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1、Proposal to Managing For Growth: Maximising Salesforce Effectiveness October 1996,Agenda,Arthur Andersen Capabilities ABB Stal: Current Situation Achieving World Class Sales Performance Project Objective and Approach Deliverables and Resource Requirements Credentials Curricula Vitae,Arthur Andersen
2、Capabilities ABB Stal: Current Situation Achieving World Class Sales Performance Project Objective and Approach Deliverables and Resource Requirements Credentials Curricula Vitae,Representative Business Consulting Manufacturing Clients,Asia Pacific Dainippon Ink & Chem HK Wiring Okamoto Machine Tool
3、 Coca Cola Colgate Palmolive Phils Philips Electronics,North America The Ford Company Motorola Asea Brown Boveri Carolina Power & Light Siemens Corporation The Boeing Company Microsoft Corporation Rust International Turner Construction,Europe/Africa SmithKline Beecham Daimler Benz AG GEC Alsthom Met
4、allgesellschaft AG Kloeckner Moeller ElectrizitaetsGmbh United Biscuits Asg,South America Fiat Auto Petroken S.a.,Arthur Andersen Consulting Capabilities,Arthur Andersen provides seamless expertise in assisting clients to align their organisations, address their business challenges and improve their
5、 business performance,Revenue Enhancement Customer Satisfaction Assessment Strategic/Business Planning Quality Management,Software Selection Information Planning System Design and Implementation,Process Re-engineering Benchmarking and Best Practice Cost Management/Client Profitability Project Manage
6、ment,Organisation Design Performance Measurement Human Resources Management,Change Implementation Approach,Our implementation focused team approach which seeks to address the key challenge consultants and clients face in every project: the human aspect of change Partnering with our clients to ensure
7、 results are achieved. We ensure our clients are part of the process from problem identification to solution implementation Our organisational change approach which strongly relies on performance measures and measurement systems to align the entire organisation, its processes and people behaviour, w
8、ith customer-focused objectives and overall strategic goals Using the Arthur Andersen knowledge of Global Best Practices to accelerate the change processes and deliver creative insights,Our Business Consulting practice focuses on helping companies achieve measurable performance improvement and imple
9、ment positive and lasting change. We achieve this by:,Arthur Andersen Capabilities ABB Stal: Current Situation Achieving World Class Sales Performance Project Objective and Approach Deliverables and Resource Requirements Credentials Curricula Vitae,Current Situation,Asea Brown Boveri (ABB) are the w
10、orld抯 largest electrical engineering concern. For the third year running it has been voted Europe抯 most respected company in a survey carried out by the Financial Times ABB consists of 36 decentralised businesses operating primarily in four business segments ABB are recognised for innovation in a va
11、riety of areas, mostly notably the T5O change process: supplier partnership programmes reduction in lead times 50% stock/inventory levels reduced by 30% productivity improvements 20% benchmarking for 50% of the business ABB Stal抯 primary focus is steam turbine technology. The majority of sales are t
12、o Sweden and Germany, although emerging markets such as Eastern Europe and Asia are increasing in importance. Without these markets ABB抯 last 6 month抯 growth 揷ould have been zero?(Percy Barnevik),Asea Brown Boveri AB,Power generation,Power transmission and distribution,Industry and building systems,
13、Financial services,Various activities,Corporate Research,Staff Union,ABB Stal,European Turbine Market,Source - Frost and Sullivan, July 1998,$B,Source - Frost and Sullivan, July 1998,Market Share in Europe,ABB Stal - Global Sales: Gas Turbines 10 - 30mW,ABB Stal - Global Sales: Steam Turbines 3 - 10
14、0mW,ABB Sales 1995 - Steam Turbines 3 - 100mW,Africa,12%,Americas,6%,Australia,7%,Europe,67%,Asia,8%,North America,0%,Middle East,0%,Growth in orders for Steam Turbines 3 - 100mW for period 1991 - 1995,0,0,0,0,17,49,167,465,226,188,21,37,51,24,24,0,50,100,150,200,250,300,350,400,450,500,1991,1992,19
15、93,1994,1995,Order Volume,Americas,Europe,Asia,Challenges,Power generation segment reported lower order bookings in 1995 resulting in lower earnings. The European turbine market (Steam and Gas) declined by 17% from 1992 levels to $1.87 billion ABB Stal are facing an increasingly complex marketplace
16、New geographic markets may require a different approach Customers are demanding product innovation which satisfies even more stringent regulatory controls on issues such as the environment Sales performance varies significantly between countries depending on the sales approach: ABB Stal salesforce in Sweden ABB group salesforce 揊or Percy Barnevik.the biggest challenge is expanding his complex organisation into emerging m
