(04)Howdoretailersthink零售商如何思考.pptx

Howdoretailersthink?零售商如何思考Thebuyer’sproblem:采购的问题Thebuyer’sproblem:采购的问题Thebuyer’sproblem:采购的问题SimpleretailerP&L简单的零售商损益分析SimpleretailerP&L(Salesincreaseof17%)简单的零售商损益分析(销售增长17%)SimpleretailerP&L(Productivityincreaseby18%)简单的零售商损益分析(生产力提升18%)SimpleretailerP&L(Rebateincreaseby2%)简单的零售商损益分析(折扣增加2%)PaymentTerms/howdotheyimprovethemargin?如何通过帐期条款提升利润?Thebuyer’sstrategy采购的策略Howtoachievegainsinpurchasing?如何在采购方面取得利益?HowtoDifferentiatethemselvesonthemarket?如何在市场上自我区分?Howtodirectlydevelopsales?如何直接提升销售?Thebuyer’s/retailer’ssolution:采购/零售商的解决方案Fromabuyingmindset…toasalesmindset??从传统型采购的思维方式…到销售型采购的思维方式?Howretailersandbuyersbuildasupplierstrategy零售商和采购如何构建供应商策略Mychainstrategy我的连锁策略Fromchainstrategytorangestrategy从连锁策略到产品线策略FromRangestrategytoConsumerstrategy从产品线策略到消费者策略FromChainRangeConsumerStrategy…….ClassifyingSuppliers供应商分类theglobalcontribution整体贡献Retailerstrategicdirections零售商战略方向Teamworkbetween:部门间的团队合作purchasing采购retailermarketing市场营销Logistics物流Finance财务Storeoperation门店运营Negotiationobjective谈判目标BuyerhasanobjectiveforthewholeDept/Category整个部门/品类有一个目标Theobjectivewillbebrokendownaccordingtotheconsistencymatrix按照矩阵图将目标细分Retailerstrategicdirections零售商战略方向Youareapurchasingmanagerandyouhavetobriefanewbuyer.Whatadvicewouldyougivehim?你是一个采购经理你必须向一个新的采购做一个简要介绍你会给他什么建议?Determineyoursupplierportfoliostrategy:确定你的供应商分类策略Whichonesarestrategic/Tactical/Challenger/Spotwhataretheirstrategicstakes?哪一个是战略型/战术型/挑战型/闪电型供应商他们的战略基础是什么?Analysetheircontributionover3years.分析他们的3年以上的贡献Determineyourimportanceintheirsalesperrangeperproduct.根据他们每一个产品线、每一个产品的销售确定你的重点方向。Compilewrittenevidenceofproblemsthroughouttheyear整理问题的书面证据这一工作贯穿全年(DeliveryInvoicingBarcodeconsumercomplaints….andworkoutthecostthishasgeneratedforthechain).发运发票条码消费者投诉…计算出已发生的费用Analyseimpr