Channel Management Disc Paper_Shell.pdfVIP免费

-0-DUS-0066-90098-30-01Client:Projectnumber:Projecttitle:Projectstart:Branchoffice:Partner/CompetenceCenter:Documentationtitle:Typeofdocument(e.g.workshop):Dateofissue/ofpresentation:Placewherehardcopyisfiled:Resp.forpreparation:Resp.forgraphic:Montag,9.August19999:24UhrdocumentINFOrmationdocumentINFOrmationAkquiseFalterA.90000.066.98.01ChannelManagementDiscussionPaperSeptember1998DUSKoppLuik/BuchgeisterLetzteDokumentenöffnung:AutomatischeTrennung:Ein:Aus:xQualitätderVorlagen:gut:mittel:schlecht:xtödlich:Fax:xgeplanteNachtarbeit:ungeplanteNachtarbeit:geplanteWochenendarbeit:ungeplanteWochenendarbeit:Beraterhatteilweiseselbsterstellt:Beraterhatteilweiseselbsterstellt:BeraterwollteStandardsnichteinhalten:BeraterwollteStandardsnichteinhalten:schlechtealteS.übernommen,durften:dienichtgeändertwerden…konnten:(Zeit)Doc.Controlling:Doc.Controlling:Doc.Controlling:Doc.Controlling:Doc.Controlling:Doc.Controlling:One-doc.Seiten:Korrekturen:Doc.CodeNo.:Projektmanager:(Nachname,Titel,Vorname)Planung:ArbeitstageADUS-0066-90098-30-01399/9866Falter,Wolfgangx5971616000302100neualt5ang.unang.Wartenzwischendurch…-1-DUS-0066-90098-30-01RolandBerger&PartnerGmbH–InternationalManagementConsultantsBarcelona–Beijing–Berlin–Brussels–Bucharest–Budapest–BuenosAires–Delhi–Düsseldorf–Frankfurt–HamburgHelsinki–HongKong–Kiev–KualaLumpur–Lisbon–London–Madrid–Milan–Moscow–Munich–NewYork–ParisPrague–Riga–Rome–SãoPaulo–Shanghai–Sofia–Stockholm–Stuttgart–TelAviv–Tokyo–Vienna–ZurichChannelManagement–DiscussionPaper–London,February1999-2-DUS-0066-90098-30-01Shellmarketsawiderangeofpetroleumproductsinmorethan120countriesworldwide.ItsmaingrowthregionistheEasternHemisphere.TodayvariousdifferentchannelsareusedtomarkettheShellpetroleumproductrangeFourbasicissuesariseinprofessionalchannelmanagement:costefficiency,differentiation,value-addingpartnerships,andinnovation.Innovative,newchannelsofferthehighestdifferentiationpotential.CompetitionandcustomerbehaviourdemandcontinuousoptimisationofthesaleschannelportfolioRolandBerger&PartnershaverecentlyimplementedachannelmanagementprojectforamajorGermantelecommunicationscompany.Theprimaryprojectgoalwastoidentifyinnovativesaleschannelswhichoffersignificantdifferentiationandmarketpotential.Combinationofinnovativechannelsandadaptionofsalessupportinginstrumentsleadto5channelsetswithhighdifferentiationand,asaresult,profitpotentialManagementSummary-3-DUS-0066-90098-30-01Shellmarketsawiderangeofpetroleumproductsinmorethan120countriesworldwide.ItsmaingrowthregionistheEasternHemisphereSource:ShellAnnualReport1996,RolandBerger&PartnersEstimatesEuropeOtherEasternHemisphereUSAOtherWesternHemisphere+6%p.a.1,49910%+6%p.a.0,85510,3%+3%p.a.1,7548,5%+10%p.a.1,1605,1%RetailandCommercialPetroleumProductsMarketed•Gasoline•Diesel•Lubricants•Gasoil•KeroseneandLPG•Fueloil•Services(e.g.cards,maintenanceservices,breakdown,insurance,etc.)(•Shopproducts)+X%p.a.Shellmarketshare1997[%]Shellproductvolumes1997(thousandbarrelsdaily)Annualvolumegrowth(Shell)1993-1997-4-DUS-0066-90098-30-01ShellpetroleumproductsareusedinavarietyofapplicationsandsoldtodifferentcustomergroupsRetailandCommercialPetroleumProductsMarketedApplicationCustomerGroups•Gasoline•Diesel•Lubricants•Gasoil•KeroseneandLPG•Fueloil•Services(e.g.cards,maintenanceservices,breakdown,in...