Employee and shareholder representatives:
Entrusted by the sales company, on behalf of the sales company, I report the sales work report for the first half of 20 14 and the work plan for the second half of 20 14 to this workers' congress for your consideration. At the same time, I sincerely invite all delegates to support, help, guide and criticize the sales work report with a high sense of responsibility.
I. Review of Sales Report in the First Half of XX
XX is the first year that the sales company is registered as an independent legal person, and it is also the second year that matrix sales is fully implemented. The leaders of the headquarters and branches and even all employees of the group have given great support and attention to the sales work, and the policy adjustment and logistics support are tilting towards the sales work. In the first half of the year, we usually say: "mixed feelings, pressure, confidence." The good news is that we have withstood the pressure brought by the rising prices of raw materials and purchased parts in May and the disorderly competition in the market. Compared with the same period of last year, product sales and payment have increased significantly. As of June 2 1 day, * * sold 93,727 walking tractors, up by 16.74%, diesel engines 104 159, up by 24.84%, and 336 road rollers, up by-65,449. Year-on-year growth 140.0 1.00%, 262 loaders, 7 excavators, electric bicycles 1046, 3,237 rotary cultivators, year-on-year growth 14 1.03%, and 2,073 harvesters. At the same time, the backlog of non-performing assets for many years is 6.5438+0.78422 million yuan. The market is gradually standardized, and the quality of sales staff and sales management level are significantly improved; The worry is that the time is nearly half, and the product sales and payment are far from our target requirements at the beginning of the year, which is also our pressure. However, we are fully aware that the headquarters has given us the greatest preferential treatment and care in logistics support and sales policies, and the regional markets have gradually matured and standardized through exploration and experience accumulation in the first half of the year, laying a solid foundation for the sales report in the second half of the year. This is our confidence.
Looking at the sales report in the first half of the year, we can see that it did not fully meet the requirements of the headquarters and the predetermined goals of the sales company, failed to live up to the expectations of the leaders of the headquarters, and felt ashamed of the strong support of the factory. Please sincerely understand the leaders and representatives and continue to give support and help.
Analysis of the reasons for completing the task in the first half of the year includes our internal management factors and the influence of objective changes in the market. In terms of internal management, first, the overall management level of our sales company is not high, the management methods and concepts have not been qualitatively improved in a short time, and the ability to control the market and take the overall situation is relatively low. In the process of giving full play to the advantages of matrix sales, we took passive measures to deal with new situations and problems in the market, and failed to creatively carry out sales work, which led to our failure to show obvious advantages in the competition. Second, the ability of regional personnel to adapt to the market is poor. In the face of fierce and changeable market competition, they are not trying to convince our agents, or to find and highlight the selling points of our products, but waiting for the policies of the headquarters or sales companies to relax. At the beginning of the year, there were problems in the Jiangxi market. The market regulation of the headquarters and the head office confuses people in all regions, and the original sales model is disrupted from the bottom of my heart. More people are timid and can't put down their hearts to operate and deal with the market. Third, product quality has once again become an important factor restricting sales. In the first half of 2006, loaders were rushed in batches, and the continuous quality problems made the market opened by salesmen almost completely lost. Small loaders, in particular, can be said to have sold one and returned one, and dealers and customers have lost confidence to varying degrees. Relatively mature roller products have almost no major problems, and small defects emerge one after another. Some machines change parts as many as seven times in a short time. Even our agricultural machinery products are not obviously superior to those of other manufacturers as envisaged. On the contrary, quality problems such as blowholes and trachoma have increased compared with previous years. Many dealers report that the price of our agricultural machinery products has been much higher this year, but the quality has dropped significantly year-on-year. In terms of external factors, first, the prices of raw materials and purchased parts continued to rise alarmingly after the Spring Festival. We are not fully prepared mentally, the production organization can't keep up, the peak season is out of stock, and the production and sales are out of touch. Conservatively speaking, the sales loss caused by shortage will not be less than 1 100 million; Second, the continuous price increase of agricultural machinery products in a short period of time has reduced the profit and enthusiasm of dealers, and more importantly, it has boosted the competition level of some small manufacturers and divided some of our markets to varying degrees; Third, since the end of April, a series of national financial policies and administrative intervention measures have been introduced to curb the overheating of fixed assets investment, resulting in a "hard landing" situation and a decline in customers' purchasing power. In addition, the phased price increase and acceptance implemented by our group made the agents and customers unable to respond for a while, which led to the slow sales progress of construction machinery.
In a word, the sales report in the first half of the year can be said to have experienced hardships and mixed feelings. The important thing is that we can learn lessons and sum up experience. Looking back at the sales situation in the first half of the year, we mainly did the following work:
The sales report system is gradually improved, and the performance appraisal system is steadily improved and reasonable.
XX is a year of comprehensive and substantial adjustment of sales policies. Agricultural machinery, construction machinery, fertilizer, etc. Different sales policies are implemented, and different prices and sales commissions are implemented according to different payment methods. According to the sales management system of the headquarters, the sales company calculated the expenses and commission coefficient in time, focusing on the office, and successively formulated and promulgated management measures such as salary promotion of salesmen, examination and approval system for expense reimbursement, engineering service personnel, three-guarantee drivers and business drivers.
Assessment has changed the form of single task assessment in the past, and implemented efficiency-centered performance assessment, that is, focusing on product sales and payment, taking into account seven indicators such as fund management and market development. Through the accumulation of performance appraisal, salesmen are graded and graded, and salary increases are paid according to grades, forming a relatively permanent incentive.
2. Strictly regulate the market operation, strictly control the sales work style, strengthen the loyalty education of sales staff, and start to cultivate the sales iron army.
In view of the irregularities in individual markets in 2005, the sales company took the initiative to attack and cooperated with the headquarters to introduce a series of normative measures. In cost control, directional regional contracting, decentralization and head office regulation are adopted; In terms of risk prevention, we will continue to implement the risk margin system and the regional joint insurance and salesman mutual insurance system; Strengthen the examination and approval of irregular contracts and potential risk contracts; Cooperate with the Commission for Discipline Inspection to set up a leading group for market verification and clean-up, and regularly supervise and inspect the self-examination and self-correction in this region.
In XX, the sales company has made great efforts to strengthen the loyalty education of all sales staff, and cultivated the sales team into a sales iron army that knows how to operate, is good at management, seeks practical results, stresses dedication, is rigorous in style and is United. From the daily behavior of salesmen to business operation and market negotiation, they are strictly required and assessed according to regulations. On different occasions and in different forms, we should thoroughly study the sales concept and loyalty to the enterprise of Dong Mingzhu, a famous chess figure, strengthen the training of sales skills and business ability of business personnel and improve their loyalty to the enterprise. On June 1 day, the first intensive training course for 46 sales backbone personnel started military training as planned, which will play a vanguard and exemplary role in training the sales iron army.
3. The sales information center with the office as the core has been initially established, and the flexibility and pertinence of the sales work report have been greatly enhanced.
According to the characteristics of matrix sales model, the sales company has established an information center with the sales office as the core, which radiates to all market areas and logistics offices. From plan submission, production organization, business delivery to market sales and service feedback, the office actively coordinates with various departments, collects the sales information, product quality, product market situation of the same industry and after-sales service of market feedback in time through the office, and reports it to relevant leaders and departments after summary. It provides an objective and true reference for the adjustment of leaders' decisions and the improvement of sales reports, and at the same time, it feeds back information such as the group's production situation, product improvement or headquarters' decisions to the market, which is convenient for the market to flexibly adjust its sales strategy. The establishment of the information center makes the market information and the decision of the headquarters merge in the first time, and the flexibility and pertinence of sales are greatly enhanced.
4. In the sales report, strictly control the office management, strict regional assessment, and combine militarized management with humanized management.
In the face of complicated market changes and complicated market business, sales companies make up for the lack of obvious advantages in product quality, price and brand through strict background management and strict regional assessment. The Logistics Department conducts the assessment in strict accordance with the key performance indicators in the target card, and all regions conduct the assessment according to the seven indicators of the market. It was reported to the headquarters for approval in May, and the manager 12 and nine deputy managers have been demoted for three consecutive months and used in areas with poor sales performance. While carrying out strict management, sales companies also vigorously promote humanized management. In combination with the preferential treatment and care given by the headquarters to sales, we began to implement the business trip welcoming system in May. We held a condolence forum for the sales staff who participated in the children's college entrance examination, and each candidate sent a souvenir.
5. The sales report has successfully realized the advanced joint distribution mode of domestic factories, merchants and banks.
After discussing and demonstrating with Wuhan Daoyuan Company and Hubei Branch of Guangdong Development Bank, we successfully implemented the joint sales model of manufacturers and banks when the mortgage of construction machinery sales in China stopped and the sales of construction machinery was blocked. This sales model weakens the three-party risk, improves the production organization ability of the factory, is conducive to reducing inventory, realizing order-based production, promoting product sales, increasing product market share, and even monopolizing the market in some areas.
6. The sales briefing successfully held the first-stage product tour and user symposium, which has great and far-reaching strategic significance.
In the first half of the year, the sales company successfully organized product exhibitions and user forums in seven regions: Shandong, Hebei, Shanxi, Henan, Hubei, Anhui and Shanghai. The meeting was very effective, and the main leaders of various manufacturers, technicians and quality personnel attended the meeting, which played a supervisory role in improving our products and quality. Through the exhibition, the corporate image and product popularity have been greatly enhanced, and the relationship between manufacturers has been deepened and stabilized.
Second, the second half of the sales report plan
The second half of XX will be the key half year to decide whether we can fully realize the goals set at the beginning of the year. On the whole, since the end of May, the prices of raw materials such as steel and coal have dropped, and the quality of various products has been steadily improved through the development of the Group's quality month activities and the participation of all staff in quality improvement. The production technology of loaders and excavators is becoming more and more mature, and the product quality and supply are guaranteed. The regional market has gradually matured and standardized, the quality and skills of sales personnel have been significantly improved, the sales team has been purified, and the combat effectiveness has been enhanced. All these have laid a solid foundation for us to fully complete the sales report in the second half of the year. In terms of external factors, the state will ensure that the growth rate of the national economy is not less than 7.9% from the macro-policy. In the first half of the year, projects that are closed or stopped for various reasons will start one after another, and the national policy of "agriculture, rural areas and farmers" will also enter a substantive stage. From these aspects, we are full of confidence in fully fulfilling the sales target of 900 million yuan set at the beginning of the year!
In order to ensure the implementation of the sales report plan in the second half of the year, we will focus on the following aspects:
1. Strengthen the functions of leading cadres and give full play to the advantages of matrix sales report.
In the second half of the year, through the performance appraisal in the first half of the year, young people with ability, high prestige, understanding of operation and good management were selected and recommended to enrich leadership positions, give full play to leadership skills, strengthen team awareness, and make the sales of various products in the jurisdiction grow in a balanced way; According to the actual sales situation and the principle of complementary advantages, appropriately adjust the scope of deputy general managers, highlight the characteristics of regional sales, increase the coordination between sales and production, effectively reflect the bridge role, and give full play to the advantages of matrix sales.
2. Adjust the sales strategy in time in the sales work report, and implement flexible and diverse sales models to adapt to market changes.
The lifeblood of sales is the market, and the lifeblood of the market is change. Grasping the lifeblood of the market, we can have strategies and measures to deal with market changes, adhere to the same sales policy, and only do nothing. With the support of the headquarters, we will adjust our sales strategy in time according to market changes, and treat each market separately and each situation separately. As long as there is profit, as long as it is conducive to the interests of the market or enterprises, we will resolutely operate, regardless of size, and make every effort to turn the efforts of salesmen into effective orders.
3. In the sales report, continue to strengthen the training of salesmen, eliminate the fittest, reduce redundant staff, and cultivate the sales team into an iron army with firm confidence.
We printed the book "No Excuses", which is called "the most perfect training book for enterprise employees", one for each person. Take advantage of the off-season, continue the closed training of second-and third-level salespeople, strengthen the education of business people's execution, obedience and loyalty, guide employees to carry out marketing work with the "red heart" that is loyal to the enterprise and responsible for their work, always put the interests of the enterprise first, do things in the public interest on the premise of safeguarding the interests of the enterprise, and reflect their own life value while creating benefits for the enterprise. Now, first of all, we should educate salesmen to learn to be human. Personality charm is an important factor in sales success. Enthusiasm, perseverance, confidence, courage and positive attitude can infect customers. Secondly, educate everyone to trust their products and know the product knowledge like the palm of their hand; Third, sales staff are required to fully understand the market and be good at collecting bits and pieces of the market, because every subtle link can promote sales opportunities; Fourth, we should learn to find out the real reason why customers buy and communicate with customers in a targeted manner; Fifth, before selling products, salespeople should sell individuals and make friends with smiles. Sixth, be a consultant, not just a salesman, and let customers spontaneously generate purchase motives through mutual discussion; Seventh, sales should be based on the premise of "win-win", and others should not be forced to buy, so we should try our best to stand in each other's perspective; Eighth, through education, those who are single-minded and unable to carry out sales work wholeheartedly will be resolutely eliminated from the sales team; Resolutely replace a regional cadre who is idle, arrogant, conceited, enterprising and even disrupts the market and hinders the development of others, and report to the headquarters to transfer from the sales company when necessary.
4. Strictly reward and punish cash in the sales work report to ensure the logistics supply and ensure that the sales staff always face the market with high fighting spirit.
The national macro-control policy makes it difficult for the construction machinery industry to recover in the near future. We have to accept the fact that it is difficult to sell now, the market demand has dropped sharply, and payment is a serious problem. This requires us to find new market opportunities, cultivate new markets and help users seek construction opportunities. In addition, we will try our best to make joint sales between manufacturers and banks to expand our market share. I believe that society will not stop moving forward, just like the ebb and flow of the sea. Grasping the law of market development and formulating a marketing policy that adapts to the market will definitely give us a good opportunity.
We will apply to the head office to cash in the rewards due to the sales staff according to the sales policy in 2005. In the future work, as long as the policy stipulates that rewards should be given, bonuses will be paid in time; Hell to pay, who violates the sales rules and regulations, practices fraud and seeks personal gain, will be reported to the Human Resources Department for handling if the circumstances are serious. While giving strict rewards and punishments, we provide meticulous logistics support for business personnel. On the basis of giving the salesmen's families a way out and reducing the working hours at headquarters, if they really have difficulties in their daily family or personal work, the company will coordinate with the office to help them solve them at the first time, so as to ensure that their worries can be relieved, so that they can devote themselves to sales work and always face the market with high morale.
5, increase the operation of foreign trade business, expand the share of foreign trade exports, making it a major growth point of sales work report.
In the second half of the year, the head office will increase the business assessment of Qingdao Import and Export Co., Ltd. and expand the export share of products. Judging from the current situation, in addition to exporting various products of the Group, the business of foreign trade companies of other products is gradually developing: we have started to export special-purpose vehicles for China Heavy Duty Truck Group in the Philippine market, and represented plastic processing equipment for Jiangsu Leihua Company, involving Japan, Italy, the United States and other countries, and also negotiated with a Japanese company to import various types of gasoline engines made in Japan as an agent, striving to make foreign trade export a major growth point in this year's sales report.
6. Improve the product quality in the sales report, strengthen the three-guarantee service, and enhance the market competitiveness of products.
Product quality is the magic weapon for us to win sales, and the three-guarantee service is an important content that cannot be ignored. The quality of three guarantees service will directly affect sales. Add another 800 three-package service hotline, and the three hotlines will be on duty at the same time 16 hours. Strengthen the training and assessment of engineering and technical personnel, and cultivate them into a versatile person who integrates the maintenance of road rollers, loaders and excavators; Improve the maintenance service stations in various market areas, so as to handle complaints, ensure satisfaction and truly take customers as the center, thus improving the market competitiveness of products.
Delegates, in the face of grand and exciting plans, all employees of the sales company are full of confidence and fighting spirit. With the wise decision and strong support of the headquarters, we will help each other in the same boat, and Qi Xin will make concerted efforts to win the overall victory of the sales report!
Thank you!