2015 marketing summary

Marketing summary

I. 20** Year marketing work review

In 20**, under the correct leadership of the company's party committee, the broad masses of cadres and workers on the marketing front, creatively carried out various marketing activities around the overall goal of "12345", overcoming the contradiction between supply and demand, and the unsuccessful factors such as the suspension of production of Bailian Aluminum Factory. Working hard, fighting hard, and achieving fruitful results in asset management, we achieved the annual marketing goal of “Three Guarantees, Three Realizations, and Three Promotions”, and made new contributions to improving economic efficiency and enterprise development!

Main indicators completed:

——The sales of electricity has reached 33.325 million KWH, which is 4.1% higher than the annual plan. If the factor of Bailian Aluminum Factory is removed, it will be 18.2%.

——The average price of electricity sold was 386.33 yuan/KKWH, which was 13.87 yuan/KKWH higher than the annual plan of 372.46 yuan/KKWH.

-- The sales of electricity sold was 145.55 million yuan.

——The electricity rate recovery rate of the year was 100%, and the electricity bill was recovered by 974,000 yuan, and the recovery rate was 20.7%.

——The line loss rate was 7.54%, which was 0.01% lower than the city company’s plan.

——The business census was 156,807 households, 383.8 million 174 cases, 171 cases of default electricity consumption, 1.07 million KWH of electricity was charged, and the electricity fee for breach of contract was 370,000 yuan, the reasonable increase was 954,000 yuan, and the super plan was completed by 204,000 yuan.

- Promote 1 electric boiler with a capacity of 270KW.

In the past year, we have focused on the following tasks:

1. Strengthen the management of power demand side, and the sales volume is growing steadily.

In response to the suspension of the Bailian Aluminum Plant and the tight supply situation at the beginning of the year, the company has established a large marketing concept and always regards the development of the electricity market as a global leading work. By strengthening demand side management, grasping the peak season of electricity consumption, grasping the opportunity of attracting investment, stabilizing the industrial electricity market, expanding the domestic electricity market, overcoming the impact of the aluminum plant shutdown and reducing the power consumption of 56 million kWh, achieving electricity year-on-year 18.2 % increase.

On the one hand, it actively reported to the county party committee and government, and strived for the understanding and support of governments at all levels and the vast number of power rooms. At the same time, it adopted various measures such as appropriate power cuts and regulation of small hydropower power generation to ensure the New Year's Day, the Spring Festival, and the May 1st. The safe and stable operation of the power grid during the Golden Week and the college entrance examination ensured the orderly use of electricity in the county, which fully met the county's economic development and the demand for electricity for urban and rural residents. At the same time, according to the changes in the supply and demand situation, the units have formulated the power supply plan for the peak-to-peak power supply in the summer, and in accordance with the principle of “first let the electricity, then limit the electricity, and then pull the brakes”, the serious scheduling discipline ensures the urban and rural residents’ life and agricultural production. The key unit departments and users use electricity.

On the other hand, the lead accountability system for the account management system of the 20 companies established at the beginning of the year was implemented by the system of leadership responsibility, which led to an increase of 36 million kWh of electricity. At the same time, it actively provided services for the county's investment promotion, and handled the high-quality and efficient handling of Kuito, Fuxing Cast Steel, Lanxi Oil, Lanxi Calcium, Steady Company, Jinhui Stone, Sanhua Zhongtai Company and the surrounding rivers and rivers. The recruitment and capacity increase of 92 customers, such as the river basin, contributed to the early delivery of electricity.

All units actively explored the power market and achieved remarkable results. For example, Luyang, Lanxi, Ding Sidang, and Zhuwa, etc., the power generation increased by 281.8%, 99%, 54.2%, and 54.2%, respectively.

2. Comprehensively promote the management of public change and regionalization, and establish a preliminary marketing management system.

Last year, the city company regarded “completely completing the management of public change and district management” as one of the nine major events, and implemented the management of public change and district management as an important means of marketing and refined management. At the beginning of the year, after the implementation of the “Implementation Plan for the Implementation of Marketing Management in the District of Huanggang Power Supply Company”, we quickly established the leading group for the management of the Taiwanese region, and formulated a detailed implementation plan. At the same time, investigate the situation of the metering devices in the county, and determine the transformation plan. Under the strong support of the city company's special funds and the company's county network project, 219 Taiwan's 126 urban public and Taiwan districts The transformation and installation of the metering device has been carried out, which provides the necessary technical basis for the management of the public area. All units have cleaned up all the users of the public change, eliminating the phenomenon of cross-interconnection and private connection in the Taiwan area, and re-using the meter reading table to verify the basic information of the customer's electricity consumption and improve the customer's file. The publicized Taiwanese management provides the necessary management foundation.

In terms of methods, the urban area and scattered flower power supply business offices are taken as pilot projects. Line loss, electricity cost recovery, business quality and quality service are the main evaluation indicators, and the scientificity of the indicators and the operability of the assessment methods are emphasized. The company has held two meetings, exchanged pilot experience, promoted typical practices, implemented while improving. In the process of Taiwan district management, since the 10kV line and the special-purpose user management were not included in the unified assessment, the phenomenon of line loss shifting occurred. In this regard, the first is to modify the method, the 10kV line, the special-purpose users are all included in the scope of assessment, the implementation of tiered management; the second is to investigate the statistics of the county's 10kV-class metering devices, and propose a transformation plan.

In accordance with the “Measures for the Acceptance and Acceptance of the Public Management of the Huanggang Power Supply Company”, we have formulated the “Basic Management, Metering Device Transformation, Line Loss Management, Electricity Charge Recovery and Quality Service” to formulate the scoring rules, and organized the acceptance of each unit. Through the implementation of the publicized Taiwanese management, the enthusiasm of grassroots marketing employees has been mobilized, the error rate has been greatly reduced, the electricity tariff recovery rate has generally increased, and the line loss rate of the publicized Taiwan area has decreased, which has increased economic benefits for enterprises.

3. Actively promote the pre-purchase power system, and the annual electricity fee recovery target is successfully completed.

In order to prevent the occurrence of electricity bills and the maximum control of business risks, the company "advanced the pre-purchase of electricity system, and strive to reform the electricity bill recovery model" as one of the marketing marketing objectives in 2004. Mainly from three aspects, the first is to strive for policy support. The county economy and trade forwarded the Municipal Economic and Trade Commission to the Yellow River Economic and Trade [2003] No. 160 document issued the "Notice on Further Strengthening the Recycling of Electricity Charges". For users who have long defaulted on electricity bills or have low creditworthiness, they must sign a pre-purchase agreement and install Pre-purchased electric devices are used for pre-purchase. Second, on the basis of vigorously promoting the pre-purchasing electricity system, actively strive for the city company to promote the pre-purchase subsidy. The third is to develop an implementation plan. Clearly responsible person, implement the pre-purchased electricity promotion list, arrange time schedule, combine “IC card pre-paid box” and “purchase power control”, focusing on “five small” enterprises such as small steelmaking, drought relief and payment credit The low-level users strictly implement the pre-purchasing electricity system, and carry out follow-up supervision to put this technical measure in place. By the end of last year, 42 IC card prepaid devices and 12 electronic control devices had been installed. At the same time, eight large users were charged for ten-year charges, such as Lishui Yihua Company, Kuituo Company, Fuxing Cast Steel, etc. The completion of the electricity fee recovery task.

4. Comprehensively launch power marketing competition, and the quality of marketing work has been improved.

Last year, the company's leaders attached great importance to the marketing marketing competition activities, set up an organization, in accordance with the requirements of the city's company marketing marketing competition, combined with the actual situation of the company, supplemented the content of the competition, revised the "market marketing competition measures" and "scoring standards." In the process of carrying out activities, we will pay attention to the "three combinations": First, organically combine the competition activities with the daily marketing of marketing, and take activities as the carrier to incorporate marketing basic management work and various special tasks into the activities, and through daily inspections and Special inspections will be carried out to promote activities; secondly, the competition activities will be combined with the dynamic assessment of standardized management of rural power supply stations. From September onwards, dynamic sampling of rural power supply stations that have been accepted by standardized management will be conducted, and the results of random inspections will be included in the competition assessment; Third, combine the competition activities with the creation of “Double Ten Best”.

Strengthen the process management of the competition. In October, the company's trade unions and marketing department jointly organized a special class to conduct a comprehensive inspection of the marketing competitions of various units and reported the results. In response to the weak links and outstanding problems found in the marketing marketing competition inspection process, a comprehensive follow-up supervision was carried out during the dynamic spot check and inspection of rural power supply stations in November. At the same time, the market marketing competition self-examination and self-rating were organized; in early January of 2005, combined with the year-end inspection, the marketing competitions of various units were reviewed and evaluated.

5. Vigorously carry out marketing inspections, and the order for power supply is regulated.

Improve the inspection network, form a three-level inspection system for the inspection team, power supply business office, and electrician group, and improve the marketing inspection organization. Strengthening ties with the public security department, streamlining the relationship between joint investigations and investigations of thieves, clarifying their respective responsibilities, increasing the investigation and punishment of thieves and thieves, and forming a joint effort to crack down on electricity and electricity. Maintain a new working pattern of social power supply and order.

Seriously implement the provincial company business census rectification. In response to the problems and deficiencies found in the large-scale business general activities of the provincial company, in accordance with the requirements of the higher-level rectification, the company's marketing department and the inspection team organized special classes to go deep into the power supply units, check one by one, supervise one by one, and fully implement the provincial company. The rectification opinion.

Vigorously promote the pace of renovation of anti-tamper metering devices. The company organizes the metrology institute, and the relevant personnel from the urban area visit and study in the Huangzhou branch. They perform demonstration installation, inspection and supervision under the guidance of the city company experts and on-site demonstration and guidance. Each unit draws special personnel to work overtime to ensure the process and quality. The anti-stealing transformation completed 20 high-supply users, 35 high-supply users, 50 low-voltage three-phase direct users, 30 low-voltage three-phase CT users, and 1,500 households moved outside the table. .

6. Fully implement the quality management system and improve the level of measurement management

The comprehensive promotion of measurement quality management is one of the work of marketing marketing centers last year. Taking the promotion of the energy measurement information management system as a means, starting from the management standards, work standards and business processes, the responsibilities of each position were clarified, business process control was strengthened, various work behaviors were further standardized, and the work flow was straightened out. Improve the management of measurement basic data, establish dynamic electronic records of relevant information of measurement equipment assets, accounting, verification, rotation and fault handling, and realize automatic generation of various plans and statistical reports from microcomputers. A work quality supervision mechanism has been established to facilitate the discovery of problems in the work. Provides online query of energy metering information, providing a quick and convenient means for data search. Basically realized the information management of measurement work.

Through the implementation of the measurement quality management system, the management standards and work standards have been established, the business processes have been controlled, the work behaviors have been standardized, the measurement quality supervision has been strengthened, and the whole process management of energy measurement has been strengthened.

7. In-depth implementation of the "star project", the quality of service continues to improve

On the basis of in-depth development of the "lifeline" education practice activities, combined with the county's "three evaluations to promote the creation of five good" and provincial and municipal companies "double top ten" evaluation activities, continue to deepen the "star project" activities, selected a batch The marketing window service personnel went to Huanggang Electric School to conduct comprehensive training, organized and organized two high-quality service trainings for management personnel and marketing squad leaders. The assessment implemented everyone's clearance and promoted the improvement of service level and service quality. Carry out the standardization service competition of power supply business window, introduce the new concept of "service accident", and carry out special inspections and competition check and evaluation work on 15 business windows and 48 electrician groups of the company four times, and increase the unannounced visits and complaints. Processing strength. Through the construction of the normal operation mechanism, the quality service is guaranteed from the organizational leadership, the work force is strengthened, and the measures are implemented.

Strengthen the construction of the service system. The “Administrative Measures for 95598 Customer Service Work” was issued, and closed-loop management was implemented for the accepted telephone business to ensure that the customer’s complaints and reports were answered and everything was implemented. The “Key Account Manager Service of Lishui County Power Supply Company” was formulated. System, for customers with monthly electricity consumption above 100,000 kWh or with electricity capacity of 315 kVA and above, the system of large account manager service is applied, and priority is given to the application and tracking service for its electricity service.

Strengthen the propaganda of the power supply situation. A customer representative symposium and press conference were held. A brochure was issued and a promotional lightbox advertisement was created. The consultation questionnaire and the customer satisfaction rate questionnaire were issued, and the satisfaction rate reached 98%. In the case of tight power supply and reduced load last year, there was no shortage of services for lack of electricity. In October, it was ranked as the first service company by the Yishui County Consumers Association.

In the past year, although our work has achieved great results, we must also see that there are still some problems that cannot be ignored in the current marketing management.

First, the marketing management is not fine and not strict. Mainly in the quality of meter reading work is not high, there are still estimates of copying, missing copying, lack of copying, especially the proportion of "0" degree households; the meter reading schedule has not been well adhered to, did not fulfill the meter reading schedule approval The system and the meter reading rotation system cause distortion of the report data.

Second, the internal audit is not strong enough. Mainly manifested in the current power supply business offices and inspection brigade mainly to use electricity inspection, revenue-generating, marketing internal inspection work is not effective, and generally not paid attention to; plus the power supply units have not strictly assessed the quality of business work, resulting in some marketing links A vulnerability has occurred.

Third, the level of modernization of marketing is not high enough. The main performance is that the marketing information system function is not perfect, the report management, measurement management and marketing inspection are not fully applied, the meter reading machine is not widely used, and the marketing business “no pen” is regressing.

Fourth, the recovery of electricity charges is facing difficulties. Mainly reflected in the process of restructuring and reform of state-owned enterprises, some enterprises have closed down or went bankrupt, which has increased the risk of arrears of electricity charges. Residents have a single way of payment and a single way, and the time for payment is concentrated, which brings inconvenience to residents and incurs electricity collection. pressure.

These problems and difficulties must be highly valued by us. We will strengthen analysis and research in our future work and take effective measures to solve them seriously.

Second, 2019 marketing marketing objectives and tasks

2019 is the first year for the State Grid Corporation to build a "one strong and three excellent" modern company, and it is also an important year for the county company to fully implement the "one struggle, two innovation, three improvement" development plan.

At present, the state implements an active macro-control policy, increases support for the central region, accelerates the transfer of coastal industries to the central and western regions, and Hubei vigorously implements the development strategy of the Wuhan urban circle. A new round of economic growth has started, with the new type of Lishui County. With the continuous advancement of industrialization and agricultural industrialization, the construction of investment promotion projects has been continuously increased. A large number of new economic growth points and power growth points are being formed, which will inevitably lead to the growth of power demand and provide a powerful force for the development of the power market. Support. However, due to the shortage of coal, the contradiction between supply and demand has emerged, and seasonal shortages cannot be alleviated in the short term. Power supply companies are still facing great pressure.

To analyze the new situation and face new challenges, we must guide, arrange and deploy marketing work with the ideas of pioneering and innovating, strengthening management and optimizing services. We must solve the problems and difficulties in the current marketing work of the company and further enhance the work. The sense of responsibility and urgency of good marketing work, and the determination and determination to do a good job in the marketing of the new year, make progress, work hard, and create a new situation in marketing.

Marketing summary

In accordance with the notice requirements of the higher-level bank on the joint marketing activities of “Emotional Government Customers, Serving Public Finance”, the Bank actively acted and carefully organized and combined the actual situation of the xx county government departments to select target customers in a targeted manner and implement target responsibilities. Good completion of the target tasks of joint marketing activities, from _ _ _ _ _ _ _ _ _ day, marketing personal online banking users xx, credit card issuing xx, for personal wealth management account xx, Peony e times card users xx Household. The relevant situation is summarized as follows:

First, set up an organization, carefully organized

In order to ensure the smooth realization of the objectives of this activity, xx Bank established a joint marketing leading group of “Emotional Government Customers, Serving Public Finance”, the president served as the team leader, and the relevant functional departments and network leaders were members of the group to unify the marketing activities. Organize, coordinate and manage, lead the group to hold the meeting, carefully analyze the resources of the government departments, carefully classify and lock the key marketing targets, and the relevant departments closely cooperate and communicate in time, thus laying a good foundation for this marketing activity.

Second, do a good job in business promotion, push the sales activities rapid development activities, xx lines closely around the theme of the event, take the appropriate promotion and promotion methods for xx county, mention xx my bank's silver cooperation products reputation, one is focused on marketing Platform, on-site marketing as a means, through high-level visits, Yinzheng talks, door-to-door delivery and other forms of marketing, marketing our financial products, while requiring marketing personnel to go deep into the home, on-site instructions and counseling cards, cards Knowledge, let the cardholders familiar with the card process, the service throughout the entire marketing process, and achieved good results, such as a government civil servant, through the live demonstration of marketing personnel, quickly recognized and recognized the ICBC Peony card, After using the card on a business trip to the field, I went to the bank to express my gratitude to the bank staff. The second is to strengthen the counter sales. When the government department personnel go to our bank to handle the business, the counter personnel will introduce the relevant personnel to the relevant personnel in a timely manner. The marketing staff will further talk with them to promote the financial products of the Bank. The third is to improve the incentive mechanism and highlight the whole staff. Marketing. In order to fully utilize the resources of the staff of the Bank to effectively mobilize the joint efforts of the overall joint marketing resources, the sub-branch has increased the special link assessment of the bank card business in the second quarter, and effectively mobilized through continuous improvement of the incentive mechanism. The enthusiasm and initiative of employee marketing, many employees use their relatives and friends to serve in the government department, actively marketing, and achieved certain results.

Third, do a good job in after-sales service to improve customer satisfaction

In this marketing campaign, the Bank will also carry out after-sales service and improve the cardholders' card level, so that each cardholder's satisfaction is an important content. In order to improve the success rate of bank card transactions and avoid unsuccessful transactions, we should promptly explain to the cardholders the “password limit exceeded” and account management regulations, remind cardholders to avoid the number of overrun transaction error codes, and remind cardholders in the account. When the amount is uncertain, please do the inquiry transaction first, avoid the full overrun error, etc., not only strengthen the promotion and guidance of the cardholder, but also improve the cardholder's card level and promote the success rate of the card transaction. For the relevant consultations provided by the customers, timely and complete answers, if you can't answer at that time, you can make a phone call or a door-to-door return visit within the agreed time to improve the customer's satisfaction, so that a group of customers will not use or not. Gradually cultivated in the process of using and actively using.

Marketing summary

Seeing a passage and feeling: There are two types of people who are destined to have nothing in life: one is that there is no courage to give up the long-lost but ridiculous land, and then to find the fertile and prolific field; the other is to search for fertile life all the time. The field of production has never bowed down and earnestly cultivated the fertile fertile soil at the foot! I am glad that I have found fertile and fertile soil-------- Fengchao Network Technology, focusing on website construction, website promotion, website The optimized Fengchao network has been recognized by many companies in the market. Our marketing concept is unique and novel. Our strength and advanced technology. In the winter of the Internet market, Fengchao Network is unique and spring.

In the past month, I have walked through the wind, gone through the rain, have joy, have been frustrated, summed up some emotions, and shared together:

1, mentality. As a salesman, you must have a good attitude, not because you are working because of working, but when you are young and prosperous, you should lay the foundation for your future. We are not working for Fengchao Network now, but Fengchao Network provides a good platform for us to play, give us exercise, we are also the owner of the company.

Be sure to have patience and methods to do sales. Because sales are started from being rejected, no one has done so smoothly. Only after being rejected will you know your own shortcomings, and you will know the needs of the market in order to inspire your fighting spirit. Therefore, being rejected will be experienced by anyone who is doing sales. Don't be rejected and affect your mood and goals. This is to decide your mentality. After many salesmen have been rejected by several people, they have no confidence to go to the market or have the courage to negotiate with others. Rejection is the beginning of success. I call 150 times a day and 130 or more are rejected. But I always care about accepting my customers and continue to play 150 channels the next day.

2. Professional, as a salesperson must be professional. In fact, the sales model is the same, but the products you sell are not the same, then you can change from this line to that line, just learn about the products you are currently selling. There are a lot of people who can do business without being professional, but only professional can make big customers, customers can turn around you. Because you are professional, others work with you to rest assured that only you are professional, the customer has no worries, because he depends on you to make money, even if you ask three, I do not know what people do with you. Really, Fengchao Network and many Internet publishing companies' technical support and answers are the best places for us to learn professional knowledge. Many gold and silver treasures are in it, everyone must dig!

3. Improve their image and senior quality. In fact, the premise of selling products is to sell yourself. Once the customer has spotted you, no matter what aspects of your company, he is very happy to cooperate with you. This is to play your expertise. People can't look at each other, no matter how you look, but you must have temperament, you must have confidence, you must have vitality, you must have the ability to adapt to the situation, but don't slick your mouth, the oil chamber slips, so that customers will be disgusted, and there is no trust. . Although the customer is God, we must not be humble, do not blindly move to the customer, because the customer's request is endless, but can not say no arrogance. In short, we have to make sense, to convince people, to serve people with morality. Doing sales is a matter of playing digital games. Be sure to be diligent and informative. Then you must work hard to run. The more information you have, the easier it is for you to talk about customers, because only knowing yourself and knowing each other can win every battle!

Since it is sales, you must understand the methods, master the skills, and listen to my experience. See if you can help.

1. First in the main. Since sales, then you also know the products of your competitors, where are the best, and what are the shortcomings. This requires you to understand more about market conditions and dynamics, you must go more and more analysis, so that you can inform the prophet. Only when you have a heart to talk to your customers is it easy to face. Understand the current practices, dynamics, etc. of the Internet company, understand customer industry information and more.

2. Determine the intended customers from visiting customers. Since you have been in the market, you should not rush to seek success when you visit the market for the first time. It is rare to go to a family. This kind of thing is rare, but it may not be a good thing, because you have no choice at all. If you go to the market, someone will definitely ask about your service. Someone who wants to know about your service will have a play. Choose a customer with better intentions from receiving your customers as the next visitor. Our sales are not seen by anyone who introduces their company services, because you have not yet understood the real thoughts of customers, people do not need them, so we introduce ourselves and express ourselves according to the wishes of customers. The topic, don't ask the blue and white to shake a pass. Don't let people say a word, I don't need it, then you are very embarrassed.

3. Guide the demand from the intended customers. Since we have found the target, we must slowly make the customer interested. At this time, we must guide the demand and cause the customer's interest. We have a topic, which is the key part of the sales process. We first help customers analyze the market, analyze the market, and let customers feel that your analysis is reasonable, then compare their selling points with other companies, we will avoid weaknesses. We should not blindly say that others are not good, and do not blindly boast about how good things are. When the customer hears the truth or appreciates it, our play comes. Customers often ask how your results are. I often say a word to the customer: "I don't know how to use it with you. It's really good for you and your users to say good things, and you can just ask us." Consult the customer of the service so that you will believe what I said." At the very least, a salesperson will not say that his or her own things are not good. If you blindly boast that your customers will be resentful, you can’t believe it. We give customers an accurate answer from their self-confidence and determination. Sales are not the same. Successful sales people must learn to develop the ability to understand customers, and do not have unnecessary disputes with customers based on their own ideas, which is not good for you.

4. Contribute to the customer's determination to sign the contract and then order. We need to understand the customer first, and then let the customer know about the service. Since the customer understands the company, understands the service, understands the effect after doing it, what are you waiting for? Such a good opportunity is in front of you, and it will be a pity to lose it. The machine is no longer lost, and the loss is no longer coming!! As a salesperson, you must remember and have a letter. Being able to act as the master of the game, if you can't promise the customer, don't blindly promise the customer, so as not to deceive the customer. You deceive him once, and the next time you say anything is useless, or you don't agree, you can't say it. The customer is supreme, but don't just take it, you must be humble.

5. After sales service tracking. Since cooperation, then we must do a good job of after-sales service. Not everyone is so professional. We have to give our customers a reassurance. We have a lot of salesmen who always deceive customers in the market. Remember, we must be honest with every customer. Helping customers is helping the company and helping you. You count the customers blindly, in fact, the ultimate victim is your own, is your company. The benign development of a company cannot be separated from the support of benign customers!

At the end of the day, give everyone some confidence. A successful sales person is not afraid of failure, only those who have failed can find a successful method. No one can succeed at once. A young reporter asked Edison: "Mr. Edison, your invention has experienced 10,000 failures. How do you feel about it?" Edison said: "Young people, let me tell you a way of thinking, maybe yours. In the future, there will be great benefits. I did not fail 10,000 times, but found 10,000 kinds of invalid methods. "It is obvious that before giving up, it will not be a failure, and it will not matter how many times it falls. Whether the important one can be renewed. stand up. Never give up, and people who are not halfway can win the final victory. Blessing every colleague of Fengchao Network Technology will accomplish its goal every month for the next month!