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【正文】 PMEs/Sales187。 projects– privileges– resource mitement? For Sales : Horizontal direction– Limited customers, cover more SuppliersP/Ns? Elected customers, cover more– DTAM share187。 Focus P/Ns– Supplier program? Special privilege– Key projects and joint efforts– Key P/Ns and buffer– Actively business review? Regularly Reporting/review? Design/customer registration? Joint customer visitHow to handle Nonfocus Lines ?? One contact window– Demand Fulfillment driving? Clearly Operation Procedure? TAM to DTAM? Elected top Customers– Peration pushing? Elected top projects– Elected P/Ns– Communication relation build up? Monthly business update? Supplier program review? Tactics– Quotation? Inside Sales– Standard minsell? PME– Focus customers– Focus P/Ns– Inventory ? Non BD items– SO terms monitorWhat supports needed ?? PME Resource request– 1 new HC in SH? PME job petence training ? Marketing Academy? Negotiation Skill? Presentation Skill? Aggregation around Arrow Asia even worldwide– Demand creation investment with EBIT% every year and no short term billing target but measure by elected market petitive petence or solutions– Open Solution materials as Arrow family Sales tools (set up the motivation award for the elected contributor, make them rich !)– Empower the Owner to Drive elected market share in terms of POPExpected Result? Inventory quality improvement– Reduce Aged inventory $2~5 M– A items increase share– BD items have better termscondition with Suppliers or customers? Competitive Advantage improvement– Demand creation? Clearly focus top suppliers and vertical market segments as well as projects? Suppliers program get better privi

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