电商物流大客户管理.pptxVIP

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电商物流大客户管理.pptx

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汉维简介;汉维宗旨;创始人团队;汉维概况;为何选择汉维？;Large Account Management;Business objectives of large account management process;Large account management key process elements;Large Account Management (1/5);Major process metrics example;Target can be prioritized by value and account relationship;Dedicated team is the most expensive way of serving an account;Implied revenue to justify a dedicated team is high;Account profitability is used to prioritize account;Targeting: criteria and process to determine serving mode;Account value estimate;Purchasing behavior can impact account value;Competitive positioning: current share of wallet;Competitive positioning: future share of wallet;Account profitability example (Huawei);Targeting: sample output;Targeting: level III process – develop account priority list;Data needed to estimate account profitability;Targeting: Data gathering BDP Practices;Large Account Management (2/5);Key process matrix example;;Account acquisition plan: sample output;Large Account Management (3/5);Key process matrix example;Channel’s roles and responsibility;Large Account Management (4/5);Key process matrix example;Level 3 account review process;Monitoring: revise the priority list;Account classification should be a regular process (industry practices);Large Account Management (5/5);Key process matrix example;Barrier of expanding: PICC example;Barrier of expanding: penetration plan development (PICC example);Large account key business metrics;Legend large account organization: recommended ;Key roles and responsibility ;Key performance metrics;Overall implementation plan;Project timeline/resource allocations;Deliverables;Detailed implementation schedule (1);Detailed implementation schedule (2);Detailed implementation schedule (3);Implementation plan (example);Backup支持;Targeting: level III process – develop acquisition plan;Identify large account: criteria;Account classification principles;Account potential (PICC example);Account economics;;Account contribution differs d