development
Regain the lost share in previous
customer
New product that can meet local customer need
Customer choose China
product
Continue traditional product
$
Page 8
1. Customer Choice-
2. Distributor Stimulation Policy
3. New distributor-Brother company
4. Account Manager- Communicate with
key account without region limit.
5. Marketing Activity- Chinese website S A
L E
Proposal for Business Increase
Page 9
Target Customer Classification
High quality requirement Without price issues like transfer customer
Medium price, Good relationship with distributor
T.C
Target Customer
Target customer
Target customer
Unobtainable Customer
Focus on product suitability, Reasonable price
Special spec requirement, Special relationship with distributor U
S $
Worst commercial term special relationship Mass purchase
P
ositi
on c
hang
e
Page 10
How we access to life science customer
What kind of life science is our potential customer? No problem What are their location? Also no problem The point is how we can access to them efficiently, Positive Strategy
Certainly, Seminar is another efficient way that we can use to access to target customers
Potential Customer list
Distinguish target customer
Visit customer through the bridge of distributor or self
Contact customer key person follow up business
Page 11
The Problem and Risk for Incorrect Choice & Usage Product A without process of contamination reduction, the contamination level can be many times than clean room wiper.
Colored product is not for life science cleaning
Contamination can be worse with the wiper recycled.
Incorrect wiper choice & usage
Contamination Risk
For the product with sewed process, in the position of sewed, contamination can accumulate there. And thread maybe drop during using.
These are what I educate customer
in each customer visit
Page 12
Economic comparison for customer
Besides Risk reminder, make a economic comparison for customer
Cost Cost
Towel
Cotton sewed with cloth
Product A
Page 13
Distributor Comparison
Organization
Structure
Knowledge
& Skill Attitude