Joint Business Plan Template ????????

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Joint Business Plan Template????????
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JBP???

• ???????????????????
• ??
• ??
• ????
• ??
• ???????

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JBP?????

• ??????????JBP??????????JBP????,??,??,KPI??????
• ?????????JBP?????,???????????????/??/???,?????????
  ??????

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JBP???

• ????????????????????????????
• ???????????????????
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• ???????????????

????????!
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JBP???

• ????????
• ????? ????
• ????????????????
• ????
• ????? ????
• ????????????
• ?????,????????
• ????? - ??????
• Management Involvement/Endorsement from both
  sides is the key

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????????

• ???
• ????????????
• ????,?????????
• ??????????

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JBP???

• ????????????
• ??
• ??????
• ????? (?????????)
• ????/??????
• KPI(??????)?????
• ?????????????/?????
• ???/?????????
• ????
• ?????JBP???? (??)

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??????

• ??????
• ??????????
• ??????

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??????(??)
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?? ????
lt??gt
??? Global Hardware ????22??????
1981 ? ????????????.
1981 ??????????
1983 ?????????????
1987 ??????????
1990 ???????????.
2000 ??????????.
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Global Hardware????????
lt??gt
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Global Hardware????????
????
lt??gt
Global Hardware ?? vs. ??
??
??
??
12.8
7.8
7.0
??????
3.5
??
??????
??
-
12.8
5.7
27.8
??
-
?????
??????
27.8
76.0
18.8
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Global Hardware????????
Global Hardware
lt??gt
RMB Mil
2002 Sales RMB 325 Mil
350
2002 Net Profit RMB 15Mil
300
250
200
150
100
Net Profit
50
0
'90
'91
'92
'93
'94
'95
'96
'97
'98
'99
'00
'01
'02
'03
LE
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????????
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Organization Structure?????
(?????????????? ??????)
lt??gt
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???????????????

• ????????????????
• ????
• ?????/???????
• ???A????????????????????

????????????????
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?? (??)
???????????,????????????,?????,???????????????
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??????

• ????
• ?????????
• ???????
• SWOT??

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????

• ????,????
• ????
• ?????
• ????????

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?????????

• ?????????????
• ??????????
• ???????????????
• ?????

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????????

• ???????,??????????????
• ???????
• ????????????
• ??

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SWOT ??

• ???SWOT??(??)

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Hardware??????SWOT??
lt??gt
Strength?? 1,?????4?????????? 2,?????200???? 3,???
????????????????????? 4,??????????????? 5,??,2004?
?254?????
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Hardware??????SWOT??
lt??gt
Weaknesses?? 1,??????????????????,?????
????? 2,????? 3,?????????????????? 4,?????????????
?
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Hardware??????SWOT??
lt??gt
Opportunities??? 1,????????????(??EDLP/EDLC????) 2
,???????????? 3,????????????? 4,??????????????
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Hardware??????SWOT??
lt??gt
Threat?? 1,?????????????? 2,?????????????
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?????
lt??gt

• ???????????????????????,????2005?????20??????????
  ?????????????

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?????
lt??gt
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?????
lt??gt
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?????
lt??gt
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?????????(??)

• ????????xx, ????? gtxx, ?????100?
• ?2004????????????????? -5??????????????
• ?????????????????????
• ??10???????????,10?????????????

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????

• ??JBP??????????,????
• PL???
• ????????
• 80/20??
• ????????/??

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??????

• ???????
• ???????
• ????

• ?????????????
• ???????????????
• ??????????????

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????-???PL
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(No Transcript)
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??????(KPI)

• ???????????????????,??,KPI???????????????,?????
• ??/???????(??/??)
• ???/????????
• ????(????????)
• ?????????????KPI

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KPI ????

• Comp Store Sales ????? ?????????????POS??????
  ?????
• POS Sales ?? ??????POS?????????(????)?
• MU ???? (???-??)/???
• MD of Sales ???? ???????????

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KPI ????

• Gross Profit ???? (POS ?? ???) - (???? (1
  - ???))
• ?? (100 10)-(1.00(1-10) 9.10
• GP ??? ???? / POS??
• ?? 9.10 / 100 9.1
• Days on Hand ????????? ????/??????
• Order Fill Rate ???????? ???????/????

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KPI ????

• Lead Time ????????????????????????
• In-Stock ???????????????????????
• GMROII ???????(Gross Return on Inventory
  Investment)
• ???? / ????(????) (GMROII???????????????????)

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(No Transcript)
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????????
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??????????
-????????????????

• ??????????
• ????????
• ?????
• ??????????
• ??????????????????

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??????????

• ??????
• ?????????????????????
• ???????????????
• ?????????
• ??????????
• ????????????????????????????
• ??????
• ??????
• ????????????????????

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??????????

• ???????????????????????????
• ??/???????????
• ????
• ??/???????
• ?????????
• ??????????
• ????????????(???????)
• ??????(??????????)
• ??/??/????/??/???/?????
• ????

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??????????

• ????
• ??/????????????????????
• ?????
• ????????????????????????????????
• ????(????)
• ????????(????,??????????????)
• ??????(???????PDQ?Roll-Back????)
• ??????(????????POP????? ??????????????)

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?????

• ??????????????????????

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??????????
lt??gt
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???????

• ????????
• ???????
• ??/??
• ???????
• ??????

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????
50
??????
lt??gt
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lt??gt
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????????(Retailtainment)

• ??????????
• ????(Retail)??(Entertainment)
• ????????????????
• ????????????????
• ??????????

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WAL?MART ???? 1
??????????
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WAL?MART Best Practice 2
??????????????
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WAL?MART Best Practice 3
???????????
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WAL?MART Best Practice 4
??????????--?????
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?????????????????????????,??????????????

• Bentonville ???????????
• ??????????????????????????????????
• ???????
• ????????????
• ????,????????????

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???????????Supplier Development Status Guideline

• ?????? ???????????1?4?
• Development Score Depending on development
  level, earn 1 to 4 points
• ???? ???????????(?4?)
• Earned ScoreEarn one point when reaching the
  requirement. (total 4 points)

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??Commitment
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?,??Structure

• ??????
• Development Score
• 1.        ????????????
• No direct sales representation.
• 2.        ????????????
• Shared account resources.
• 3.        ?????????
• Wal-Mart dedicated sales
  representation.
• 4.        ?????????
• Wal-Mart exclusive
  business-management team.

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?,??Service

• ????-????
• Earned Score 1 point each
•       ?????????????????
• Supportive business analysis encompassing
  category
• management principles.
•       ?????????????/???????
• ?????
• Wal-Mart leads market with key
  exclusivity offerings.
•       ?????????????
• Proactive versus reactive business
  relationship.
•       ????????????????
• Supply chain performance meets or exceeds
  corporate
• expectations.

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?,?????????Strategic Blueprint for Success

• ??????
• Development Score
• 1.      ????????(???)??
• No clearly defined growth strategy.
• 2.      ???????/??????????
• Local strategies developed with Time
  Action agendas.
• 3.      ?????????????????????
• Consistent implementation and
  execution of Blueprint strategies and objectives.
• 4.      ???????????,??????????,???????????
• Achieves, reevaluates, and improves
  upon Blueprint objectives and strategies for
  greater results.

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?,?EDLP/EDLC???Commitment to EDLP / EDLC

• ??????
• Development Score
• 1.   ?EDLP/EDLC???????
• Limited support for EDLP / EDLC business
  model.
• 2.   ??????????????????????
• Most favorable trade terms in the competing
  categories supporting EDLP / EDLC.
• 3.   ?????????????EDLP/EDLC??
• Consistent execution of market specific
  EDLP / EDLC strategies.
• 4.   ??????/????????(?)????????
• Allowance funds eliminated and moved into
  Net / Net pricing.

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?,?????????????Commitment to Systems that Drive
Execution

• ????????
• Earned Score 1 point each
•   ????????
• Commitment to and usage of Retail Link.
•   ????????????
• People dedicated to manage systems use and
  enhancements.
•   ??EDI(??????)???????????
• EDI capable and local market usage.
•   ?????????????????????????
• Impartially uses all market performance
  information to drive entire category performance.

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?,??????Sharing Best Practices

• ????????
• Earned Score - 1 point each
•      ???????/??????????
• Drives global successes to local
  implementation.
•      ????????????????
• Shares business evaluation tools and
  methodologies.
• ????????????
• Proactively shares market knowledge.
•     ????????????,?????????
• Follow-up evaluation and communication
  of implemented Best Practices.

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????Business Planning
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?,????Business Plans

• ??????
• Development Score
• 1.        ??????????
• Does not know financial performance.
• 2.        ?????????????????????
• Local collaborative business plans
  completed with objectives defined in Blueprint.
• 3.        ?????????,?????(SC,SAMS?)???????????
• Category level, top-down, bottom-up
  planning approach by format.
• 4.        ???????????????????,????????????
• Business plans integrated into
  supplier performance measurements and executed at
  all levels.

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?,????Promotional Strategy

• ??????
• Development Score
• 1.   ???????????
• No promotional or market activity plans.
• 2.   ?????????,????????????
• A general marketing calendar exists without
  time and action plans.
• 3.   ?????????????,?????????????
• Wal-Mart oriented, market oriented
  promotional calendar, which is 12 months
  forward-looking and a viable working document.
• 4.   ????????????????????????????
• ???
• Wal-Mart modular schedule considered in
  developing launch dates and promotional
  strategies.

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?,?????/????Category Entry / Expansion Strategy

• ????????
• Earned Score - 1 point each
•          ???????????????????????
• Market entry or category expansion
  opportunities fully identified.
•          ?????????????
• Merchandising and marketing plans
  developed.
•          ????????????????
• Meets regularly with operations to
  ensure store level execution.
•          ????????????,?????
• Development plans executed,
  monitored, and reapplied.

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?,?????Driving New Items

• ????????
• Earned Score 1 point each
•  ????????????????
• Drives new item strategies into local
  markets.
•  ???/????????,????????????
• Wal-Mart is leader in market with key
  exclusivity offerings.
•  ?????????????????
• New item incorporated into business plan.
•  ?????????????????
• Marketing support for item launch.

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??Execution
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?,??Communication

• ????????
• Earned Score 1 point each
•   ?????????????????????????????????
• Supplier holds regular Wal-Mart specific PL
  business reviews with in-country teams and
• market executives.
•   ??????????????????????????????
• Frequent communications between local
  Wal-Mart Supplier local teams on business
  performance, key-issues, concerns, etc.
•   ????????????(?????,?????)
• Proactive communication of pending changes
  (i.e. product launches, price changes, etc.).
•   ???????????????????? (Wal-Mart Ready)???
• Implementation of Wal-Mart readiness training
  programs.

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?,???????/????(COE)Monthly Wal-Mart PL Calls /
Performance COE

• ??????
• Development Score
• 1. ??????
• No P L reviews.
• 2. ???????????????
• Regular P L reviews.
• 3. ??????/???????????
• Detailed P L reviews against
  Blueprint strategy and objectives.
• 4. ????????????????/??
• Proactive countermeasures to market
  trends including

•    ?????????,???????????????????
• Develops countermeasure plans for key
  retail competition, markets, and other suppliers.
•    ???????????/??(??,??,???)
• Proactive merchant negations / planning
  (e.g. price increases, de-listings, new items,
  etc.).
•    ??????,?????
• Contingency plans for economic crisis.
•    ????????(?????)
• Capitalizes on unforeseen events,
  (positive and negative).

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?,?????????Achieving YTD Financial Objectives

• ????????
• Earned Score - 1 point each
•       ??????
• Achieving sales objectives.
•      ??????
• Achieving profit objectives.
•       ??????
• Achieving inventory objectives.
•       ??????????5?
• Achieving sales and profit results 5
  greater than plan.
• (?)

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?????????? ??2

• ??/????
• ???? 2 ?
• ????????????????????(?????)
• ???????????????,??????,????,???
• ???? 3?
• ????,???????????????????
• ????6??????(3??12?????????)

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???????????1

• ??/????
• ???? 2 - ????????
• ???? 3 - ????????????
• ??? ????????

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????

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• ?????????????
• ???????????
• ????,???????????
• ?????
• ??

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?????JBP???

• ???
• ??????
• ???????
• ???????????????
• ????????
• ????JBP?????,???????kungting.wu_at_wal-mart.com??K.T.
  Wu?eguo_at_wal-mart.com??Eric Guo.

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??
WIN WIN
???
???
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(?)-End-

• ???????????
• Thank You