About three years ago (2008, "<Blue Chester Strategy in China>" (Shenzong

Nan, Zhang Jinghong book, Shih Hsin University Press Publication: ISBN 978-
957-8462-71-7 co-author of a book on Mr. Shen Zongnan , the joint efforts of
Mr. Zhang Jinghong into publishing, public. three years active pArt two of the
vast social practice and verify the theory in practice, in practice rich theory, in
practice, correction theory. The three The main focus of Marketing modules and
practical modules, field sales, has made some achievements. However, "<Blue
Chester Strategy in China>" was Written In addition to Marketing strategies and
tactics, sales techniques and tactics, another focus is retail applications.
Therefore, the co-author of After careful consideration, decided to stArt on the
retail store management and warehouse management module to stArt a series
of studies in order to initiate the reader want to help. First, specific cases The
summer of 2010, a large building materials Agents A Group (main agent in
Japan and the United States TOTO products I find Moen products, to storage
management problems in diagnosis. The Group's Warehouse Management A
major problem in:

(01 people management issues. A collective repository of personnel preparation

in three types: transport personnel, the driver (the warehouse have their own
several cars and their own delivery classes, the accounts of the financial staff in
the warehouse. People's problems mainly in the warehouse can not display the
competent management authority, met stocktaking, goods transfer things, all
are not willing to do, go back. delivery drivers are not enthusiastic, often
sloppy, and sometimes forget to take out car driving permit and driver's license,
often detained vehicles, etc., accounts staff better able to properly maintain.

(02 stocks Yahuo problem. Inventory of goods turnover is slow, the market
needs is always close out the warehouse sales, warehouse backlog of product
type, sales of many products, target rate of less than 30%, resulting in tens of
millions in cash inventory.

(03 stocktaking problem. Mainly in the stocktaking is always allowed, can not do
static stocktaking.
Meanwhile, A group of retail store management in the performance of the main
issues as follows:

(01 stores a lack of promotional support staff, work on the aircraft, died a
month salary, so that we can do a good of a kind;

(02 stores not display long-term Health treatment, the direct impact of
customer to the store Experience and feelings;

(03 stores in the old employees who refused to accept the new manager, there
will be a strong military power bullying situation

The warehouse management is the A group and terminal management

in retail stores and the main phenomena of the main problems.

Second, the analysis and solution

After extensive Research materials and Information analysis, Research

concluded that people should start from, start from the people of the
examination. The specific policy is to establish the system of performance
appraisal system, warehouse management and store management performance
appraisal system. Taking into account the functions of the warehouse is a class
department store is the business class sector, carried out the policy and system
design are:

First, on the warehouse management personnel performance appraisal system.

First, the basic wage level to solve the problem, so that the balance of
management of the basic wage. Second examination conducted by level to
determine the level of employees (handling and set up 100 yuan per month
pilot the performance incentive, head of the class set up 200 yuan per month
performance incentive, the monthly storage charge of setting up 300 per class
performance incentives, the implementation of monthly assessment rate. to the
staff level, for example, examination scores 80 points, prize money is 80
months , assessment score of 90 points, the monthly bonus is 90. The key to
system design criteria in the scoring, it should be specifically quantified,
according to the actual situation of the Group A, staff levels, mainly from
Germany (20%, energy (60% ground (10%, integrated (10% rate of four
specific aspects. In Germany, the 20% of the weight of the main assessment of
staff attendance, attendance etc., how, how many points deduction on leave
several times, all the quantitative management and scoring objective and fair,
does not exist and the people who offend or twist. in terms of energy, 60% of
the weight of the main examination to find the goods handling capacity of
personnel, handling capacity, safety and security of cargo capacity, inventory
capacity and with the delivery of goods cargo capacity, quantitative data are,
for example to find the goods, within 5 minutes to find a single piece etc., how
to complete the 5-10 minutes to complete the number of points, very specific,
and operations. diligence aspects of the management of mainly late and leave
early , the number of points deducted for being late, very specific. General Staff
is assessing the main aspects of the management of their words and deeds and
the ability of group Development proposals.

Second, on the end retail stores staff performance appraisal system. Stores the
business sector, so the weight of assessment, 60% of performance results, 40%
.60% during the performance of operating results are specific numbers, month
plan targets how much, how many actually completed, all the specific numbers,
addition, subtraction, at a glance .40% of the operations process management,
including the attitude towards customers, stores and Health management,
coordination management, marketing, and customer ability to persuade
management, are specific operational criteria.

Third, feedback on

the implementation of the solution

Solution implementation in less than a month, warehouses and stores like

personnel who suddenly changed, the management center operations,
purchasing and so reflects the attitude that a lot of warehouse stores, and often
say thank you, not fiercely . and said to find the goods very quickly, unlike the
last hour did not reflect. I visited the warehouse stores personnel, these officers
reflect that fact, we care about, not just a hundred dollars in prize money, care
about is a species management environment fair, just and open. The new
system not the person, active and will reward, there have been a fine will be
able to clearly guide the employees what to do, should do, what awards, what
penalties, employee behavior is guidance. Since then, the stocktaking Ye Hao,
Ministry of Finance and Management Center with Ye Hao, both on the stage,
sharing the prize taken within store the basic program, also played a good role.
In short, implementation of the program a success.

IV Implications

A revelation: the business sector to establish clear goals and results-oriented

management framework, on the functional assessment can be quantified to
establish standards of conduct or outcome of the core KPI standards. In short,
the energy of the examination results on the examination results, examination
results can not act on the assessment. assessment of business unit sales
performance results may be how many million, the assessment of functional
departments may find a number of minutes to complete the items on the front
may be a telephone assessment was followed by several more chess for the
right and so on. goal setting, in addition to meet the SMART principle, there is a
core point, that is propaganda in place, with the most simple words, to do that
thoroughly.

Revelation II: all management methods and tools, systems and processes, end
up concentrated in the person's thinking and behavior. In terms of people's
thinking, the construction of corporate Culture and values is important, the
easiest way is to paste posters, to be concise one to understand, can play
publicity. In the management of human behavior, the specific KPI assessment
criteria must be specific to each employee to set operational level, not bold
aesthetic.
Revelation Three: time to strengthen communication principles. In the
implementation of previous Research to communication, to communicate
debugging implementation, implementation of the deviation to communicate. In
short, the importance of communication, without saying here that points out the
importance of specific do not go into details.

V. Summary

In this paper, the specific operation of the actual case of sharing, from
discovery and analyze problems, propose solutions, implement solutions,
evaluate the effect of such sum problem solving steps, focusing on retail store
management and analysis of specific issues in warehouse management and
their solutions, in the hope of the readers can help. At the same time, this is
<<Blue Chester Strategy in China>> retail chapter in the book more
systematic research carried out by

the beginning of the series will be concluded after another results, and readers
share.
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