World's most expensive of a person of extraordinary powers curtilage-the most of the building

World's most expensive-the most of the building of a person of extraordinary powers curtilage-world most

The graph is $165 million worth of Beverly hills

The first Beverly Hills (Beverly Hills)

California the United States

Once for newspaper tycoon William Randolph Hearst all, is located in Beverly hill, covers an area of 75000 feet, three floors, home is 29 bedrooms, 40 bathroom, three swimming pool and a cinema. The houses built in 1926, the typical Mediterranean style. In 1972, it worked as a important role in the famous movie "godfather" in appear.

The graph is $140 million worth of byan castle

The second byan Castle (Bran Castle)

Romania

140 million dollars

In 1212 by the romanian prince Vlad the Impale built, covers an area of 20 mu, with 17 bedrooms, overlooking the slope and the country to all kinds of beauty. The current owners Dominic von Hapsburg like business as a museum to run it.

The graph is $138 million worth of love, the cabinet

Third, the love pavilion (Updown Court)

Wendell ShaM Britain

138 million dollars

Than Buckingham Palace and Hampton, has 103 house prices and 58 acres of gardens and forest, is the country of the dream of the countless people British pastoral life space.

The graph is $135 million worth of something pasture

The fourth something pasture (Hala Ranch)

Behold, the Colorado state

135 million dollars

Former Saudi ambassador in the class of darfur-this-Sudan the prince's a person of extraordinary powers curtilage, this a person of extraordinary powers curtilage the indoor area is 56000 feet, there are 15 bedrooms and 16 bathroom.

Small and medium-sized enterprise financing status analysis

There are many small and medium-sized IT enterprise financing is still faced with the old problems. A lot of good business enterprise has a strong financing needs, but can get choice channel is not much. Financing has been most small and medium-sized IT enterprise's development bottleneck. IT is small and medium-sized companies, whether angel investors, risk investment, government funds, or bank loans and financing channel, as long as they can get the funds needed for the enterprise development, these investors is their "angel". In this sense, we hope that everybody to small IT enterprise of "angel".

Small and medium-sized enterprises in the development of constantly at the same time, its financial resources and its for national economic and social development in the position of the role of the match is extremely. Difficult financing constraints sme development has become the prominent problems, the existing financing status mainly for:

(a) internal financing for small and medium enterprise's main ways

Most small and medium-sized enterprises in China belong to the technology and market relatively mature, development of the more stable labor-intensive enterprise, its competitive advantage from of low labor costs. So, the general development of enterprise mainly on its own accumulation. But, the enterprise internal retained earnings accumulation is limited, with the expansion of the enterprise reproduction, internal financing can only restricted greatly the rapid development of enterprise and bigger. According to the relevant data show that rely on internal retained earnings to accumulate funds in the enterprise accounting for 26% of the private enterprise capital source, corporate bonds and external equity financing to less than 1%.

(2) the external financing difficulties

Bank loans are the external financing important channel. Although the small and medium-sized enterprises and financial institutions to establish a common between stable cooperation relations, but due to the small and medium-sized enterprise scale is relatively small, management, risk, more variables credit ability lower a number of reasons, medium and small-sized enterprise external financing constraints than large enterprise.

The stock market higher threshold, the listed cost is higher, market risk ambassador to small and medium-sized enterprise through the securities for the proportion of funds exogenous way down. But is the launch of the gem to small and medium-sized enterprises will create good financing environment, small and medium-sized enterprises should seize the opportunity for external capital.

(3) small and medium-sized enterprise financing costs more

According to the Chinese small and medium-sized enterprise financial system, according to the report now, middle and small enterprise financing costs generally includes: loan interest, including basic interest and floating part, float extent general in the above 20%; Register the mortgaged property evaluation costs, general accounting for 20% of the cost of financing; Guarantee costs, general years rate at 3%; Risk deposit interest, most financial institution in the loan, in order to reserve the name of the principal deduct interest on the loan, and small and medium-sized enterprise actually gets 80% of the principal of the loan only to one-year loans, for example, small and medium-sized enterprise actual pay interest at 9%, and about 40% or more of the above the bank loans. Thus, the high cost of financing for small and medium-sized enterprise financing caused a certain effect.

(4) folk adequate capital, but the folk financing remains to be standard

Our social system and people's consumption habits, causes our country there are high savings rate. High savings which the country's abundant folk capital, especially developed coastal areas, such as zhejiang, guangdong, folk lending market is very active, considerably replaced the function of the bank. But, the folk financing activities was basically in the underground or half underground conditions, lack of legal and institutional norm, usury and other illegal activities are relatively general. Therefore, the folk financing remains to be standard, and really the marketization development financing activities.

The country at present and innovation of small and medium-sized enterprises, the financing way out basically has the following 12:

1. Comprehensive credit;

2. Credit guarantee loans;

3. The buyer loan;

4. Different ground joint cooperation loan;

5. Project development loan;

6. Export loan;

7. Natural person guarantee loans;

8. Personal entrust loan;

9. Intangible assets loan guarantee;

10. Bills discounting financing;

11. Financial leasing;

12. Hock financing.

Market prospect of investment is very big, engaged in the investment advisory services also have many opportunities, main is to have a sound system of the project, the risk assessment hair a perfect mechanism.

Small and medium-sized enterprise ERP application present condition analysis and the countermeasures

In the current I trapped market economy gradually mature background environment, the types of products, specifications of the growing demand presents the diversity of the trend, and the customer (consumer) for product quality, delivery conditions demand more and more. This means that in the current international market, information's business environment, the enterprise must have the market faster response ability, must through the reinforcing the enterprise internal system to improve coordination market competitiveness. The traditional management ideas, mode and means restricted the development of Enterprise, ERP (Enterprise Resource Planning, namely Enterprise Resource Planning), as Enterprise based on supply chain management of information integrated system, improve the competitiveness of enterprises is a shortcut. Although ERP technology itself is not change enterprise profitability of direct medicine, but if used properly, probably change enterprise operation ability and the operational efficiency of the effective way.

With ERP technology and other information technology better and better, more and more of the small and medium enterprise began to realize that apply ERP management means strategic significance. Although the division standard of the small and medium-sized enterprise there are differences, but can be judged that the small and medium-sized enterprise as a business is needed in a more "vulnerable groups", most of the limitation of resources by internal and external environment of complicated variety. Relative to the greater competition the advantages of large enterprise that, small and medium-sized enterprises in the process of transition start ERP management inevitably to deal with more potential risk and uncertainty.

L ERP in middle and small enterprise the present situation of the application of analysis

Throughout the manufacturing of the small and medium-sized enterprise ERP technology application situation, the cardinal principle can be divided into three levels of application level:

1.1 basic application level

The application layer in the enterprise has not been formed within the enterprise information integration, the functional departments ask lack of overall information of integration and sharing, the ERP application only stay in finance, sourcing, sales and inventory management, and other aspects of the basic application. For small and medium-sized enterprise ERP software industry market threshold is lower, ERP software developers technology the good and bad are intermingled, as some of the functions of a single financial software, enters sells saves the software, MIS system is called ERP, and it is available for small and medium-sized enterprise selected ERP software quite a lot, and generally all can meet the needs of the enterprises. Now most of the small and medium enterprises implement ERP technology stay in the level of basic application, and involves the ERP technology advanced application, such as related to order processing and payment for goods receiving, and other ~ some more advanced customers value-added services, such as supply chain members in strengthening the cooperation between the applications, and small and medium-sized enterprise mostly far behind big company.

1.2 collaborative application level

Part of the small and medium-sized enterprises can will ERP technology applied to production operation management level, such as MPS/MRP (master production plan/material requirements planning) tools the harmonious use, can make the enterprise be sales and production of synchronization. MPS/MRP function is the core of the external demand into the enterprise internal demand, in order to solve the four production enterprise, i.e. production, production and how much what when production, what demand. Its principle is to solve the fluidity of the market and the production of the contradiction between the balance, through the logistics, cash flow and information flow to strengthen the integration of the enterprise planning control tools. In the aspects of the application, in addition to MPS/MRP module, but it needs to be SOP (sales and operation plan), CRM (customer relationship management), and other modules with the operation, you can really through the inventory control management and rapid response to customer the purpose of project management. At present, only some small and medium-sized enterprise can achieve this level of ERP application. Investigate its reason, besides enterprise itself not to attach importance to the role of program management, outside, at present the ERP software vendors also fail to provide the function is perfect products, so restricted that level of ERP application.

1.3 lean application level

ERP application in lean management level of the enterprise can realize LaDongShi production, around the mode of production, enterprise development of lean management, such as using tools such as electronic bulletin board for production of sustained improvement. In addition to the improvement of production in the enterprise ERP lean management usually need to overall business intelligence solutions support, such as the daily management of the enterprise systems such as OA (office automation), HR (HR) and ERP is linked together, the administrative examination and approval procedure, the document with the business requirements for docking, forms the enterprise internal resources integration, even the enterprise internal process management and enterprise external resources integration, realize supply chain upstream and downstream industry the docking, fully rational use of enterprise internal and external resources. At present can implement ERP lean the management of small and medium-sized enterprises is still little little, this not only and small and medium-sized enterprise management mechanism and structure is related to the market with ERP software products supply, other factors, such as the product quality.

2 influence the operation of the small and medium enterprise ERP factor analysis

Small and medium-sized enterprise application influence factors of ERP performance in general include management factors, organization factors, technical factors and environmental Vatican element and so on four aspects, as is shown in table 1, their influence degree and change to the difficulty of the different. Including technical factors on ERP implementation effect of impact, change the difficulty of the medium, organization and management factors influence factors for intermediate level, and easier to change, environmental factors on ERP less effect, but the transition of the most difficult.

2.1 management factors

Management is the main body (people) through the object (objects) to realize the main purpose of a kind of activity, management factors including management subject, management should form, management method, etc. The modern management activities in different input mandatory system on and material means the traditional management process, it needs to depend on the main management thoughts, feelings, the interaction between into a variety of forms such as of the maintenance of the system to achieve the purpose of management. In the small and medium-sized enterprise management personnel, especially as the subject of the management of enterprise leaders, and especially to labyrinth. Usually the small and medium-sized enterprises shall more full-bodied colour, enterprise leaders of cognitive level of ERP, whether to have the relevant technical knowledge and factors will influence enterprise ERP implementation of the effect. Second, the management process involves the management of the form and method, also is constraints sme success ERP application one of the important factors. Common small and medium-sized enterprises management flow problems generally includes material flow not institutionalization, operation process not standardized, departments, and between the information between. Finally, management system problems will also affect the application of ERP. ERP system bring enterprise is not only a set of software, but management system of innovation. ERP system implementation will inevitably impact of the original system structure and enterprise ZeQuan system, if the original management system can't get the corresponding improvement, such as enterprise the most basic into, sales and stock management system and ERP system in law, tend to cause the ERP operation efficiency is low. Because management factors unfavorable effect, small and medium-sized enterprises at present the application of ERP in basic application level.

2.2 the organizational factors

In the enterprise of organization, the organizational factors including man and man, man and material, and the thing that the coordination of relationship. Organization is the object of management, is the object of management, it includes three aspects: the organization of resources (organization of individuals, organization structure (the organization forms group) and organization culture (organization of the formation of the group culture). First, the enterprise the quality of staff and the successful implementation of the ERP has the very big relations, good quality of employees, such as the ability to accept new things and learning ability, will be to enterprise ERP implementation of bring about a positive impact. Second, the structure of the organization is also influence the important factors in organization ERP operation. Currently most small and medium-sized enterprise organization structure for vertical integration function of the leading vertical way, this information communication and spreading way and the ERP by the enterprise information sharing and realize largest minimum redundancy abhorrent, so even if the enterprises to form the special ERP special group, may also be in the running of the organization by each department members of resistance. In addition, the enterprise is in the production and business operation activities of the formation of the creation of organizational culture. The characteristics of the enterprise is a physical form and the sum total of the system, the enterprise worker in ERP operation process is highly condensed, coordination and incentive effects, and therefore for enterprise ERP's success and failure plays an extremely key role. At present due to the influence of the factors in organization, small and medium sized enterprises to the application of ERP to higher level pheasant marching forward.

2.3 technological factors

And ERP technology related factors include two contents: one is and ERP software developers about technology, including technical installation, operation, maintenance and upgrades to the difficulty of the, such as the interface of the friendly sex, safety, reliability and network, etc.; On the other hand and technology users, including the enterprise internal external employee to the construction and use the technology, such as the construction of foundation database for the operation of the ERP influential. Generally speaking, the typical manufacturing enterprise of the underlying database including code, material list, process route and the process parameters, the necessary data who the completeness, accuracy is very important, is not only related to the implementation of the basic parameters are selected, and database of static and dynamic management system is the implementation of ERP direct carrier, so the ERP operation to the direct effect. At present due to technical factors, some small and medium-sized enterprises have to reduce the level of ERP application, such as for technology reason, this can lean level management of the business enterprise still have to just between the application of ERP association hierarchy.

2.4 environmental factors

Influence the effect of operation environment because of ERP, divided into industry environment factors and industry in the environmental factors. The so-called environmental factors in the industry, namely the industry business environment brings to the enterprise to influence, such as industry is the characteristic of labor-intensive or technology intensive, the industry's own life cycle, monopoly degree and competitive nature. And in the industry, whether it has to have some learning an example of the reference, or whether the supply chain members pressure, etc. Such as wal-mart requirements its suppliers the bar code technology and radio frequency identification (rfid) technology so as to strengthen the integration of the supply chain, from supply chain cooperation, competitive advantage, and sales channel, customer service level consideration, the enterprise had to raise the level of ERP. The industry environment is the outside pressure from industry and power, such as public management (taxes and administrative management, and so on), government intervention, the request of the consumer, the strength of foreign enterprise and the influence of ERP.

3 in middle and small enterprise ERP application countermeasures

3.1 the gradual implementation mode of ERP operation

The proposed technology acceptance theory Davis (technology acceptancemodel, hereinafter referred to as TAM) think, technical users to the use of technology and ease the higher the degree of recognition, suggests that the use of technology, the higher the intention, so for technical level of acceptance and also more high. The model since it was proposed, has been more research and gradually developed into a mature model, this theory is to assume that the essence of the usefulness and perceived ease of use of technology has the positive correlation, which can conclude that, through continuous learning can improve cognitive gradually to the use of the technology and technology of usability cognitive and, ultimately, to achieve success on the use of technology.

The gradual mode in the enterprise ERP implementation to get technical support acceptance theory, through the gradually learning process, and the cognitive the usefulness of ERP technology and the perception of the usability can obtain gradually improve. ERP information technology cognitive learning or is achieved by experience, the enterprise to the information technology of the import shall abide by this one also progressive pattern. In the initial stage of cognition, the user of the technology is not mature cognitive, can grasp the use of some primary know-how, the application of information technology and the whole enterprise also failed to business process integration phase; When the enterprise internal to new technologies are prepared, namely enterprise staff's cognitive to achieve a certain height and enterprise internal process to get the ERP operation optimization reforming, the enterprise to carry out the management of ERP.

According to the ascendant helix operation mechanism, the premise of ERP start in order: internal process of reforming, and customer relationship management, logistics industry to follow up, the reorganization of external supply chain. Although according to the gradual change model, the enterprise needs to experience a long time to get ERP benefits, but they can by timely find problems and timely adjust strategic way, thus evading ERP operation process of the risk, but also can be used for investment funds gradually accumulation and talent, guarantee ultimate success.

3.2 to carry out enterprise management mode innovation

ERP as enterprise's important lT resources, not only is a pure technical system, is also a kind of fundamentally manifest managers of management thought management mode. It's the advantage comes from in organization, release the information transmission capacity, but not completely instead of decision-making, and therefore the information advantage is not everything, vulnerable to human interference and lead to advantage loss, not reasonable enterprise cultural factors and organization structure factors may weaken its value.

For small and medium-sized enterprise that, long-term man rich color, usually to exist between informal communication is in the majority, in the management decision by most with the subjectivity of the solid exercise experience; Enterprise general use of the vertical integration of longitudinal structure, the multi-stage stratified make curtain access layer operator decision-making ability, initiative has certain lack. Not suitable for information management process, this to the ERP management based on the construction of the electronic supply chain is undoubtedly a serious challenge. Therefore, the enterprise shall seek in the management mode innovation for the original thoughts of management, organization structure adjusting, all department duties range to define. These management performance in daily management process is: the manager's control functions should be transformed into enterprise support consultants function, the leader will be more decision-making power transferred to junior staff, and its function FanSi is as business insight into the, the planning strategy; the The daily management of the process gradually precision and digital, daily management decisions gradually digital and objective, such as material flow to form institutionalized, standardized operation process form.

In addition, the enterprise shall set up a cross functional departments of the ERP project team, ERP's construction is a involved in management and technology integrated project, speak all the implementation personnel's close cooperation, this breaks the original structure of the practice of the ERP implementation process will be beneficial to the information coordination and communication. The ERP project group is responsible for the overall scheme of the plan, such as reasonable allocation of resources, policy formulation, departments relations the coordination and so on. Members of the project team inside and outside the enterprise by the business backbone, technical experts, really has some of the authority and the professional, easy to coordinate departments to do the work.

From long term planning 3.3 constructing the ERP implementation strategy

ERP implementation shall be used as the enterprise strategic business strategy of supplement, therefore, from constructing the long-term planning strategy ERP has special significance. Quite a number of small and medium-sized enterprise due to the limitation of the management often from the beginning for the ERP strategy to the construction of the long-term and make a formal, system plan. Leading to ERP planning into a dilemma.

In making ERP planning at the beginning of, enterprise should first reasonable choice of the construction of the strategy ERP mode, the key is to rational analysis of small and medium enterprises internal and external business environment. Enterprise external business environment including: enterprise in the industry, enterprise competitive and external asked supply chain, etc.; And the enterprise the internal business environment including: enterprise capital, human resources, the nature of the product, the technical parameters, to establish the urgent strategy ERP degree and so on. Only give due consideration to the internal and external business environment factors, the enterprise to the construction of the strategy ERP mode reasonable planning.

Second, the enterprise to make ERP planning respectively the short-term, medium-term and long-term goals, these goals can refer to the same larger and more standard management of enterprise, to calm base aim (benchmarking) management, that is, in the planning process for the timing of performance evaluation, find the gaps and analysis the gap.

In addition, the function of each enterprise operation plan should also department of ERP planning supportive, marketing strategy, logistics strategy, financial strategies, such as human resources strategy should provide support the implementation of ERP guarantee. Including logistics strategy and human resources strategies on ERP planning influence is bigger, such as enterprise material code of work involved to enterprise inventory of raw materials, semi-finished products and finished products coding work, as for the orderly operation ERP is closely related, at the same time the enterprise personnel training work is also the favorable ensure successful ERP.

Marketing plan

 

A summary, plan

1, the annual sales target 6 million yuan;

2, the dealer network 50;

3 in automatic control products, the company has certain market popularity;

Second, the marketing conditions

Air conditioner auto-control products belong to central air-conditioning industry related products, the products by consumer market held in, but total demand is considerable. As the city construction and the continuous improvement of people's living standard as well as products renewal period drive the market the arrival of the continuous growth of the amplitude, thus promote the overall market capacity expansion. Lake is located in the central part of the south China, air conditioner auto-control products demand is bigger: 1, hot summer and cold winter spring; 2 in the past two years, the real estate industry development of hunan rapidly, particularly in high-grade business in the construction of the building, the villa group; 3, hunan, into the western development, will increase various basic engineering construction; 4, xiangtan city into the; 5, chenzhou, yueyang, changde and other large industrial park and construction zone; Six people for their own life requirement, the enhancement; To sum up, the automatic control products especially high-grade empty air conditioner auto-control products in the development of hunan great potential.

Marketing way in general, air conditioning automatic control products sales but way three: engineering bidding, real estate group buying and private project. Engineering bidding channel occupies a share, but house property group buying and private project two channels development is rapid, has presented a diversified development situation.

From the enterprise sales channels to see, most of the company USES the office of the mode and dealers, domestic air conditioning control product enterprise in 2007 are increased efforts for the national marketing network deployment and the consolidation of traditional channels, strengthen and design institute and the management of the public relations department cooperation. In the time of relatively late air conditioning control product enterprise that, because the market accumulation time is relatively short, and eager to quickly open market, so basically all use do things and distribution system in the channel mode. For the fast reaction to market, all the auto-control products into the market in hunan in hunan are in stock. Hunan air conditioning control product market capacity is bigger and very big potential, development is generally optimistic about the potential, therefore to have not into hunan market has a lot of brand market opportunities, as long as the proper comparison of the marketing strategy, it can be packed into hunan market. At present Shanghai is a in hunan auto-control products based on the air conditioning market is weak, the team is still relatively young, brand influence also need to consolidate and the development. In the process of sale must be very clear our advantage, and to play to reach perfection; And to find out the weakness of the company and I put forward in time, to overcome the maximum value; Improve the service level and the quality, the service consciousness through to the communication with customer's each link, pay attention to return before the sale of after-sales and so on each service.

Three, the marketing target

1. The air conditioner auto-control products should with long-term development for the purpose, and strive to root hunan. In 2008 to establish a perfect sales network and the model project is given priority to, the sales target for 6 million yuan;

2. Ranked the first-class air conditioner auto-control products supplier; Become a fast growing success brand;

3. The air conditioner auto-control products to drive the air conditioning products sales and development.

4. The recent market sales target: in a very short period of time make marketing performance fast growth and by the end of the year to make themselves products become famous brand in the industry, replace TongShuiPing province part of the product market.

5. Committed to the development of distribution market, by the end of 2008 to 50 home distribution business partner;

6. Whatever mental, physical strength to devote to work, the work has a high efficiency, high income, high salary development;

Four, the marketing strategy

Such as fruit air conditioning control products to rapid growth, and will be the competitive advantage, the best choice is necessarily--" focused "overall competition strategy. With the rapid development of hunan economy constantly, and expansion of the size of the urbanization, the consumption of the air conditioning control product market potential is very great, target strategic focus for us is wise competition strategy choice. Around "focused" overall competition strategy we can take to specific tactical strategies including: market focus on strategy, product with focus on strategy, dealers focus on strategy and other for supporting the strategy focused and four aspects. For this reason, we need hunan market will be divided into the following four:

The core strategy of market-changsha, zhuzhou and xiangtan, yueyang

Key development-oriented market-chenzhou, changde, zhangjiajie, huaihua city

Fostering market-loudi, hengyang, shaoyang nowadays

Wait for development market-JiShou, yong, yiyang,

General marketing strategy: full marketing and the direct sales and marketing channels in close to the marketing strategy

1, target market:

Blossom everywhere, the center city and small and medium-sized cities also breakthrough, emphasizing on the development of industry model project, vigorously develop key area and key agents, rapidly promote the product sales and increase of the value of sales.

2, product strategy:

With overall solutions of the whole drive sales: requires our products can form complete solution and a successful cases, thus driving all products sales. Size interactive: to the air conditioning control products sales drive valve and other product sales, the valve and other products in the air conditioning control project to promote the sale of our products.

3, price strategy:

High quality, the high price, high profit space for the principle; Develop a realistic price list: price list is divided into two layers, and the media, open quotation, market of the sales floor price. Make higher return on point and return point season policy, in order to control marketing system. To strictly control the price system, to ensure that level 1 distributors, secondary distributors, project engineering company, the end user level the gap between the price of profit space. In order to adapt to the market, price policy and should have certain can activity.

4, channel strategy:

(1) distribution partners into second class: one is the distribution customers, is our key partners. 2 it is engineering business customers, is the foundation of our customers.

(2) the establishment of the channel model: a. take stepped-up way, to draw up A contract, to do the sales forecast table, then formally signed agreement, order the first shipment. If not stock is not to sign the agency agreement; B. take looking for the important customer way, through the negotiations will be pressure to distributors hand goods, then our sales and marketing support follow; C. take competition between the agency pick mentality, in the negotiations for a local potential customers and make our grasp the initiative and high-profile appearances. Can not enter the market with a low profile; D. draw up a contract, in our advertising can appear draw up the name of the agents, distributors and the original pick took the contradiction of the manufacturer, we enter the market opportunity; E. In the local area on the market, always guaranteed a local can become one class representative secondary agent, to a threat agent to level and play a role in promoting.

(3) the market a push, pull power. The fast growth, will be the driving force. Pull require a long time of the students. For this, we will focus on open up channels on the distribution, in addition, be responsible for big account of personnel and project traders of the main industry market and engineering personnel market, in three months to complete 4 ~ 5 items model project, to internal staff and distributors to build up confidence. By the end of next year, to finish their marketing quota.

5, personnel strategies:

The marketing team of the basic idea: a. the open heart; B. victory over self; C. professional spirit;

(1) the business team vertical contact, maintain effective communication, to make rapid response. Team construction flat.

(2) internal staff report system and sales reward system

(3) with professional spirit to sell products. Value = price + technical support and service + brand. The actual sales is a solution.

(4) prepare sales manual; Including agency rules of the game, technical support, marketing work scope and function, can solve the problem and provide support for details.

Five, the marketing plan

1, the company should make good use of Shanghai brands, go brand development strategy;

2, and integrate the hunan local resources, establish the perfect marketing network;

3, train a lot of good customers and build a good social relationships;

4, and build a good marketing team;

5, choose a suitable for the company's market operation pattern;

6, holds the company product characteristics, looking for the selling point of the company.

7, the company in hunan appropriate USES direct sales and distribution combination of market operation pattern; Direct selling do model project and drive the development of distribution network, sales and distribution do as the company profit growth point;

8 and direct marketing promotion and the personnel of the way of the combination of the media publicity to expand the market, according to air conditioning automatic control products, we can use the district extension method and key engineering machine project model project convince law;

9, as soon as possible in order to enter the market and to the company's long-term development, should be with changsha as the center, to all cities in hubei province march, among them with changsha as the core, a city for profit growth point;

10, hunan channel appropriate USES flat mode and make channel construction and management, in the channel construction can do not set provincial total dealers, but a city as the basic unit division, each level set two dealers, and the camp pin tentacles extending to the market value of the market has at the county level, to change the present hunan other air conditioning control product brand in the market for long time of regional guerrilla way, USES the positional warfare, the establishment and the dealer long-term interests relations product brand of operation mode, to each region and intensive cultivation market, slow and steady.

11, in order to ensure the realization of the tactics, especially in order to strengthen the construction and management of the channel, must build an edgy competitiveness can of the marketing team: make sure the marketing team relative stability of liquidity and reasonable, the qualified personnel of not less than three marketing; Make good recruitment, training work; Trial of the best-performing sale member will be deployed to the district was a district director;

12, strengthen the sales team management: the three A management system; The competition and incentive factors; Sales meeting held regularly; Set up long-term development thought, use and training combined.

13, sales performance: the company issues in the sales task, according to the market situation of specific decomposition. The main method is: increase team quality and strengthen team management, and carry out various sales promotion, formulate award system and incentive schemes.

14, project traders, agent management and relationship maintenance: according to the existing project traders customer, agent or the expansion project traders and business agent and the relation between the effective management maintenance, to each project traders clients and agents build customer file, understand the sales and strength, company's enterprise culture dissemination and the company's 2008 annual new products spread. This work finished in 6 month. In busy season after season and before the timing for communication. Understand each project traders and agents of the person in charge of the basic regularly visit, and to communicate effectively.

15, brand and product promotion: brand and product promotion in 2008 and execution of company's regular brand promotion and product promotion activities, and planning some costs, lower public relations activities, enhance the brand image. Possible and each project traders and joint promotion agency, not only can expand the influence, you can establish good guest feeling relationship. The main product promotion for some "road show" or outdoor static displays some product promotion and normal business promotion.

16, terminal layout, channel developing: according to the company's 08 sales targets, channel network popularization would be a big number increase, according to the situation anywhere, at any time, actively cooperate with business departments, and actively cooperate with the dealers image building.

17, the sales promotion activity that plan and implement: according to the market situation and competition sales promotion activities, flexible planning some sales promotion activities. Subject to avoid its advantage ideas, tapping the disadvantages, according to the company's product advantage and the resources superiority, highlight key planning and execution.

18, team construction, team management, team training

Six, equipped with and budget

1, marketing team: annual qualified personnel is not less than three people marketing;

2, all work focus to improve sales tilt, to establish long-term employment system, and make sure that the marketing personnel's various logistics work launched in place on time.

Three, to adapt to the market, the company in hunan must have a certain amount of stock to ensure sufficient supply timely, proportion coordination to inventory optimization, try to avoid break goods or out of stock phenomenon. (in changsha has talked about a distributor, the dealer provide free appearance, personnel).

4, always conducting market research, market dynamic analysis and information feedback do enterprise and market the runner. To build a rapid response mechanism.

5, coordinate distributors and dealers on the aspect of the relationship. According to the technical and support personnel, and go all out to complete terminal task.

6, widen the products of the company take, increase profit point.

7, must establish the operating budget and budget, the fund budget decisions are generally do business with the achievements and regulation.

8, in order to strengthen the agile, rapid change institutions, the company will greatly committee let authority, make the staff to a decisive, but not to any foreign personnel divulge confidential price, in communication with customer, such as the case of price is set decision, shall instruct the company leadership;

9, to achieve the purpose and responsibility to determine responsibility system, the company will implement handsomely soaked policy;

Apply ERP system can brings to the enterprise which benefit?

 

ERP-enterprise resource planning is a kind of 20 the world since the 90 s in the international practice, with modern advanced management ideas based, application of modern information technology management system, it is enterprise provides decision-making, planning, control and business performance evaluation of comprehensive management platform. ERP through to the enterprise have manufacturing resources (such as human, financial, material, information, time, space, etc) comprehensive balance management and optimization, and coordinate the production and operation of enterprises each link, take the market as the guidance in the business activities of enterprises, to improve the comprehensive enterprise in the fierce market competition ability, thus achieved good economic benefit. At present, ERP software in the domestic and foreign enterprises in a wide range of applications, and have achieved remarkable results. This proved the validity of the ERP software and service value, to improve the enterprise management level and economic benefit played an important role.

In recent years, ERP system in the world of the application of the enterprise is not bon voyage, due to various reasons make some of the enterprise ERP application did not reach the expected effect, causing some of the businesses to the benefit of the ERP system policymakers doubt, some of them even to the point of same grisly footage, this situation to the world of the enterprise's informatization development have a negative influence. The current, at the conclusion of the enterprise implement ERP successful experience and lessons, and discusses the effective method of implementing ERP success at the same time, we should also make great efforts to publicize positively the ERP system will give enterprise generation to benefit, analyze the ERP management model of benefit mechanism, enterprise management and decision makers to learn more about ERP, have confidence in ERP, believe that as long as the implementation of effective, ERP system will bring about significant benefit to the enterprise, improve the world the enthusiasm of the enterprise application ERP, and promote the management informatization rapid development.

ERP system brings to the enterprise benefit can be roughly divided into two groups; Direct benefit and indirect benefits. The so-called direct benefit is to show enterprise ERP later, through the application of advanced management mode and method to improve the management level of production and operation of the enterprise, and make the enterprise with the available digital expression comes out of the economic benefits. The following is a foreign consultation organization of some statistical data:

ERP economic benefits

• reduce stock by 10% ~ 40%

• stock error < 5%

• narrow assembly use area of 10% ~ 30%

• reduce work overtime working hours 5% ~ 50%

• increase productivity by 5% ~ 15%

• delivery rate of 100%

• purchasing plan order by 95%

These can use digital describe them economic benefits generally called direct economic benefits, the benefit is quite obvious, also easy to cause people to the attention of the door. Of course, direct benefit enterprise construction is an important goal of ERP system. But we must not ignore ERP system brings to the enterprise of additionally one kind of recessive benefit, it does not look like the direct benefit table as straightforward and quantified show, but it will give enterprise to bring the indirect, exerts a subtle influence on. For example, by implementing ERP system changes enterprise of traditional manual management as the mode of management and business process, change enterprise management idea and enterprise culture, make broad management personnel from heavy manual labor liberated the and so on. These changes usually called the indirect benefits, or called social benefits. These benefits, though can be traced directly with digital, but they to the enterprise management level of ascension in production and management, the improvement and to the future development of the enterprise will have significant influence. Therefore, in implementing ERP system analysis brings to the enterprise economic benefit of hou, should not be ignored indirect benefit to the enterprise impact, more should guide the efficiency.

ERP system to realize the enterprise integrated management

The traditional manual processing is the enterprise management mode of information processing way in backwardness. In the information acquisition, processing and transmission, storage, etc were slow, storage capacity, and little information processing quality not guarantee. In manual management mode of enterprise, because information communication is difficult, the departments of information collection and treatment in their own departments can only be stored in (to paper document mainly way), and even in the drawer of personal or mind, make the production and operation of enterprises management information become department or individual private private, not to realize information sharing. This kind of information "private" state, make each department formed a "information island".

In this case, if a department or someone need to understand and use another department (or a person) some information is very difficult, this information should pass complex flow path and complex examination and approval procedures, by a level to another level, by a department to another department to "document travel", such slow speed of information transmission, and in the long relay in inevitably occur distortion, reduce the management and decision-making level.

After the introduction of ERP system, through the computer databases and network system, to form the enterprise internal and external information the integration platform. Make the enterprise management enterprises to realize the sharing of data, have broken the traditional enterprise information isolation and information island state. That information to gain the maintenance of the unification of, and make the data and information to get, accurate, dynamically updated. ERP system is an integrated system, it in two levels completed integration: information levels, and function levels. Information integration is a foundation, namely ERP system is in the information integration based on the function of the complete integration. ERP system integration reflects in the following aspects:

(1) the ERP system to realize the integration of the longitudinal enterprise.

Many large enterprise organization is very complex, especially large enterprise group company organization of various levels FenBuMian wide, from the group company general manager to the factory workshop should pass 4 ~ 5 levels, or even more. In manual management environment, because the information transmission way backward, slowly, so senior leaders to understand basic department operation and collect relevant information is very difficult, and seriously affected the enterprise management and decision-making level. ERP system application support the large group enterprise distributed institutions of the style of management. ERP system to realize the company headquarters and branches, and branches of real-time, dynamic between information exchange, make a group within the sales, production, purchase, storage, finance and other information to get transfer. Through the computer and network system can make the department's operation information quickly passed to a senior department, so as to break the traditional management environment of time and space of bottleneck, greatly improving the enterprise management and decision-making level.

(2) ERP system to realize the integration of the enterprise horizontal.

Traditional enterprise according to the division of functions and divided organization, the functional departments formed a interest groups, each department of the respective boundary that make the enterprise production and management the connections between the links. Department of their only each position superior, is responsible for their respective to finish their work, seldom attend to the needs of to other department and influence. That should have been linked to the business process apart, other departments need information, need to be approved by layers of examination and approval, after a long process to spread to the requester hands. If a job involves several departments, will produce the phenomenon of mutual dispute over trifles, when interest conflict, various departments often have the overall interests of the enterprise put to one side, and just his own interests. This "warlord regimes" state, the serious influence on the enterprise quick response ability, in the fierce market competition the loss of advantage.

ERP system is based on business process management as the core of the management information system. ERP system will be the company's core business divisions into several independent and related business process, they formed the enterprise Lord value chain, support the enterprise's operation. With flow as the core of management thought, overcome traditional enterprise that is functional department division of the phenomenon, will the production and operation of enterprises each link, such as sales, production, procurement, finance and other even form an organic whole. Make the production and operation of enterprises business operation more fluent, speeding up the business processing activities of the reaction speed, in the fierce market competition has sorrow potential.

(3) ERP system to realize the integration of the enterprise supply chain.

ERP system support supply chain management, through the computer and network system will be the core enterprise and enterprise partner business connected. The computer and network technology replaced the enterprise in and partners in the use of traditional communication communication tools, such as the telephone, cable, telex etc, it greatly improve the efficiency and quality of the communication. The core enterprise's upstream of the market is sales partners, including distributors, agents, wholesalers, retailers and the final clients, etc. They bring sales market for the enterprise and customer information, is the enterprise production and management of basis. Enterprise in order to satisfy our customer order, in the production of the need when the outsourcing of raw materials, auxiliary materials, spare parts, and outsourcing parts, etc. The core enterprise to take these materials demand planning of information to the upstream supply market partners, such as enterprise suppliers, and receive the supply of suppliers, formed the integration of the supply chain system.

(4) ERP system, enterprise's four flow of integration.

The so-called four flow is to point to: logistics, cash flow, information flow and workflow. In a manual management of the business enterprise of the four flow is separate, such as pipe of the department that whatever money, inventory parameter just remembered material quantity don't record amount. Accounting information are always behind the material, the change of financial always settle accounts afterwards, so funds do not rise to the regulation effects of production and operation of enterprises. Manual management information flow is broken, mutilated, for enterprise management and decision making great difficulties. In the use of the ERP system will be greatly improved the situation, ERP system to make logistics and information integration system, logistics movement of each state, of the corresponding capital movement, logistics and cash flow are synchronous, tight integration. Sales of the products after sales income management through the accounts receivable management module and financial general ledger relationships; After purchasing material should be the payment management through the accounts payable management module and financial general ledger relationships; Delivery receipt after acceptance by material accounting management module take stock of maintenance financial general ledger subjects; Occurred in the production process of the cost through the cost management module, and with stock, financial, workshop management module, relating calculation of all kinds of the components and products manufacturing cost. So that through the financial indicators can fully reflect the dynamic logistics and enterprise production and management of the situation. Logistics and cash flow is the flow of information carrier, when logistics and cash flow and integrated to open up, attached it above the door information flow nature also clear and integrated. ERP system is a man-machine combination, interaction system, ERP system operation inseparable from the people's participation. Therefore, ERP and OA system combined with enterprise management personnel will be through workflow closely and ERP software and system integration.

ERP systems to improve the enterprise capability

With the rapid development of social economy, the market competition of the law has also undergone a fundamental change, from the past products "in short supply" development to now "demand". The past enterprise as long as there is a good product, become "the emperor's daughter not sorrow to marry", production of products not afraid don't sell. Therefore, the production and operation of enterprises is with "products as the center", the products "push" to the market. Today's market competition becomes increasingly fierce, because the product supply exceeds demand, the customer in to buy the product of hou have more choices, except products performance, quality, price factors beyond, the customer choice when the products in a more personalized needs, and the date of delivery, after-sales service and so on more demanding. The competition between enterprises in the race for the customer the evolution. The needs of the customers become the market orientation, the management of the enterprise policy from "with products as the center" into "take the customer as the center", by the market and the demand of customer "pull" moving enterprises. This kind of the business strategies by "push" into "pull" and changes of enterprise's response ability and strain capacity, put forward higher request. Due to the requirements of customer personalized tendency, make the product of the increasing number of designs and varieties, and the client purchase the lead time shrink and delivery date is shrinking. The market environment change, in order to survive, the enterprise must be thoroughly change the traditional management mode, the reorganization of the enterprise business process, USES the advanced management tool-the computer and network technology, introduces the advanced management application software ERP etc. Enterprise information operation mechanism change, use modern management idea, pattern and method. Make the enterprise and fast for market information and the needs of customers, enterprise management system management system can quickly according to the needs of the customers and market forecasts, develop the enterprise production plan and purchasing plan, organize production and fast procurement activities. Only by establishing up such rapid response and high efficient management system, to the fierce market competition to survive and develop.

ERP in material management have been benefits

Manufacturing enterprise application after ERP system, strengthening of the material management, make the material of this important manufacturing resources are optimized management. Through the strengthening of the material plan management, and to maintain the enterprise production running smoothly, under the premise of try to reduce the material consumption and inventory, so as to reduce enterprise use on material side capital to take up. According to the statistics, the success with ERP manufacturing enterprise can be made to reduce the stock 20 to 30% of the direct economic benefits. Analyzes the main reasons are the following respects.

(1) the ERP system realize the inventory of dynamic management information.

Apply ERP system completely changed by way of craft records of ledger inventory status, the system established including raw materials, auxiliary materials, spare parts, products, semi-finished products and other enterprise all materials of electronic inventory parameter. For enterprise management personnel to provide fast, accurate, convenient stock inquiry function, and offers a variety of inventory analysis functions, such as: ABC analysis, high and low storage reservoir analysis, and validity of the backlog analysis, capital takes up analysis, order point points, analyse and lack of a complete analysis, etc. Make the enterprise inventory information more timely and dynamic, stock situation more transparent, and at the same time in the whole enterprise to realization of inventory data sharing. Enterprise the managers of all departments, as long as need can at any time to want to search queries, the latest inventory dynamic data. Change the manual management that supplies numerous earned state, can in time inquires if any inventory need material and fully exploit the potential of the enterprise inventory, reduce duplication production and purchasing, make the stock material can be fully used. And at the same time through various stock analysis function, and may, according to the state of the change of the inventory automatically monitor and report to the police. Such as high and low reservoir in inventory exceeds the maximum control alarm level or below safety KuCunShui usually can be issued a warning signal, remind management personnel for processing, will maintain a reasonable inventory levels. And as the backlog and the validity of the inventory analysis can monitor the stock material is more than the period of validity of the preservation, inform the inventory management personnel to deal with the stock material so as to avoid the loss. In short, ERP system through to the stock dynamic and digital management, greatly improving the inventory management level, a change to the manual management enterprise material not pure chaos state, the stock supplies get the reasonable use, improve the economic efficiency of enterprises.

(2) ERP system to strengthen the material management planning.

To improve the enterprise material the effective utilization of resources, there is only a digital, dynamic inventory management means or not enough, that is to improve the material management planning. ERP system according to the different needs of enterprise of type puts forward corresponding materials demand planning model. As we all know, manufacturing enterprise in there are usually two needs: independent requirements and related requirements. The so-called independent requirements are those with the enterprise production of the final product quantity of no direct relationship between material requirements, such as equipment for maintenance spare parts, general tools, low-valued consumables, take-away product spare parts, etc. In the ERP system of this kind of material is through the order of demand collocation the demand plan, supervise and control the inventory in the reasonable inventory levels to ensure enterprise production running smoothly. And in the enterprise with a large another demand, namely related requirements. The so-called related demand means and enterprise production of the final product quantity of materials have a direct relationship, such as direct form of spare parts, raw materials, products, packing materials and have a clear the accessories, and other material consumption quota. This kind of material in the ERP system is also called BOM type materials (BOM, material list), they are part of the products, have a clear material consumption quota (or each machine number), such as a car with an engine, have four wheels, etc, the material of demand for the product out through yield is accurately calculated. Prepare the material requirements planning, in the ERP system using MRP (material requirements planning) model. According to the production plan MRP products production, product structure of the data (BOM), inventory data calculates the net requirements of material, as production plan and prepare purchase plan the basis. In this way, make this kind of material can be in strict plan under control, ERP system to strengthen the management of material plan provides convenient, quick, effective management tool, reduce the material management of production and blind purchasing the blind phenomenon, greatly improving the enterprise economic benefits.

(3) ERP system will reduce the workshop in products to take up.

Manufacturing enterprise workshop in products is the traditional management mode of the backlog of "some" problems, especially in many kinds of small batch production type of discrete manufacturing enterprise, because the product variety play in the same side workshop, in the backlog of workshop in products is out of control in the state. Because a lot of backlog in products, will take up a lot of liquidity, causing higher production costs, reduce the economic efficiency of enterprises. ERP system provides the scientific and advanced production plan management model, which can effectively solve the problem in products take up.

For many kinds of small batch production enterprise for, manufacturing enterprise to develop production plan of hou, the traditional manual management often sets the products issued the workshop production planning mode (such as accumulative total Numbers method), in the planning period (such as month) will each workshop production of various parts should be product, no matter the parts processing the lead time length, various parts of the investment issued a quantity and time. Such processing cycle time is long parts feed right, but processing cycle short parts in advance because material, it will cause a lot of raw materials, semi-finished products backlog.

In the ERP system, to many kinds of small batch production types of enterprise, prepare production operation plan using MRP (material requirements planning) model. According to the production plan MRP are products of the production task, and based on product material structure list (BOM) and inventory data, calculates the manufacturing these products of various components needed to raw materials and the net requirements; At the same time, according to every spare parts, raw materials, production and purchasing the lead time from the planned completion date began the process route directions, pushed forward the accurate calculation them out in time. This approach to planning, thoroughly changed the traditional manual management using that kind of product as object, with products sets based on the lead time planning mode, effectively reduce workshop in the occupation of the products (as shown). This kind of product sets the lead time control into the lead time by zero control plan mode of change, is the assembling discrete manufacturing production management on a revolution.

From the graph shows, input line 1 is the traditional sets of raw materials for the products plan into line. In this planning mode, in all kinds of spare parts, raw materials, production the lead time length, all in the beginning of investment plan. In this plan mode, workshop on the products and the occupation of the equal to the entire picture rectangular area. Input line 2 is by part of the plan in advance control mode of raw materials MRP into line, in this kind of planning mode of all the parts and material input time is according to the parts of the lead time calculated out of production, the lead time long early investment, the lead time short late investment. So, workshop in the occupation of the products is equal to the upper part of the centre-right graph triangle area, and lower left blank triangle area of the backlog in products represent to eliminate.

For a large water production types of enterprise, because this type of production capacity was heavy in general, and the material throughput is very big, so the backlog in products more serious. In the ERP system, this kind of production type enterprise production work plan recommended JIT plan model. JIT, known as "just-in-time production" mode, it comes from Toyota company adopted a "kanban" management methods. This method is the basic idea of customer demand production, in the enterprise of the workshop production after the order is followed in the demand of the principle of the preface to production. Generally speaking, only when the HouShangDao sequence need after when process to put into production. JIT planning mode is to pursue the goal of "zero inventory" and "zero in the system", that is to take up in the process of material is minimized.

ERP system to provide effective supervision and capital control.

ERP system of enterprise logistics and cash flow effectively integrated control, to make logistics of each activity in time for funds to reflect the changes. For example, sales department will products are sold to customers after, ERP system will automatically according to the corresponding information of accounts receivable information, and associated with financial general ledger. In another example, the purchasing department from suppliers in the materials after the arrival of the purchase, ERP system will automatically generate accounts payable information, and associated with general ledger. Also, such as inventory dynamic, fixed assets, personnel salary, workshop production parts or when the product cost (cost of raw materials, GongShiFei, manufacturing costs, etc) changes can dynamically reflect the dynamic changes of the information for accounting. Such financial and capital became control an enterprise to manufacture management activity economic levers. And ERP system combined budget mechanism, the financial system can effectively supervision departments in the use of funds, and in ChaoXianE cost when giving the alarm.

ERP system also set up perfect cost accounting and cost analysis function, in view of the different production provide different types of cost factors and accounting methods of the set. ERP system may at any time collection and record every product production enterprises in the manufacturing process of all kinds of manufacturing expenses happened (cost of raw materials and artificial cost and other manufacturing costs), and calculates the various products (or semi-finished products) actual cost. ERP system can also will the actual cost and standard cost, cost, plan cost the same period the analysis of this issue to find out the reasons of the fluctuation of the actual costs, so as to effectively control. So as to reduce the cost and improve the efficiency. According to some statistics, successful application ERP system can make the enterprise to reduce costs by 5% ~ 12%.

ERP systems to improve the assembly level and on time delivery.

In discrete manufacturing production process workshop management is the most difficult thing, this is because the product is the whole process of production assembly last stage, before production in several stages (workshops) produce problems arising in the course of accumulate in the assembly stage and have serious effects. For example, in front of the parts of the leak happened working procedure quality problem, often in assembly stage exposed; And as the workshop front not time completion of the production tasks according to plan, that this workshop production of adjusting parts delivery, will inevitably affect the final assembling; The raw materials procurement related and for some reason not punctual, will also affect on assembly etc. These problems together can severely affect parts before assembly's set of problems. Because of the variety of products and components number, in the traditional manual management, check the parts together and lack of parts of problem is very difficult, so will severely affect workshop punctual, reduce the customer service level.

ERP system effectively improve the process of the assembly together set of problems. ERP system in two each level strengthening of the parts of the complete management, first ERP system in the planning level through the MRP plan arranged strictly the product all parts of input and output time and its quantity, if workshop accident can not strictly implement the plan to ensure parts delivery on schedule. Second, ERP system in inventory management module provides all set and lack of parts function analysis, before assembly of spare parts stock ahead of whole and lack of parts analysis, timely warning, and print periods of a table, that lack of parts get beforehand control problem, take effective measures, to ensure the normal production. According to statistics, ERP system can make the assembling workshops productivity carry 20% ~ 40%, and improve the delivery schedule of 35% ~ 55%.

ERP system implementation of enterprise management is a rectification process.

As a kind of advanced enterprise management mode must be based on ERP system-a good management environment and basis, to effectively play its proper role. ERP application to the enterprise is the original management mode and business process a reform and innovation. ERP system implementation in the process, must provide for the process with ERP template, to the enterprise based on the traditional manual management of the existing business process restructuring; The current organization and function Settings make necessary changes; To formulate and ERP management mode to adapt the new management rules and regulations, the performance appraisal system and incentive mechanism; Gearing and supplement each management basic data, such as the norm, period of standard etc. For the success of the ERP system running lay a good foundation.

ERP system applications of enterprise management personnel from heavy repeatability of manual labor liberate, so they can have time to learn new knowledge, and improve enterprise management personnel's quality, so that they can be engaged in the higher level of management activities, which essentially improve the management level of enterprises.