TABLE OF CONTENT
6. Alternative solutions 41
7. Change plan design 50
8. Conclusion 52
9. Supporting Information 54
10. Appendix 61
11. Reference 62
List of Abbreviations
Executive Summary
1. Introduction
1.1 Company Background
Five types of dealers:
1.2 Problem finding process
2. Symptoms
2.1 Consolidated operating income (C.O.I) decrease
2.2 The immense situation of price dumping of WM products
2.3 The high rate of dealer’s complaint in WM price in the same distribution channel
3. Problem analysis
3.1 Problem identification
3.1.1 Initial cause and effect map
3.1.2 Potential problems
3.1.2.2 rowth requirement
3.1.2.3 ompetitive Market
3.1.2.4 eak Marketing Strategy for WM
3.1.3 Updated cause and effect map
3.1.4 Updated possible problems
3.1.4.1 Lack of price management
3.1.4.1 High Growth Requirement
3.1.4.3 .3 Competitive Market
3.1.4.4 eak Marketing Strategy for WM
3.2 Problem Validation
4. Problem justification
4.1 Main problem definition
4.2. Problem existence
4.3 Problem importance (consequences)
5. Cause analysis
5.1 Potential causes
5.1.1 Delegating pricing decision
5.1.1.2 Flexible sales promotion, trade-off sales volume and price discounting
5.1.2 Dynamic price promotion
5.1.2.2 Price fluctuation
5.1.3 Lack of price management process and procedure
5.1.3.2 Lack of price management process and procedure
5.2 Causes validation
6. Alternative solutions
6.1 Alternative solution 1: Redesign the process
Phase 1: Planning
Phase 2: Execution
Phase 3: Analysis
6.2 Alternative solution 2: Keep the organization to implement process
Cost
Benefits
6.3 Alternative solution 3: Re-organization structure and establishing Price Team to implement process
Cost
Benefits:
6.4 Solution Justification
7. Change plan design
7.2 Targeted outcomes
7.3 Action plan implementation
8. Conclusion
SUPPORTING INFORMATION
Transcript
Appendix