直销企业信息化管理解决方案
Solution for Informational Management of Direct Marketing Corporation
一．企业概述Corporation Profile
直销企业客户的业务拓展及企业壮大离不开直销以及分销网络、客户服务及产品等几大要素。企业庞大的直销商业绩结算和企业复杂的物流链是企业的两大核心部分。
The development of customer operation of Direct Marketing corporations cannot be separated with several elements as Direct Marketing and agency network, customer service, products, etc. The great direct distributor achievement accounts settlement and complicated logistics chain are two cores of a corporation.
为了保持较高的利润率和市场的最大化，在不断扩大直销商队伍及分销商的同时，企业客户常面临着以下一系列人员管理及业务操作的问题：
To keep a high profit margin and a biggest market, at the same time as constantly enlarge the Direct Marketing and agency team, customers always face the following problems:
A. 奖金制度结算数据庞大，造成结算时间过长；奖金结算条款复杂，造成结算结果不准确；Bonus settlement is too large, which results in a too long accounts settlement time; bonus items are too complicated, which results in an incorrect accounts settlement result;
B. 财务部门不能及时确认到款情况，造成仓库不能及时发货；Finance department cannot validate incoming fund in time, which makes warehouse cannot issue goods in time;
C. 因市场庞大，物流链相对复杂，公司不能全面掌握产品流通信息；Because the market is too large, the logistics chain is too complicated, the company cannot totally master the products circulation information;
D. 直销商及分销商不能第一时间了解新上市产品，市场销售量下降；Direct distributors and agencies cannot get known to new products coming into market in the first time, sales be reduced;
E. 企业文化没办法传播，直销商和分销商宣传介绍公司时口径难以统一，损害公司整体形象；Company culture cannot be spread, direct distributors and agencies cannot identify their propagandizing for the company, which bring negative effect to company;
F. 直销商及分销商分布区域广，难以进行一对一管理和服务；企业快速发展，难以全面了解掌握直销团队信息；Direct distributors and agencies are broadly diffused, and it’s difficult to have one-to-one control and service for them; corporation develops fast, it’s difficult to get the whole direct distributors’ information;
G. 对于客户、分销商及直销商的各种投诉，不能够全面及时的处理；Complains from customers, agencies, and direct distributors cannot be totally solved in time;
H. 直销商及分销商不懂计算机或没有访问互联网时间，难以查询自身或公司相应信息。Distributors and agencies cannot operate computer or have no time visiting Internet, which makes them difficult to check relevant information about themselves or the company.
I. ……
由于以上种种问题，企业将不可避免失去直销商、分销商及产品市场的危险，因此所带来的严重亏损会使企业客户的巨大投资付之东流。直销企业客户想在同行竞争中脱颖而出，最有效的方法就是实施企业信息化管理。
Due to all the reasons hereinbefore, corporation cannot avoid the risk of losing direct distributors, agencies and market, the impact of which will make customers’ large investment go down the tubes. If direct distributors want to stand out above all competitors, the most effective way is to carry out CRM.
二．方案概要 Project Profile
直销企 业信息化管理是一个较为复杂的实施方案，比起一般传统营销企业的信息化实施，直销企业信息化管理因为该行业专有的特点，业务流程、物流链以及财务结算更为 复杂。Direct Marketing Informational Management is a more complicated project, compared to traditional marketing corporation’s information implementation, Direct Marketing Informational Management is more complicated for it’s special feature, operation flow, logistics chain, and financial accounts settlement.直销企业信息化管理项目的实施，将触及到整个企业中的多个职能部门。项目的成功实施涉及到人、业务、流程与技术等各个方面。The implementation of Direct Marketing Informational Management project will touch many departments of a corporation. The successful implementation of the project comes down to human, operation, flow, technology, etc..客友软件熟悉直销行业的业务流程与管理，资深直销顾问团根据自身在美国多年来的直销管理经验结合客友软件在企业管理项目的实施经验，能够帮助直 销企业客户完成与营销流程，物流流程，业务，服务，结算等和公司人员、分销商、直销商相关的各项管理任务。该项目的主要实施内容如下：Keyou is familiar with operation flow and management of Direct Marketing industry, it’s senior Direct Marketing adviser team, according to their many years’ Direct Marketing managing experience in USA, combined with implementation experience for corporation projects, can help Direct Marketing customers finish all managing tasks as marketing flow, logistics flow, operation, service, accounts settlement etc. relevant to company staff, agencies, direct distributors.
企业电子商务门户网站 Corporation Electro-Business Gateway Website；
企业文化传播、对外宣传以及电子商务的平台。根据企业的实际需求对企业信息、企业文化、产品信息，企业动态，对外交流等等，以及网上商城在线贸易进行管理。
Platform for company culture spread, publicizing, and electro-business. According to company requirement, it manages company information, company culture, products information, company trends, external communication, etc, and online shop.
企业总部管理系统 HQ Management System；
根据企业业务操作和营销流程，对市场开拓、报单、订货、发货、退货、服务、结算等与直销商、分销商及客户之间的关系进行综合管理，对仓存进行有效的控制和预警。
According to operation handling and marketing flow, take integrated managing of the relationship of direct distributors, agencies, customers, on market development, entry, goods ordering, goods shipment, goods return, service, accounts settlement, etc., and take effective control and warning for warehouse inventory.
奖金结算系统 Bonus Settlement System；
以企业的奖金制度为模型，对奖金结算进行管理，同时根据企业的业务制度，按时准确的自动计算奖金业绩。
Take the company’s bonus system as a model, manage the bonus settlement, meanwhile, automatically calculate the bonus exactly and on time according to company’s regulations.
直销商管理系统 Direct Distributors Management System；
直销商独立的管理平台，方便直销商随时随地进行在线报单，订货，业绩查询，同时进行团队结构及团队人员管理。
It’s an independent managing platform for direct distributors, which makes direct distributors convenient to operate online offer, booking, and achievement checking at any time any where, meanwhile, it also manage the team structure and members.
分销商管理系统 Agencies Management System；
按企业营销模式及物流流程，对公司与分销商，分销商与直销商之间的发货，订货，退货，货款结算等，以及分销商仓存进行直接操作与管理。
According to marketing model and logistics flow, it directly control shipment, ordering, return, accounts settlement, etc., between company and agencies, agencies and direct distributors, and directly control the warehouse inventory of agencies.
手机短信智能系统 Smart Short Message System；
结合企业管理系统，对与直销商、分销商、客户及公司人员等相关的结算确认，结算通知、服务沟通、各项业务确认等自动或手动的短讯群发，对各类资料信息的手机查询接收及查询结果的自动回复。
Combined with company managing system, sent manually or automatically mobile phone short messages about account settlement confirmation, account settlement informing, service, communication, all operation confirmation, and automatically reply all inquiring.
该解决方案根据直销企业客户的规模，可以进行整体化实施，也可以分步实施各子系统，客友软件将按企业客户的需求量身制订细化的实施方案。
This solution can execute sub-systems synthetically or separately according to the size of direct distributors. Keyou will customize detailed solutions according to different requirement for different customers.
三．服务内容 Services：
第一阶段：信息化管理实施评估：
Step 1: Evaluation of informational management
客 友软件的直销业务顾问将同客户负责信息化项目的高层领导进行沟通交流，对当前直销行业的现状、发展趋向、客户将要实现的信息化目标等进行讨论。按客户的实 施目标将会涉及到客服，市场以及物流等部门的有关人员。客友软件将评估客户现状下的业务模式，当前客户的市场、销售、服务和物流的操作流程。
Direct Marketing advisor of Keyou will communicate with high level leaders of customers who are in charge of informational projects, and discuss about current Direct Marketing field status, developing tendency, and customers object of their informational project. According to customers’ objects, it will come down to relevant staff in customer service, marketing, and logistics departments. Keyou will evaluate operation model under the customer’s current status, current operation flow of market, sale, service, and logistics.
第二阶段：实施方案的确立：
Step 2: Establishing the solution
客友软件系统架构师将对客户需求方案进行分析，从应用、数据、安全和技术等角度进行技术基础架构以及数据库设计的讨论。该阶段将和客户一起探讨以下内容：
Keyou architects will analyze the customer’s required project, and discuss about basic technical architecture and database design from the aspect of applying, data, security, and technology. In this period, the following views will be discussed with customers:
A．系统的业务、物流、财务结算视图，System operation, logistics, accounts settlement view,
B．系统的功能视图，System function view,
C．系统的技术视图，System technical view,
D．系统的实施部署视图，System implementation and deploying view,
E．系统关键功能描述以及细分实施规划。System key function description and detailed execution regulations.
客友软件和客户在讨论过程中确立实施方案，在这一过程后，客友软件将形成一份“系统实施建议报告”给客户。
Keyou will establish the solutions during discussing with customers, and after it, Keyou will make a “System Implementation Suggestion Report” for customer.
第三阶段：项目开发和实施部署：
Step 3: Project Development and Deploying
客友软件将根据客户确认的实施建议报告以及实施规划进行系统设计，功能开发和系统测试，测试后阶段，客友软件提供测试版本给客户进行试运行，系统通行客户试运行测试后，客友软件同客户一起对系统流程及功能操作等进行验收。
Keyou will design system, deploy functions, and test the system according to the System Implementation Suggestion Report confirmed by customer and its’ execution regulations. In later stage of the test, Keyou will provide customer with testing mode for test operation, and after the test operation, Keyou will inspect with customer the system flow and function.
第四阶段：系统培训和技术支持：
Step 4: System training and technical support:
客友软件的培训师将对客户各部门用户以及客户技术人员会对系统功能流程，使用操作，系统技术问题等进行课程讲解；并全程对当前系统提供全方位的技术支持。
Training masters in Keyou will offer courses to each department user and technicians of customer about system function flow, operating manual, technical issues, etc., and will offer all-sided support to the current system.
四．客户受益 Customer Benefit：
直销客户成功实施直销企业信息化管理方案后，通过信息化技术 结合手机短信技术，提高了业务处理流程以及奖金结算的自动化程度，提高员工工作效率和工作能力，降低人员成本；实现直销商和分销商与企业自动沟通能力，有 效减少企业员工，企业与直销商及分销商的沟通需求，使企业能够更加高效的运转。After successfully implement the Informational Managing Solution, by informational technology and mobile phone short message technology, automation of operation flow and bonus settlement are advanced, staff working efficiency and ability are advanced, HR cost is reduced; auto communication between direct distributors and agencies is achieved, communication requirement among staff, company, direct distributors, and agencies is effectively reduced, the company is running in higher efficiency. 实现企业与分销商，企业与直销商，分销商与直销商之间相关的信息及时共享；加强分销商深度分销的管理和控制，直面了解直销商对单渠道销售及销售团队的掌控 能力。Timely information share between company and agencies, company and direct distributors, agencies and direct distributors; strengthen control of the deep reselling for agencies, directly get to know direct distributor’s handling ability of single channel selling and team selling.电子商务更好的缩短贸易过程和时间，降低商务运作成本；扩大企业市场范围，实现无界限区域营销，及时把握市场机会，先人一步占领更大的市 场份额。Electro-business shorten trading process and time, reduce operation cost; enlarge market, execute non area limited marketing, grasp market chance in time, occupy bigger market quotient in front of competitors. 改善企业与分销商及直销商三者之间的物流链，优化业务流程中的产品数量的控制和警示，有效控制产品库存最小化；提高服务力度，留住直销和分销资源，从而达 到扩展竞争优势，实现市场、时间及效益三方面共同倍增的目的。Improve the logistics chain among company, agencies, and direct distributors, optimize products amount control and warning of operation flow, effectively control storage minimization; improve service power, retain selling and reselling resource, so that to achieve the object of enlarge competition advantage, together increasing of market, time, and benefit.