Business Case Candidate Brief Building a bctkrworking worldPlanetyObjectivePlanety is a leading travel service website in China, providing travel advice and travel sevices. As a consultant in a leading consulting company, you need to work your team to present your business plan which explores all possible ways of improving Planety`s business performance.BackgroundFounded by three students studying overseas in 2006, Planety has developed into a leading travel service website in China. Planety provides original and practical outbound travel guides, community, quiz platforms(问答平台)and intelligent travel planning solutions. The core products and services are as follows:At present, there are more than 50,000 thousand users registered and using Planety. Although their total access(访问量)ranks second for the same type of Website, a little bit lower than its rival, Marvel Travelling, the regularity and frequency of access to Planety`s website are greater than that of Marvel Travelling. Repeat accessing by customers of Planety`s website is the highest of all with similar competitor websites. Their main users are well-educated travel enthusiasts or young artists. Users are attracted by the high-quality content contributed voluntarily by mostly tourists or overseas Chinese out of interest.Planety advocates that young people should bravely and fearlessly explore the unknown and experience the difference. This has been welcomed by viewers of the website and many of them become fans of the website, and are called"Planeters".They communicate in the community forum, get together offline, make travel plans together and help each'O ther with different routes.Fans request brand-related derivative(衍生的) products such as artistic products, souvenirs,and traditional handicrafts and more recently the selection has been expanding to include travel equipment, clothing and accessories.In recent years, the development of outbound tourism has continued to increase. Competition between similar or identical travel packages has become increasingly fierce, with different websites frequently offering almost identical services. The revenue growth of Planety as a result has been decreasing year on year as has the profit margin. The following graphic shows the annual revenue, net income and profitBuildi n g a betterworking wor l dBusiness ·Case Candidate Brief*Profit margin:net income divided by revenue.Similar competitor websites have been facing the same challenge. The profits of travel servi ce web s ite s are derived from the following sources: the commission on supplying visas to customers, in sura nce, air tickets, hotel reservations, car rentals and other online value-added services. In addition, t h e y charge advertisers such as airlines, outdoor sports brands, hotels and inns a fee for advertising on th e website .Their competitor, Marvel Travelling, hasincreased its advertising space(植入)toincrease profits. Planety controls theamount and quality of advertising spaceon their websites as they are worriedabout damaging their website visitorexperience resulting in the loss ofregular users and fans.As Planety has established a large number of registered users and widespread good reput a ti o n t hey are striving to access potential additional business by exploring offline business and selling b ra nd-related derivative( 衍生的)products on their official website in 2015. It has been found that sale s at offline gatherings or events are greater than online sales, so since 2016 they have begun selling derivative products at tourist attractions and other offline channels abroad and they have prepared other offline plans as follows:Po ten t ial B u s ine ss Ex plora t i o nI-Home. In 2016, Planety began to attempt providing offline services.They were planning to launch new style inns called I-Home which consisted of three main service groups. The first was the inform a tion center where Chinese travelers could consult, book hotels, transportation, attractions, restaurant s a nd travel arrangements . The second one is to provide a place for gathering and communicating for travelers and the third is to launch a space for cultural activities based on the local venues such as for culture courses, language learning, dancing and other special activities.Advertisement Comm isionB r anding-re latedde ri v ati v e produc t sRevenue(in million USdollars)in20160.8714.90.929Percentage in201613%77%10%Profit Margin in201631%5%4%Revenue(in million USdollars)in20150.9150.49Percentage in201514%78%8%Profit Margin in201533%6%3%Business Case Candidate Brief Building a betterworking wo,t dAlthough Planety has had to inve st heavily upfront, a lot of online services can be extended to offline, forming a closed loop of service. This model is not easi ly copied and can be d iffer entiated from competing websites. Better sales of derivative products and offline service commissions will become new profit growth points if I-Home is launched. Expanding a chain of I-Home inns all over the world is a key element of this model's success. Until now there are only two inns in Thailand .Flying Guest: Planety has accumulated a great deal of quality content and resources, so they are developing a whole new on line platform to sell self-media products from 2016. They provide tour customers with a personalized tour guide for travel around the world. Master tourism can provide travel planning, travel information and a travel service, recommended products and an exclusive service for users on the platform. F lying Guest provides shared economic modes of travel services, so that every "Flying guest" can become a provider of economic service shar ing, by buying and se lling their services to each other.Compet ito rs and other internet companies are also trying to launch s imilar products and services . F or example, their competitor Marvel Travelling has invited Master tourism to share their travel experience and products and the platform will receive service fees from them. It is reported that WeChat also seems interested and is planning to enter this field .TasksYou are participating in an 80 minute activity in which you are required to discuss a busin ess plan to improve Planety's business performance .By the end of your discussion time, you need to have achieved consensus as a team for your presentation in indicating:What roblems and challenges has Planety encountered? Highlight your solutions to improve Planety‘s business performance. Your solutions are not precluded from mentioning I-Home and Flying Guest. Be as creative as you can.。
xx系列培训资料大店销售管理目录一大店概述1。
1大店定义1。
2大店特点1。
3大店类型二大店重要性三BL大店销售目标和策略四大店管理运作系统4。
1区域商店划分4。
2销售政策4。
3销售人员管理4。
4建立和完善拜访制度4.5店内管理4.5.1客户渗透4。
5.2库存管理4.5。
3回款管理4。
5。
4店内形象4。
5。
54.5.6生意回顾4.5。
7有效大店管理趋势一大店概述1.1大店定义在当地具有一定规模和知名度，拥有相对大的销量及相对齐全的分销、经营日化用品的商店1.2大店特点相对于小店而言，大店有如下主要特点：1销量：根据不同的城市，一般应大于5箱/月，约1500—2000元以上，即使连锁店某单店＜5箱，也应按大店对待。
2营业规模/面积：应大于20平方米以上，这是保证基本日用消费品陈列的最小面积。
3知名度:在当地，地区内应有较高知名度，附近消费者应很清楚地将它与路边小店区分开. 4产品线：应比较齐全。
一般至少有食品、洗涤用品等日用消费品，能够有机会达到或超过C点零售标准.5营业地点：商业区或居民稠密的小区内，有较大的消费群。
6营业能力:同附近小店相比，无论在店堂环境，产品系列，还是竞争能力都应有较大的优势.1。
3大店类型今几年,随着国内零售业的迅猛发展，市场竞争日趋激烈,传统百货店为主零售商业格局被渐渐打乱，新的零售业态不断涌现。
目前国内主要零售业态有:1百货商店;2超级市场;3连锁店；4平价仓储商场；5食杂店；6国际连锁店及价格俱乐部等。
这些不同类型业态的发展使竞争日趋激烈，比如在北京,前十家日化销量最大的商店当中，仅剩一家百货商店，其余全部为新兴的连锁店和平价超市；而且新兴商店的发展，也使市场划分越来越细，商业格局日渐完备合理，由此也推动零售业向连锁化、专业化、国际化发展路上大大迈进了一步.二大店管理的重要性2. 1巨大的生意潜力和最重要的分销渠道以目前生意中的品类洗发类为例：根据最新的零售调查报告中，可以看出大店在同类产品中占有很高生意比例：北京515 上海51% 广州59%而且就发展趋势来讲，由于竞争的原因，分销渠道在逐步宿短，比如越来越多商店倾向于从产家直接进货！而且，有些大型超市已经在承担着零售兼批发的职能。
