波士顿咨询ppt样本

(10) Telemarketing
TSRs
CSRs (65)
(13)
Latrobe Telemarketing
(9)
ES District Managers
(6)
District Managers
(30)
ESs
TSEs (186)
(46)
TSRs (23)
CAS Manager
(1)
CAS Reps (4)
leverage sales force time
Evaluate Alternatives:
Opportunities point to new contact model
Current Contact Model
Technical Assistance
Technical Assistance
Technical
4
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
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Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
Product Alarm & detection Broad diffusion IR sensors Chloride Bulk chloride Parts Design Total
Lifter Bore (Volume)
179
Βιβλιοθήκη Baidu91
60
30
Is the complexity necessary?
Note: Width of bar is proportional to CDGI
*Valuation ROI - 3y median CFROI
8
Sources: LRP; HOLT Value Model
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
69 75 34 366
1,721 1,464
(99) (30)
(7) 68)
(31)
3)
(46) 320)
(570) 894)
Starting Base
Competitor B
Won + Lost = Net
91
(68) 23)
267
(19) 248)
5
(82) (77)
31
(37) (6)
109
Plant
Current Organizational Structure
VP and Director, MWS Division
VP, National Sales
CS Manager (1)
Telemarketing Manager (1)
Zone Managers (5)
CS Managers
382
(218) 164)
97
(218) (121)
79
(224) (145)
---
--- ---)
1
(55) (54)
177
(497) (320)
2,836
62 110
22 324
1,137
(104) (29) (69) (72)
(1,087)
(42) 81) (47) 252)
50)
Starting Base
• From choosing the most appropriate slide type – words, tables, graphics
• To writing a slide that is clear and interesting
3
WHAT PUZZLES YOU OR CHALLENGS YOU THE MOST WHEN WRITING SLIDES?
Too much information?
Proposed Contact Model
Team Leader
Plant
Remote TE
Customer
CSR
TE CAS
Proposed Organizational Structure VP, National Sales
Business Managers
WRITING CLEAR AND INTERESTING SLIDES
2005，Shanghai
THE BOSTON CONSULTING GROUP
1
WRITING CLEAR AND INTERESTING SLIDES
2
TODAY’S OBJECTIVE
To give you the tools to write slides that communicate the results of our work in a way that helps clients understand, accept, and use those results This session will help you through the process of writing slides
(11) 98)
412
(149) 263)
---
---
---
98
(155) (57)
218
(97) 121)
0
(21) (21)
316
(273) 43)
102 75 26
312
1,866 1,334
(90) 12) (19) 56) (33) (7) (45) 267)
(677) 657)
Raw data only, no analysis presented to support the conclusion (hypothesis)
Example
PREMIUM LOW CALORIE SWITCHING OCCURRING WITHIN PREMIUM SEGMENT, NOT NEAR PREMIUM
Halt the Leaks to Competitors
Brand/Segment Total Super Prem.
Product 1 Product 2 Product 3 Other Total PFC Near Prem. Product 1 Product 2 Product 3 Other Total PLC
• 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
Financial Analyst
Team Zone Operations
Leader
Manager
Technical Engineers
Remote Customer Technical Service Engineers Reps
CAS Manager CAS Reps
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Example
THE 36” LIFTER DOMINATES SALES AND PROFIT
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SLIDES ARE VISUAL AIDS
Focus the audience’s attention on message • Help explain the message • Provide another means for the audience to process the information • Reinforce the message–aid to memory
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)
---
---
---
224
(79) 145)
5
(19) (14)
384
(196) (188)
1990 & 1991 Most Often Brand Switchers Within Last Three Years
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Source: Continuous Tracking from Sample of 29,081; Consulting Analysis
WHAT DO YOU SEE IN A GOOD OR BAD SLIDES?
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total
18.3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
ES
Assistance
CAS
Technical
TSE
Assistance
Price
Concessions
Expediting
DM
Price Concessions
Expediting
Customer
Ordering ASP selling/implementation ISP selling Quoting/cross-referencing Expediting Technical assistance in person Rotational calls Availability
Availability Quoting ISP cross-referencing Ordering Price concessions Expediting
Price Concessions
Group
Ordering
Quoting Availability
Price concessions
CSR Expediting
Other Segments Segment 1 Segment 2 Segment 3 Segment 4
Total
Starting Base
Client
Won + Lost = Net
60
(98) (38)
198
(56) 142)
6
(52) (46)
25
(81) (56)
153
(29) 124)
Source: Annual Division Budget
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Example
THE REDESIGN PROCESS INVOLVES FOUR DISCRETE STAGES
Analysis
Findings
Analysis: Identify opportunities
Extensive customer analysis • Customer service and support requirements
Good slides are:
Bad slides are:
We will revisit toward the end of the session
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WRITING CLEAR, SUCCINCT, AND INTERESTING SLIDES
Good slides, bad slides How to use slides in a presentation How to choose among words, tables, graphics How to display information on slides effectively
Detailed internal diagnostic • Time spent by activity by responsibility • Capacity of the system
• Current contact model does not have capacity to serve all customers adequately
1992 Product Family Profitability
CFROI (%)
12.0
9.7 8.3
Discount Rate 4.66%
Current Dollar G.I. ($M) Revenues ($M)
36”
555 349
10” 96”
19 35 17 19
0.85
0.02
14”
12”