12、下一年，從新目標開始

12、下一年，從新目標開始

2012年的三個季度也即將過去了，Innovo在過去的這大半年里可謂是經(jīng)歷了風云變幻，終于在磕磕絆絆中走了過來?；厥走@過去的這一段日子，在面臨各種crisis（危機）和問題的情況下，Innovo的業(yè)績還是有可圈可點之處的。首先，South-East Asia market戰(zhàn)果輝煌，成績斐然；其次，在Australia market上也扳回一局，漸有起色。但是還有一些regions（地區(qū)）的業(yè)績并不satisfactory（令人滿意的）。Innovo還是希望在下一年里能夠有所突破，占領(lǐng)更多的market share。

Nancy也經(jīng)歷了加入Innovo以來最不平常的幾個月后，她被promoted為Marketing Director，接受了一個又一個新的challenges（挑戰(zhàn)），有l(wèi)essons（教訓(xùn)）也有experience（經(jīng)驗），有pains（痛苦）也有g(shù)ains（收獲）。

銷售業(yè)績主要是由Marketing Department, Sales Department 和 Research& Development Department共同努力的結(jié)果。其中marketing是前期的調(diào)研，通過各種channels（途徑）找到potential customers，這部分工作需要投入大量的時間和人力track（緊跟）現(xiàn)實市場的demand and supply information（供求信息），從海量的信息里篩查出有限的有價值的clue（線索）。接下來把potential customer 變成actual customer 就是sales的任務(wù)了。而R & D team是根據(jù)marketing捕捉到的市場信息來研發(fā)符合市場需求的產(chǎn)品。Innovo的這三個部門都是精英團隊，取得一定的成績也是理所當然的。

Sales Department在每年的第四季度都會召開sales target meeting（銷售目標會議），根據(jù)本年度的sales record（銷售業(yè)績）和公司下一年度的銷售計劃，制定具體的銷售目標，并分配銷售任務(wù)。Marketing Department和其他一些相關(guān)部門的directors也被邀請列席。在會上，Sales Department Director Leo公布了下一年度Innovo的sales target。

他的發(fā)言是從三個方面準備的：

Divide market distribution by regions.

Summarize the present market situation and near future target respectively.

Ask for comments and discussion.

I'd like to run through our targets for the coming year, market by market, starting with what is for us, of course, the Chinese market. You can interrupt me anytime if there is anything that is not clear. Well, in the Chinese market next year we expect a ten percent increase in total sales, giving us about twenty percent of the market as opposed to a projected seven percent in Japan. The South-East Asia continues to be our most profitable area of two billion dollars; I think you'll agree a most encouraging situation… The situation in Australia is also improving and we are aiming for sales totaling sixteen million dollars there next year. In Southern Asia the position continues to be difficult due to the currency problems and the inflation, but we nevertheless expect to establish a twelve percent lead over our competitors there, while in West-Asia we expect to overtake the current market leaders during the next twelve months. South America, as you know, is by far the smallest market: we are aiming for monthly sales of an average of four thousand units.

OK. That's the market target for next year. I hope all of you got the points. Now, just feel free to give your comment.

接下來，大家針對這個規(guī)劃和目標展開了討論。有人認為Innovo中國公司在經(jīng)歷了2012年的相對低迷之后，世界經(jīng)濟的日漸回暖加上各方面的consumption stimulation policy（刺激消費政策），決定了2013年的市場潛力應(yīng)該比10％的增長更可觀，20％的目標也偏conservative（保守）。而對于澳大利亞市場，大家的expectation（期望）相對要小很多，因為雖然有新人加盟，稍稍挽回了局勢，但是競爭對手長期積累的市場份額不可能在短期內(nèi)被搶占過來，Innovo至少還需要兩到三年的時間才能滲入當?shù)厥袌觥τ趤喼薜钠渌貐^(qū)，同事們則信心滿滿，幾乎沒有任何擔憂。南美洲的市場還有很大的開發(fā)空間，大家一致認為這里應(yīng)該是接下來幾年里的主攻版塊。

Market target制定出來了，大家對新的一年的工作方向也就有了明確的goal（目標）。