现代渠道在中国中英文教学PPT.ppt
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1、1,A look at Retail Development 零售业发展一览,What happened in Europe/US?在欧洲/美国发生了什么?What are now the major trends in Europe/US?在欧洲/美国,现在的主流趋势是什么?“KA”Trends in China“KA”在中国的趋势Who will win the game?(Global or Chinese Retailers?)谁将赢得这场游戏?(全球零售商还是中国零售商?),2,What are Key Accounts?什么是关键客户?,The definition comes f
2、rom Europe and US 这一定义来自于欧洲和美国In the 70s and 80s suppliers noticed that some customers became very big(mainly through mergers)在70和80年代,供应商察觉到一些客户变得非常强大(主要通过合并方式)The suppliers had to change their sales organizations to manage these customers(Separate Store and Headquarter Management)供应商必须改变销售组织来管理这些客
3、户(区分门店和总部管理),3,Carrefour,Auchan家乐福,欧尚,National level全国层面,Shop level门店层面,Regional level区域层面,Degree of centralisation,90s,80s,70s,Logistics 物流 Range 产品线 Promotions 促销 Pricing 价格 Invoicing 发票,Cora,Leclerc科拉,勒克莱尔,France 法国,A look at France:Modern Trade Customer have changed their business operations and
4、 decision processes法国一览:现代渠道客户已改变了他们的商业运营方式和决策过程,权力集中程度,4,What are Key Accounts?什么是关键客户?,The definition comes from Europe and US 这一定义来自于欧洲和美国In the 70s and 80s suppliers noticed that some customers became very big(mainly through mergers)在70和80年代,供应商察觉到一些客户变得非常强大(主要通过合并方式)The suppliers had to change
5、their sales organizations to manage these customers(Separate Store and Headquarter Management)供应商必须改变销售组织来管理这些客户(区分门店和总部管理)Because these customers were very important,they were called“Key customers”or“Key accounts”因为这些客户非常重要,他们被称为“关键客户”The whole process of dealing with these customers was called“Key
6、 Account Management”与这些客户做生意的全部过程被称为“关键客户管理”,5,Key Accounts in China 关键客户在中国,Because of their role as Key Customers in Europe/US Carrefour,Walmart,Metro were all called“KA”when they came to China 因家乐福/沃尔玛/麦德龙等在欧洲/美国扮演了关键客户的角色,所以在他们进入中国时被统称为“KA”This was not really correct because they are still small
7、 in Marketshare 他们的市场份额仍较小,所以称之为“KA”并非完全准确。Today KA is not only Carrefour,Walmart or Hypermarkets 目前,KA不仅指家乐福、沃尔玛或大卖场Today KA Management mainly means Modern Trade Management(selfservice stores that may or may not belong to a chain)目前,KA管理主要是指现代渠道管理(指连锁或非连锁的自助式销售商店),6,Modern Trade:A look at Europe an
8、d US/Summary现代渠道:欧洲和美国一览/概述,Big Store formats on the rise 大卖场业态处于增长状态Retail concentration on the rise 零售集中化处于增长状态Private label on the rise 自有品牌处于增长状态Discount formats on the rise 折扣店业态处于增长状态Use of sophisticated techniques on the rise(IT/Internet/logistics/consumer knowledge/category management/ECR-Ef
9、ficient Consumer Response)先进科技的运用处于增长状态(IT/互联网/配送/消费者知识/品类管理/有效用户反应),7,Modern Trade:What will happen in China in the coming years?现代渠道:未来几年,中国将发生什么?,Big Store formats 大卖场业态Retail concentration 零售集中化Private label 自有品牌Discount formats 折扣店业态Use of sophisticated techniques 先进技术的运用,?,8,Modern Trade Defin
10、ition(AC Nielsen)现代渠道定义(AC尼尔森),Store Type Definitions:Modern Trade 门店类型定义:现代贸易Hypermarket 大卖场Supermarket 超级市场Minimarket 小型超市Convenience Stores 便利店Store Type Definition:Traditional Trade 门店类型定义:传统贸易Grocery Stores 食品杂货店Kiosk 售货亭Other FMCG Stores 其他快速消费品商店,9,Hypermarkets 大卖场(AC尼尔森),Self service with sh
11、opping carts and baskets provided for customers 自助服务,为消费者提供购物车和购物篮Sales area is at least 6000m2 销售区域至少6000平方米At least 30 checkouts with cash registers 至少30处具备收银机的结算处Handles Electrical(including televisions),Household Goods(including washing machines and refrigerators)and Fresh products 经营电器(包括电视),日用
12、商品(包括洗衣机和冰箱)和生鲜产品Store belongs to a chain 连锁经营Store is air conditioned 门店配置空调设备Store has products that are in a refrigerator 门店售卖放在冰箱里的产品Products are price marked either on the product or on the shelf 产品明码标价,价格标示在产品或货架上Products are arranged in aisles 产品开架陈列,10,Supermarkets and Minimarkets 超级市场和小型市场(
13、AC尼尔森),Supermarket 超级市场Self service with shopping carts or baskets provided for customers 自助服务,为消费者提供购物车或购物篮Sales area is at least 1000m2 销售区域至少1000平方米Checkout counter with cash registers 结算柜台有收银机Store has products that are in a refrigerator 门店售卖放在冰箱里的产品Products are price marked either on the produc
14、t or on the shelf 产品明码标价,价格标示在产品或货架上Minimarket 小型超市Same as Supermaket 除店内面积外,其他和超级市场相同Sales area is less than 1000m2 销售区域小于1000平方米,11,Convenience Store 便利店(AC尼尔森),Self service and may have baskets provided for customers 自助服务,可能为消费者提供篮子Sales area is up to 500 m2 销售区域不超过500平方米Checkout counter with cas
15、h registers 结算柜台有收银机Store is part of a chain e.g.7-11,Lawson,Kedi 连锁经营,如7-11、罗森、可的Store has products that are in a refrigerator 门店售卖放在冰箱里的产品Products are price marked either on the product or on the shelf产品明码标价,价格标示在产品或货架上Products are arranged in aisles 产品开架陈列Store generally opens for 24 hours 门店通常24
16、小时营业,12,Modern Trade:What will happen in China in the coming years?现代渠道:未来几年,中国将发生什么?,Big Store formats 大卖场业态,?,13,5024 in-home interviews in September 2005 using random household selection in SEVEN cities.2005年9月,在七个城市随机选择了5024个家庭进行入户访问Channel coverage:渠道覆盖范围Hypermarkets,Supermarkets,Convenience St
17、ores,Department Store 大卖场、超级市场、便利店、百货商店Traditional Grocery Store,Wet markets,Wholesale markets 传统食品杂货店、水产市场、批发市场Name chains information across 7 cities 通过7个城市访问获得系列信息,What will happen in China in the coming years?A look at the Chinese consumer behavior现代渠道:未来几年,中国将发生什么?中国消费者习惯一览,Shanghai,Chengdu,Gua
18、ngzhou,Beijing,Harbin,Shenzhen,Wuhan,14,A look at the Chinese consumer behavior:Where do they spend most of their money?中国消费者习惯一览:他们大部分的钱花费在哪里?,93%of shoppers spend most money in Modern Trade Stores,%,93%的购物者将他们大部分的钱花在了现代渠道的商店里,大卖场 超级市场 百货商店 菜市场 传统食杂店 便利店,15,Trade Sector Average Number of Visits Per
19、 Month-2004 vs 20052004VS2005年,每月平均消费次数,A look at the Chinese consumer behavior:How often do they spend their money?中国消费者习惯一览:他们多久消费一次?,菜场 超级市场 传统食杂店 大卖场 便利店 个体经营店,16,A look at the Chinese consumer behavior:For what do they spend their money?中国消费者习惯一览:他们花钱购买什么?,Trade Sector Used Regularly for Purcha
20、sing Food Items-2004 vs 20052004 VS 2005,购买食品的规律,Fruit 水果,Superm.Hyperm.SM in Dept.Trad.GroceryWetmarkets,Vegetables 蔬菜,%,Fresh Meat/Chicken 生鲜类,Confectionery糖果食杂类,Laundry Detergent 洗化类,超级市场,大卖场,百货商店内的超市,传统食杂店,菜场,17,Development of China FMCG Channel/AC Nielsen中国快速消费品渠道的发展(AC尼尔森),FMCG Market grows ve
21、ry fast 快速消费品市场增长非常迅速Modern Trade sales and storenumber grows fastest 现代渠道销售和门店数量增长非常迅速Traditional Trade:Growth of specialty stores 传统渠道:专业店有所增长Modern Trade still has a big potential in second and third tier cities 二、三级城市的现代渠道仍有较大的潜力Traditional Trade decrease,but is still the biggest channel 传统渠道销售逐
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