波士顿咨询公司模板.ppt

Too much information?
Proposed Contact Model
Team Leader
Plant
Remote TE
Customer
CSR
TE CAS
Proposed Organizational Structure VP, National Sales
Business Managers
• Several low value areas consume time • TSE time consumed by activities which could be handled more
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
Competitor A
Won + Lost = Net
117
(61) 56)
290
(32) 258)
7
(50) (43)

WHAT PUZZLES YOU OR CHALLENGS YOU THE MOST WHEN WRITING SLIDES?
WRITING CLEAR, SUCCINCT, AND INTERESTING SLIDES
Good slides, bad slides
• How to use slides in a presentation • How to choose among words, tables, graphics • How to display information on slides effectively
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total 18.3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
Availability Quoting ISP cross-referencing Ordering Price concessions Expediting
Price Concessions
Group
Ordering
Quoting Availability
Price concessions
CSR Expediting
Detailed internal diagnostic • Time spent by activity by responsibility • Capacity of the system
• Current contact model does not have capacity to serve all customers adequately

Plant
Current Organizational Structure
VP and Director, MWS Division
VP, National Sales
CS Manager (1)
Telemarketing Manager (1)
Zone Managers (5)
CS Managers
• Several low value areas consume time • TSE time consumed by activities which could be handled more
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
1990 & 1991 Most Often Brand Switchers Within Last Three Years
10
Source: Continuous Tracking from Sample of 29,081; Consulting Analysis
WHAT DO YOU SEE IN A GOOD OR BAD SLIDES?
ES
Assistance
CASTechnical来自TSEAssistance
Price
Concessions
Expediting
DM
Price Concessions

Financial Analyst
Team Zone Operations
Leader
Manager
Technical Engineers
Remote Customer Technical Service Engineers Reps
CAS Manager CAS Reps
7
Example
THE 36” LIFTER DOMINATES SALES AND PROFIT
Competitor A
Won + Lost = Net
117
(61) 56)
290
(32) 258)
7
(50) (43)
30
(37) (7)
92
(11) 81)
419
(130) 289)
155
(98) 57)
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224
(79) 145)
5
(19) (14)
384
(196) (188)
Too much information?
Proposed Contact Model
Team Leader
Plant
Remote TE
Customer
CSR
TE CAS
Proposed Organizational Structure VP, National Sales
Business Managers
1992 Product Family Profitability
CFROI (%)
12.0
9.7 8.3
Discount Rate 4.66%
Current Dollar G.I. ($M) Revenues ($M)