Показатели деятельности
Дистрибьюторской компании
Участники принимают решения и влияют на следующие показатели:
в„–
Функции/
подразделения
Предприятия
Показатели для принятия решений
1
Ассортимент
Assortment, Exclusivity, Mark Up, Gross Margin, Volume & Distribution Rebates,
Sales Priority, WS Price Index, Channel Discounts
2 Логистика
Purchase, Stock, Orders, Shipments – by Brand and Channel, Shipments priority
by channel, OOS, Warehouse space rent, WH workers productivity, Stock Turn,
Fleet size and maintenance, Delivery Load and Compliance
3
Торговые
представители
Trade Coverage, Brand Distribution, Sales Channels, Sales Reps number by
channel, Sales Funnels by channel, Visits, Order Take, Order Size, Skills,
Motivation, Efficiency, Performance
4
Торговый
маркетинг
TM Budget by brand and channel from Distributor and Brand, TM Budget Share,
Facing Share, TM Budget POS Index, Customer Satisfaction and Loyalty
5 Персонал
Salary Base, Commission Rate, Trainings Budget, Income Indexes, Staff
Motivation and Turnover, HR Budget by function and division
6 Финансы
Revenue, Direct Costs, Gross Margin, OPEX, Salary&Benefits, EBITDA, CAPEX,
EBIT, Debt Service, Taxes, Profit, Profit Cum, Income Statement, Cash Flow,
Balance Sheet