现代化渠道（KA）管理与谈判.pptVIP

* This map shows our total global presence as of April 30, 2004. We currently have over 5,400 stores world-wide and continue to grow. Wal-Mart has been in markets outside the U.S. for only 13 years, beginning in 1991 with our joint-venture in Mexico. We now have over 1,900 stores in 10 countries outside the U.S. (including more than 400 stores through our minority interest in Seiyu Japan). Including Japan, Wal-Mart now has over 1/3 of our stores located outside the United States. * (Read slide) * Our 2nd objective is to accelerate growth, or “Grow the Business”. We continue to make good progress in Japan with our Seiyu joint venture. We currently have a 34% minority interest in Seiyu. Our Wal-Mart team has made a great contribution to Seiyu. This year will be challenging with store operations being restructured and the conversion of 216 Seiyu stores to Wal-Mart ISD systems. * We completed our acquisition of Amigo this past year. We are in the process of integrating this 32 store food chain into Wal-Mart. * We opened our first Sam’s Clubs in Canada this past year. We now have four stores in the Toronto market. Early results are good. * We opened two test George stand-alone specialty retail stores in the U.K. this year, one in the London area, and the other in Leeds. They have beat our sales forecasts since opening. Overall, International expansion accelerates to 147 projects this year compared to 124 last year. * * * * * 2 * 2 * 2 * 2 * 2 * 2 * 2 * * 2 * 2 * 2 * 2 * 主要客户管理系统 客户信息 管理 业务回顾 财务管理 促销管理 商店管理 产品管理 合同谈判 业务规划 商店管理 门店日常 补货管理 客户拜访协调 陈列规则与 店内营销 门店日常补货管理 使用销售工具详细记录商店库存 向商店做出补货建议 向客户总部跟踪部货订单的落实 新到商品收货 检查并填充相应SKU的货架 依据先进先出原则整理货价陈列 货品清洁和生动陈列 客户拜访协调 客户总部和门店的拜访协调 分别明确客户总部和门店的工作范围 明确需要从总部向门店推进的工作 用利益说服的方式进行推进 明确需要从门店向总部沟通解决的工作 在按要求拜访门店的前提下，做好所有的记录 根据记录的数据项客户说明需求 用利益说服的方式进行沟通 规律拜访计划，避免“突发”事情对工作效率的影响 陈列 货架优化管理要点 产品款式选择 Assortment 产品摆放方式 Arrangement 产品摆放空间 Allocation 陈列 封闭式柜台 平柜陈列 产品按同系列，大小顺序摆放 加大主推品种的陈列面积，采取单品叠放形式 将陈列品外包装内的产品取出陈列，使之更直观 价格标牌清晰正确，产品正面向外 背