About Three Years Ago

8/6/2019 About Three Years Ago

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About three years ago (2008, "<Blue Chester Strategy in China>" (Shenzong

Nan, Zhang Jinghong book, Shih Hsin University Press Publication: ISBN 978-

957-8462-71-7 co-author of a book on Mr. Shen Zongnan , the joint efforts of

Mr. Zhang Jinghong into publishing, public. three years active pArt two of the

vast social practice and verify the theory in practice, in practice rich theory, in

practice, correction theory. The three The main focus of Marketing modules and

practical modules, field sales, has made some achievements. However, "<Blue

Chester Strategy in China>" was Written In addition to Marketing strategies and

tactics, sales techniques and tactics, another focus is retail applications.

Therefore, the co-author of After careful consideration, decided to stArt on the

retail store management and warehouse management module to stArt a series

of studies in order to initiate the reader want to help. First, specific cases The

summer of 2010, a large building materials Agents A Group (main agent in

Japan and the United States TOTO products I find Moen products, to storage

management problems in diagnosis. The Group's Warehouse Management A

major problem in:

(01 people management issues. A collective repository of personnel preparation

in three types: transport personnel, the driver (the warehouse have their own

several cars and their own delivery classes, the accounts of the financial staff in

the warehouse. People's problems mainly in the warehouse can not display the

competent management authority, met stocktaking, goods transfer things, all

are not willing to do, go back. delivery drivers are not enthusiastic, often

sloppy, and sometimes forget to take out car driving permit and driver's license,

often detained vehicles, etc., accounts staff better able to properly maintain.

(02 stocks Yahuo problem. Inventory of goods turnover is slow, the market

needs is always close out the warehouse sales, warehouse backlog of product

type, sales of many products, target rate of less than 30%, resulting in tens of

millions in cash inventory.

(03 stocktaking problem. Mainly in the stocktaking is always allowed, can not do

static stocktaking.



Meanwhile, A group of retail store management in the performance of the main

issues as follows:

(01 stores a lack of promotional support staff, work on the aircraft, died a

month salary, so that we can do a good of a kind;

(02 stores not display long-term Health treatment, the direct impact of

customer to the store Experience and feelings;

(03 stores in the old employees who refused to accept the new manager, there

will be a strong military power bullying situation

The warehouse management is the A group and terminal management

in retail stores and the main phenomena of the main problems.

Second, the analysis and solution

After extensive Research materials and Information analysis, Research

concluded that people should start from, start from the people of the

examination. The specific policy is to establish the system of performance

appraisal system, warehouse management and store management performance

appraisal system. Taking into account the functions of the warehouse is a class

department store is the business class sector, carried out the policy and system

design are:

First, on the warehouse management personnel performance appraisal system.

First, the basic wage level to solve the problem, so that the balance of

management of the basic wage. Second examination conducted by level to

determine the level of employees (handling and set up 100 yuan per month

pilot the performance incentive, head of the class set up 200 yuan per month

performance incentive, the monthly storage charge of setting up 300 per class

performance incentives, the implementation of monthly assessment rate. to the

staff level, for example, examination scores 80 points, prize money is 80



months , assessment score of 90 points, the monthly bonus is 90. The key to

system design criteria in the scoring, it should be specifically quantified,

according to the actual situation of the Group A, staff levels, mainly from

Germany (20%, energy (60% ground (10%, integrated (10% rate of four

specific aspects. In Germany, the 20% of the weight of the main assessment of

staff attendance, attendance etc., how, how many points deduction on leave

several times, all the quantitative management and scoring objective and fair,

does not exist and the people who offend or twist. in terms of energy, 60% of

the weight of the main examination to find the goods handling capacity of

personnel, handling capacity, safety and security of cargo capacity, inventory

capacity and with the delivery of goods cargo capacity, quantitative data are,

for example to find the goods, within 5 minutes to find a single piece etc., how

to complete the 5-10 minutes to complete the number of points, very specific,

and operations. diligence aspects of the management of mainly late and leave

early , the number of points deducted for being late, very specific. General Staff

is assessing the main aspects of the management of their words and deeds and

the ability of group Development proposals.

Second, on the end retail stores staff performance appraisal system. Stores the

business sector, so the weight of assessment, 60% of performance results, 40%

.60% during the performance of operating results are specific numbers, month

plan targets how much, how many actually completed, all the specific numbers,

addition, subtraction, at a glance .40% of the operations process management,

including the attitude towards customers, stores and Health management,

coordination management, marketing, and customer ability to persuade

management, are specific operational criteria.

Third, feedback on

the implementation of the solution

Solution implementation in less than a month, warehouses and stores like

personnel who suddenly changed, the management center operations,



purchasing and so reflects the attitude that a lot of warehouse stores, and often

say thank you, not fiercely . and said to find the goods very quickly, unlike the

last hour did not reflect. I visited the warehouse stores personnel, these officers

reflect that fact, we care about, not just a hundred dollars in prize money, care

about is a species management environment fair, just and open. The new

system not the person, active and will reward, there have been a fine will be

able to clearly guide the employees what to do, should do, what awards, what

penalties, employee behavior is guidance. Since then, the stocktaking Ye Hao,

Ministry of Finance and Management Center with Ye Hao, both on the stage,

sharing the prize taken within store the basic program, also played a good role.

In short, implementation of the program a success.

IV Implications

A revelation: the business sector to establish clear goals and results-oriented

management framework, on the functional assessment can be quantified to

establish standards of conduct or outcome of the core KPI standards. In short,

the energy of the examination results on the examination results, examination

results can not act on the assessment. assessment of business unit sales

performance results may be how many million, the assessment of functionaldepartments may find a number of minutes to complete the items on the front

may be a telephone assessment was followed by several more chess for the

right and so on. goal setting, in addition to meet the SMART principle, there is a

core point, that is propaganda in place, with the most simple words, to do that

thoroughly.

Revelation II: all management methods and tools, systems and processes, end

up concentrated in the person's thinking and behavior. In terms of people'sthinking, the construction of corporate Culture and values is important, the

easiest way is to paste posters, to be concise one to understand, can play

publicity. In the management of human behavior, the specific KPI assessment

criteria must be specific to each employee to set operational level, not bold

aesthetic.



Revelation Three: time to strengthen communication principles. In the

implementation of previous Research to communication, to communicate

debugging implementation, implementation of the deviation to communicate. In

short, the importance of communication, without saying here that points out the

importance of specific do not go into details.

V. Summary

In this paper, the specific operation of the actual case of sharing, from

discovery and analyze problems, propose solutions, implement solutions,

evaluate the effect of such sum problem solving steps, focusing on retail store

management and analysis of specific issues in warehouse management and

their solutions, in the hope of the readers can help. At the same time, this is

<<Blue Chester Strategy in China>> retail chapter in the book more

systematic research carried out by

the beginning of the series will be concluded after another results, and readers

share.



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About Three Years Ago