2010 Building Materials Industry Work Summary and 2011 Building Materials Industry Work Plan

2011 East China Sales Plan

Time flies by, and in the blink of an eye, it has arrived at the end of 2010. I joined the company in December. During this more than a month, I jumped out of school life and started a new journey of learning and hard work!

In more than a month, I became familiar with the production process, process, product series, models, prices, etc. of the company's products; I learned about some markets in the sanitary ware industry; I learned sales and marketing knowledge, sanitary ware product knowledge, etc. ; Practiced marketing skills and strategies... I am very grateful to the company for giving me such a good opportunity. Although I did not achieve my goals and develop customers on my first business trip, this learning will be the best part of my sales career. The most valuable asset in my life, I tried to open the door of sales and let myself truly enter this role. To accomplish your own goals, to achieve your own goals, to surpass yourself!

In 2011, I was responsible for the company’s sales work in East China. East China is an area with a large output, and it is also an area where competition tends to be fierce. Therefore, whether it is in customer development or maintenance, or in regional planning, perfection must be achieved. Now I will 2011 The annual work plan is generally planned as follows.

Regional planning

Key areas:

Category A: Changsha, Hefei, Nanjing, Nantong

Category B: Suzhou, Nanchang, Ganzhou, Jiujiang, Xuzhou, Changzhou, Wuxi

General areas:

Yancheng, Yangzhou, Huai'an, Zhenjiang, Ningbo, Jiaxing, Jinjiang, Changshu, Kunshan, Wujiang, Yixing

Other areas: Processing will be done based on the customer development situation in key areas and general areas. Two or more areas can also be combined as the sales scope of other regional agents.

Sales plan

Ultimate company sales target: 4 million

Ultimate personal sales target: 6 million

Sales target for each region:

Jiangsu Province: 3.35 million

Nanjing City: 400,000 Suzhou City: 300,000 Nantong City: 400,000 Wuxi City: 400,000

Changzhou City: 300,000 Xuzhou City: 400,000 Yancheng City: 200,000 Huaian City: 200,000 Yangzhou City: 300,000 Zhenjiang City: 200,000

Hunan Province: 1 million

Anhui Province: 700,000

Jiangxi Province: 700,000

Nanchang: 300,000 Ganzhou: 150,000 Jiujiang: 150,000 Yichun: 150,000

Zhejiang Province: 500,000

Hangzhou: 150,000 Jiaxing: 150,000 Ningbo: 100,000 Taizhou: 100,000

Among the key areas, Hefei, Xuzhou, Changzhou, and Wuxi already have customers of the company.

Hefei: The customer Sun Fuyao is the general agent of Anhui Province. He also sells two brands, Cabei and Hollaika. His sales in 2010 were more than 240,000. He plans to give the agent a minimum contract sales target of 50,000 in 2011. The secondary target is 750,000, and the ultimate target is 1 million. Therefore, Hefei is the key maintenance target in 2011.

Xuzhou: Agent Ren Baohua has strong customer strength according to comprehensive evaluation. It has eight stores, mainly retail, with wholesale in the following counties. It plans to have a minimum contract sales target of 300,000 yuan in 2011, a secondary target. 450,000, with an ultimate goal of 600,000, which will be a key maintenance target in 2011.

Wuxi: Agent Du Yixin, we have been working together for two months in 2010, with sales of more than 60,000, and now it is mainly retail. After next spring, we will go there to learn more about the situation and communicate with each other to make a joint decision. Develop a distribution plan and assist distributors in development. It is planned to have a minimum sales target of 300,000 in 2011, a secondary target of 450,000, and an ultimate target of 600,000. Key maintenance targets in 2011.

Changzhou: Agent Gu Yongqiang, we have cooperated with him for about 6 months in 2011, with sales of 120,000. He is a Class A dealer among Haodaitai agents. He has strong customers but is quite stubborn. He plans to open in 2011. The minimum contract sales target is 200,000, the secondary target is 300,000, and the ultimate target is 400,000. General maintenance objects in 2011.

Changsha: There are no Hollaika customers now, so we need to focus on development. We plan to make Changsha the first stop for our business trip next year. We will try our best to find powerful customers in Changsha and become agents in Hunan. Hunan provincial agents for sanitary ware brands are mainly concentrated in the Mawangdui Building Materials Market in Changsha City. There are also Sanxiang Nanhu Building Materials City and Gaoqiao Teaching Materials Market in the Mawangdui area. It is planned to have a minimum sales target of 800,000 yuan in Hunan Province in 2011.

Nanjing: We have customers now, but the sales are not good. I will go there in the first month of next year to check the situation and do some maintenance. If it doesn’t work, I will look for customers again in the Nanjing area. The Nanjing area must do this. Nanjing is the benchmark for Jiangsu Province. It is necessary to find the best customers in the Nanjing area, so as to contribute to the growth of sales in Jiangsu area. The Nanjing area is a key development target next year.

Nantong: It is the largest wholesale market in Jiangsu Province except Nanjing. Currently, there are no Hollaika customers, but there is a potential customer who does wholesale in Yongxing Building Materials Market. The radiation area is very wide, including Huaian, Yangzhou, Zhenjiang and other places have been radiated, and the strength is good. We must follow up in the first month of next year and win as much as possible. If you don't win this customer, you can go to Yongxing Building Materials Market and Baian IKEA Plaza to find high-quality customers.

Suzhou: There are no good customers in Suzhou. There are several good retailers in the county-level city. As a retail store, the retail strength is not bad. We will first look for strong ones in Suzhou in the first month of next year. Potential customers, try to find high-quality agents. If we can't find reliable agents, we will consider breaking up Suzhou City and develop them all in the form of retailers. Put about three retailers in Suzhou, and then the county-level ones below. Find a quality retailer in every area of ??the city. Suzhou area is a key development area.

In addition, Nanchang City, Ganzhou City, Jiujiang City, and Yichun City in Jiangxi Province will also be the main development areas next year. In particular, Nanchang and Ganzhou are the two cities with the greatest influence on the building materials market in Jiangxi Province. It is necessary to create benchmark customers in these two areas. The development of customers in Hangzhou, Ningbo, Jiaxing and other places in Zhejiang will wait until the customers in the above areas have been finalized and contracts will be signed before making detailed plans.

Time Schedule

For East China in 2011, the top priority is the development of agents in the three cities of Changsha, Nanjing and Nantong. Changsha is the symbol of Hunan Province. Only by finding a high-quality customer can the sales tasks of Hunan Province be carried out smoothly. Similarly, Nanjing and Nantong are the benchmarks for the building materials market in Jiangsu. If the customers in these two places are set as benchmarks in Jiangsu, it will have an immediate effect on maintaining customers in other regions and promoting the brand. In addition, the work of each county is carried out such as the signing of contracts in various regions and the maintenance of customers.

Now we will make a simple plan for the general timetable of 2011. There may be small adjustments in the middle according to the specific situation, but the specific target direction is to determine the development of customers in key areas in the first few months. The next general area development (with the signing of contracts for some areas in the middle) will take about May. The distribution of high-quality areas in four provinces except Zhejiang is basically completed (except for provincial distribution), and then the following months will mainly be for customers. Maintenance and search for better quality customers, as well as customer discovery work in second- and third-tier cities.

2011 planned itinerary

Remarks on tasks and objectives in major regions during the time period

In February, Changsha, Nanjing, Nantong will be developed in Changsha. Develop high-quality provincial agents

Develop high-quality agents in Nanjing and Nantong

In March, contracts were signed in Xuzhou, Wuxi, Changzhou, Huai'an and Yancheng in Jiangsu; OEM customers in Yangzhou Tracking; customer development in Suzhou; customer confirmation in Nanjing and Nantong, contract signing; 3.12 promotion

In April, contracts were signed in Jiangsu, Jiangxi, and Hefei, Anhui, customer maintenance; agents in Nanchang, Jiujiang, and Ganzhou in Jiangxi were developed; Jiangsu Market layout has basically completed the issuance of invitations to the Shanghai exhibition

Market development in Zhejiang and Zhejiang in May mainly focuses on developing agents in Hangzhou, Ningbo, Jiaxing and Taizhou, and preparations for the Shanghai exhibition 5.1 Promotion

Shanghai Exhibition

In June, Hunan and Jiangsu will mainly perform maintenance work for Changsha agents and Jiangsu prefecture-level city agents. In addition, the sales volume in Suzhou will be assessed. If it is not ideal, it will be broken down directly in Suzhou. The region may be adjusted according to the exhibition situation

Customer maintenance, distributor development in Anhui and Jiangxi in July, and agent development in other cities in Jiangxi

Zhejiang, Jiangsu and Jiangsu in August Customer maintenance, customer development in Zhejiang region, off-season promotions

Distributor development in the two main provinces of Hunan and Anhui in September

Supervision of National Day activities in Hunan, Jiangxi, Jiangsu, Anhui and Zhejiang in October , as well as understanding of terminal activities and customer maintenance

Customer maintenance in Zhejiang and Jiangsu, small customer development in November

Customer maintenance in Hunan and Anhui in December, mobilization of New Year's Day activities to understand customer needs A series of models of activities, report back to the company

In January, the year-end work maintenance in four important areas of Changsha, Hefei, Nanjing, and Nantong, according to the contract details, supervise the various tasks of each agent. If you have time, , you can also go to other agencies to do the work at the end of the year

Self-realization planning

In addition to the requirements and expectations for work, in terms of my own quality, I think I still have a lot of room for improvement. To do business, you need to be knowledgeable about the past and present, have good psychology, have a broad range of knowledge, have rich experience, and have superb language control and guidance. In 2011, I will open my mind more and truly integrate myself into collective life; after work, I will go out more and walk around to broaden my horizons and enrich my social experience. Growth is very helpful and necessary; more importantly, we must learn to handle various things independently and not rely too much on others. In this regard, all leaders and colleagues are role models for me to learn from. .

Of course, I still have a lot to improve in the new year. I will continue to summarize and reflect on myself, strive to adapt to the company's development requirements, and achieve greater breakthroughs. Strive to complete or even exceed the goal, so that your own development and the development of Hollaijia Sanitary Ware will move to a new level!

January 8, 2011

General Manager of East China

I did this myself