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1、*1 * Business Roundtable1营销分析会汇报营销管理部2013.04*2 * Business Roundtable2绩效指标完成情况 Sales Scorecard100%90% & Industry注：季度汇报！Note: report quarterly*4 * Business Roundtable44工业用细分市场销售情况: 2013年2月份 Off-road Market: Feb行业适配空间 Applicable MarketDDE销售 DDE SalesDDE同行业对比 DDE Relative Change to Industry累计 YTD同期累计 YT
2、D PY 同比增长 % Change累计 YTD同期累计 YTD PY 同比增长 % Change叉车 Forklift21,221 24,887 -15%1,087 648 68%挖掘机 Excavator4,312 8,736 -51%294 61 382%压路机 Road Roller977 1,225 -20%209 186 12%摊铺机 Paver145 169 -14%95 37 157%装载机 Wheel Loader14,089 22,182 -36%59 27 119%平地机 Grader507 611 -17%32 53 -40%起重机 Truck Crane1,982 3
3、,651 -46%1 1 0%以上合计 Subtotal43,233 61,461 -30%1,777 1,013 75%混凝土设备(拖泵) Concrete PumpN/A N/A N/A 811 311 161%N/A农机 HarvesterN/A N/A N/A 305 0 N/A N/A空压机 CompressorN/A N/A N/A 100 104 -4%N/A发电机设备 GeneratorN/A N/A N/A 90 6 1400%N/A其它 OtherN/A N/A N/A 20 61 -67%N/A合计 Total (with data)43,233 61,461 3,103
4、 1,495 108%行业销售情况Industry Sales Trends % Change DDE Industry注：季度汇报！Note: report quarterly*5 * Business Roundtable5柴油机行业销售情况: 2013年2月份By OEM: FebRank柴油机厂家 Engine company2月 Feb累计 YTD份额% Market Share同期累计 YTD PY 同期份额% PY Market Share同比增长 Volume % Change1玉柴 Yulin Diesel26,745 76,947 14.5%74,963 13.2%2.7%
5、2潍柴 Weifang Diesel20,304 47,559 9.0%43,044 7.6%10.5%3锡柴 Wuxi Diesel24,092 46,069 8.7%57,099 10.0%-19.3%4云内 Yunnei Diesel13,158 30,881 5.8%35,263 6.2%-12.4%5东风康明斯 Dongfeng Cummins11,290 25,176 4.8%27,338 4.8%-7.9%6朝柴 Chaoyang Diesel10,063 22,014 4.2%20,970 3.7%5.0%7扬柴 Yangzhou Diesel10,746 18,773 3.5
6、%24,513 4.3%-23.4%8道依茨一汽大柴 DDE6,754 15,191 2.9%12,127 2.1%25.3%9中国重汽 CNHTC6,608 14,953 2.8%19,414 3.4%-23.0%10上柴 Shanghai Diesel1,048 2,026 0.4%5,295 0.9%-61.7%前十位合计 Total of Top 10130,808 299,589 56.6%320,026 56.2%-6.4%合计 Industry Total230,133 529,586 100.0%569,609 100.0%-7.0%行业销售情况Industry Sales T
7、rends DDE: Previous Month Rank = 7, Previous Year Rank = 9注：季度汇报！Note: report quarterly*6 * Business Roundtable6盈利能力分析2013年预算2013年实际1-4月份偏差型号合计1月2月3月4月1月2月3月4月 BF4M1013T2102230621176075224853-71 BF4M1013E38270117183171831 BF4M1013E49000501010-3 TCD2013L04 E4177404121110-4 TCD2013L04 E3 3621021 BF4M2
8、012T22319157205253210207221311356270 BF4M2012E32799520405535453563558135516312194 BF4M2012T345000150000-15 BF4M2012E46414000010304 BF6M1013E220002100625 BF6M1013T27635410615825855591356454492-812 BF6M1013E32566185345395462222398694382309 BF6M1013T3222252510101623143013 BF6M1013E485000061108 BF6M1013
9、E4N1500030017394030 TCD2013L06 E44536002300000-32 BF6M2012T2115562951391025914414714698 BF6M2012E31790352228323280469247528650711 BF6M2012T31575102060010-40 BF6M2012E445390000434011 DEUTZ小计37400175319942668249322532022359137702728 CA49834029219832633414303436923095428945943761 CA4D323085121313538311
10、235181316504-47 CA4DC23565390602605730531123549505-619 CA498E317603152153403005053667707451216 CA4DC2-2V344021330621719271181235453 C系列小计45879323746995114439452343946592667024364 CA4DD1160000053512015 CA4DF248323415135728 CA4DF31318115271260211121152301220-63 CA4DF3F38964277931032567331219632530-110
11、7 CA4DF系列小计526254510661295782467384938757-1142 CA6DE1521533106149 CA6DE231761103052223276233116-852 CA6DE379011512014712511932140100-116 CA6DE3F4422550815973718285335529526-1381 CA6DE系列小计8440776124513451173467370706656-2340 CA6DF11111000000-2 CA6DF280001112235269 合计9860063129005104228848 84356749112
12、08118873692*7 * Business Roundtable7营销节点计划完成情况 Completion of Sales Plan (Mar)100%90% & 120% 80%-90% & 110%-120%90%, 110%Customers with Frozen Periods* FC Set Previous Month * Set Feb. 25* Set Mar. 26*9 * Business Roundtable9销售预测准确率：前十客户Sales Forecast Accuracy: Top 10 Off-Road Customers 120% 80%-90%
13、& 110%-120%90%, 110%Customers with Frozen Periods* FC Set Previous Month * Set Feb. 25* Set Mar. 26工业用发动机前十名客户 Off-road1-2月 Jan.-Feb.预测准确率 Forecast Accuracy完成状态 Status3月 Mar.预测准确率 Forecast Accuracy完成状态 Status4月 Apr.预测 FC*实际 Real预测 FC*实际 Real预测 FC*1北京方大恩劲柴油机技术服务公司 Beijing Fangda340536158%17516795%219
14、2湖南三一重工机械有限公司 Sany Heavy Machinery260445171%19011058%2103湖南三一路面机械 Sany Road Machinery1000%00N/A 04安徽合力股份有限公司 Anhui Heli65046872%300650217%7005山东临工工程机械有限公司 Lingong200255128%231252109%1906宝马格（中国）工程机械有限公司 BOMAG70101144%6262100%407杭叉集团股份有限公司 Hangzhou Forklift90121134%3090300%608梯西埃姆(安徽)机械有限公司 TCM6060100
15、%3030100%309阿特拉斯科普柯（无锡）压缩机有 限公司 ATLAS COPOC6090150%7070100%9010大连叉车有限责任公司 Dalian Forklift010N/A00N/A 10前十合计 Total of Top 10 占工业用76% cover 76%17402086120%10881431132%1549其它客户 Others68065496%5741215212%1127工业用总计 Total of Off-Road24202740113%16622646159%2676总计 Total183871562985%914511420125%11295*10 *
16、Business Roundtable10销售预测准确率：3月Sales Forecast Accuracy: Mar.* * Sales Forecast Set Feb. 25销售业务科室预测准确率（累计）Office FC Accuracy（YTD） *11 * Business Roundtable11四月份营销计划Apr Sales Plan (set Mar 26th)*12 * Business Roundtable12逾期应收账款情况Overdue Accounts Receivable (Mar)*13 * Business Roundtable13逾期应收账款情况Overdue Accounts Receivable (Mar)措施1.北汽制造：承诺4月给付600万2.专用：2013和一汽专用协议规定：当月货款当月清，从3月开始每月支付陈 欠款50万，具体情况是：该家1月底应收帐款1608万，3月底应收帐款1435 万，付款符合协议规
