1- General Management Model Vision 2013
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Transcript of 1- General Management Model Vision 2013
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Business Model Sample - 2013
Presented by :Shereef Abdelmalek, MBA, MIS, Eng.
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Presentation Content :
1- Structure& Organization Vision.
2- Wholesale and Retail Operations & Associated Business
Channels' Vision.
3- ABCO Business Model & Roadmap.
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1- SME sample Structure& Organization VisionBusiness model core points & key middle management positions:
1- Modular Wholesale and Retail structure using modular business units approach.
2- Coordinator, Admin.& HR Specialist reporting to the General Manager& coordinates with Retail and
Wholesale with back office Operations .
3- Business Channels & Below the Line Marketing Specialist (Marketing& comm. Specialist) reporting to
the General Manager& coordinates with the Wholesale and Retail Departments.
4- HR, Business Operations & Internal Corp. Communication Manager reporting to the GM& coordinates
with the Back office operational departments and Sales Departments (Wholesale and Retail) .
5- IT Specialist reports to the GM& coordinates with the Wholesale and Retail Departments, the
Operation Manager& the HR Manager.
6- Training& People Development Specialist reporting to the HR Manager& coordinates with the Operation
Manager, the Wholesale and Retail Managers& the Financial Manager.
7- The five middle management positions in addition to the Wholesale and Retail modular structure
ensure efficiency, connectivity& dynamic business structure with organization grid Mapping.
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ABCO Structure Q1/2013
CEO
Director of Operations & Development
Director of Production & New Projects
Chairman
GM
HR, Administration
& IT Dep.
Ware-House & Logistics
Finance & AccountingRetail Dep.
Wholesale Dep.
Production & Buying Dep.
Coordination & External Communication Supervisor
Coordination, Administration & Internal Communication Supervisor
Marketing, PR & Communications
New Projects
Unit
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Wholesale Department Structure Q1/2013
GM
Wholesale Executive (UAE & GCC Market)
Wholesale Supervisor (UAE & GCC)
(Hyper, Market & Else)
Wholesale Executive (Hyper & UAE Market)
Wholesale Executive (Hyper & UAE Market)
KSA Sales OperationsCoordination & External
Communication Supervisor
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Retail Department Structure Q1/2013
GM
Retail Manager (UAE)
SOMBRA Retail Stores (UAE)
Other Retail Concepts (UAE)
Coordination, Administration & Internal
Communication Supervisor
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Production Department Q1/2013
Director of Production & New Projects
GM
Production & Buying Manager
Senior Buyer and/or Designer
Production & Buying
Coordinators
China Office Operations
Sales & Logistics Communications
Coordinator
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ABCO Q1/2013 Structure Guiding Rules & Communication Lines
Temporary Structure Guidelines:1- Authority & Power Line.2- Authority Line.3- Two way communication Line.4- This temporary structure is valid until issue the final Hierarchy, structure &
Organization. (for a maximum period of 3 months)5- The Production and Buying Dep. To be issued separately after final revision
including China Production office within 30 days (before December 15th.)6- Two Vacant key positions (First is the coordination, administration and
Internal Communication Supervisor and acting as HR manager & the second is Marketing, PR & Communications Specialist acting as Marketing Manager.
7- This structure is going to be announced and activated starting Monday November 19th after final revision and approval from the CEO and Board of Directors.
8- The associated responsibilities and roles for the key positions to be issued separately later on based on the actual roles and responsibilities upon applying this structure.
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1.1 Structure& Hierarchy Final VisionGeneral Manager
Financial Manager
Wholesale and Retail Managers
Head of Marketing & Operations
HR Manager
9Structure& Organization Vision
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1.2 Marketing & Operation Section Final Vision
Head of Marketing & Operations
Business Operations & Internal Corp. Communication
Specialist
Business Channels& Below the line
marketingBusiness Unit Managers
Area or Group Managers
Accounts / Stores Managers
10Structure& Organization Vision
Customer Service & Experience
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1.3 Wholesale and Retail Section
Wholesale & Retail Managers
Products & Brands
Specialists
Above the line marketing& External
corp. communication.(Accounts, Image,
Identity, Positioning, Public Promotions&
PR).
Foreign affairs&
Procurement management.
Supply Chain& Logistics
Management.
11Structure& Organization Vision
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1.4 Financial Section
Financial Manager
Financial Analysis& Planning.
(Cash Flow, Budgets,
Profitability,…)
General Accounting & Reporting
Banking Operations.
(LCs, LGs, Loans,
Facilities,…)
Foreign Affairs
Financials
IT Manager
12Structure& Organization vision
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1.5 HR& People Development Section
HR& People Development
Manager
HR Planning.(Manning
guide, grading,
competencies,…)
RecruitmentTraining& People Development
Personnel& Staff Affairs
Benefits& CompensationManagement
13Structure& Organization Vision
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2- Wholesale and Retail Operations & Associated
Business Channels' Marketing Vision
Based on the modular Wholesale and Retail business units' concept with associated business channels.
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Whole-sale & Trading Channels Structure and Breakdown (Sample)
Special Production & Import Channel
50%
Hyper Regular Channel
20%
Market (non-Hyper) Regular Channel
30%
Current (Panda KSA & Carrefour UAE)
25%
NEW prospects
(BMA, Red Tag, Land Mark, LULU, Coop. AD, Sanaa, Alnasr &
else)20%
New MENA and Global Prospects
5%
Current (Carrefour & Panda in GCC)
10%
New UAE prospects (spines, Coop AD,
Fatima, West Zone & others)
7%
Other MENA Hyper (Egypt, Sudan,
Morocco & KSA)3%
Local UAE Customers in 2 levels (24 cust.)
15%
GCC Customers (KSA, Kuwait & Oman)
7%
Trading and visiting customers
3%
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2.1 Business Units Operational concept
1- Divide the current & Future Operations into 3: 5 Business Units based on (5) aspects:
- Current annual revenue per account(or expected annual
revenue for new& less than 1 year Accounts or Stores). (W&R)
- Account & Store average value per sold unit. (W&R)
- Account & Store location. (W&R)
- Total store area in square meters. (Retail)
- Store average annual revenue per square meters. (Retail)
RA Operation& Business Channels’ Marketing Structure 16
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2.1 Business Units Operational concept“continued”
2- Each Business Unit Manager is going to Operate, Follow up & Audit’s assigned unit typical to the following STANDARDS :
- Business Unit segmentation typical to the previous Wholesale and Retail aspects considering business unit ‘s supply needs, manning& related general segmented marketing .
- Each business unit day to day operational standards considering following up Accounts, in- store daily operation, image, display, service, discounts, deals, daily problems solving, monthly achievements& daily supply needs.
- Wholesale and Retail day to day operational standards considering store and account Opening, shifts, display, supply needs, cleaning, uniform,…).
- Accounts & In-Store supply for arising& growing demands rapid handling.- Monitor the unit’s revenue, average value per unit, staff
performance& handle the Accounts and stores’ problems & arising needs.- Perform all essential training& orientation needs for both
managers& staff to ensure probe store performance, image, service& up selling procedures.
ABCO Operations& Business Channels’ Marketing Structure 17
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2.2 Business Units Audit, Treasury, RMA& Efficiency
3- Business Unit periodic audit typical to unit’s revenue achievements, running operational cost, supply management, day to day performance.
4- Issue& apply distinct professional segmented below the line marketing plans (Presales business channels) to ensure business units targets achievement& revenue stability based on the concept illustrated on the wholesale and Retail business model.
5- Monitor and Manage business unit's revenue, cost of operation, treasury management& Risk management analysis.
6- Quarterly evaluate& update business unit’s distinct operation& general marketing plans to ensure optimum efficiency.
7- Annual audit, evaluation& revision considering the total units achievement and the related Treasury management& RMA.
ABCO Operations& Business Channels’ Marketing Structure 18
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2.3 Wholesale and Retail Operations& Units’ Business Channels General Marketing Structure Abstract
• (3: 5) professional business units are going to be segmented, operated, followed up and audited as per the previous illustrated standards.
• Each business unit is going to manage, operate, monitor, enhance& develop the unit’s assigned accounts and stores typical to the accounts and in-store standards, supply needs& performance monitoring.
• Issue& apply a distinct segmented below the line marketing plan (presales business channels) per each business unit to ensure unit’s target achievement& revenue stability.
• Quarterly Monitor& Audit each unit’s periodic performance.
• Annual Treasury, RMA& efficiency analysis and management.
ABCO Operations& Business Channels’ Marketing Structure 19
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3- ABCO Wholesale and Retail Business Model vision Abstract
Based on Modular Med. Scale Wholesale and Retail management connected to Supply
Chain management based on Hybrid dynamic Operations Libraries.
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3. General Business Model Vision
ROADMAP
• Set up the Business Model. (Modular, Hybrid, Dynamic& Mapped)
• Analyze the Corporate Performance. (Audit, Resources, Calibers& SWOT)
• General Marketing vision overview. (ATL, BTL, Pro BTL& Comm. And PR)
• General Marketing vision aspects. (Operations, Analysis& Best Practices)
• Corporate Operations. (Process, Optimization, Libraries& Corrective Actions)
• People Development & the HR related tasks.(Competencies& learning curve)
• Quality of the performance. (Evaluation, Standards& Bench Marks)
ABCO Retail and Wholesale Business Model 15
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3.1 Set up the Business Model– Set up the model based on the current market aspects, the corporate business sector, and its’
strategic target and allocated finance.
– Tailor the business model that fit the corporate structure and its’ strategic target.
– The corporate business model includes:1- Re-Set up the corporate vision& mission for its’ Strategy.
2- Business plan typical to the Master Plan associated with action plans for:
• General Marketing Section (Communication, advertising, segmented marketing channels, professional marketing channels).
• People Development & the HR related tasks (recruitment, training, manning guide, people communication & HR planning).
• Operation (all associated and related operations for corporate management & administration policies).
• Measure the quality KPIs of the performance.
• Evaluate and update action plans with BUP and Corrective Actions.
• Quarterly, Bi-annually, & annually monitoring& reporting.
ABCO Retail and Wholesale Business Model 22
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3.1 Set up the Business Model“continued”
3- Identify the Corporate Business Channels associated with risk assessment for
each channel with risk management, and all required treasury analysis.
4- Business Channels forecasting.
5- All essential budgets allocation covering the corporate cost and Profit centers.
ABCO Retail and Wholesale Business Model 23
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3.2 Analyzing Current Corporate Performance
• Audit the Current Business Channels, Corporate Identity& Current Market Positioning.
• Audit existing Internal & External corporate communications.
• Analyze current operations policies& procedures.
• Current structure efficiency concerning sections performance regarding main aspects (manning guide, salary scale, quality of recruitment…etc).
• Audit current financial structure efficiency and associated allocated budgets regarding corporate revenue.
• Evaluate current Business Channels efficiency.
ABCO Retail and Wholesale Business Model 18
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3.3 General Marketing Vision Overview1st: Above the line marketing plan.2nd: Below the line marketing plan:
a- Below the line marketing activities.b- Indirect below the line marketing activities.c- Marketing communications plan.
General Retail fashion marketing strategy sample overview
Above the line Below the line(Advertising)
1- Outdoors.2- Newspapers& magazines ads. 3- Video (TV ads).4- Animation & generic E-marketing. Direct below the line Indirect below the line5- Events. (Segmented marketing) (Professional marketing)6- P.R & People communication.
* using filtered ranked database. 1- Marketing contracts1- SMS periodic (seasonal Campaigns). (Corporate, Associations, Federations,…)2- E-mailing periodic (seasonal Campaigns). 2- Marketing affinity Programs .3- VIP selected segment 3- Marketing protocols4- Direct mailing campaigns. 4- Marketing projects.5- Set of loyalty programs. 5- Market & competitors Analysis for awareness& positioning.
5.1 Retail club membership5.2 Retail ladies club..5.3 Retail youth club.5.4 VIP (extreme) club.
All based on added value services& pointing scheme.
ABCO Retail and Wholesale Business Model 19
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3.4 Marketing Vision Overview Aspects
• Using below the line channels as pre-sales business channels to ensure growth rates, stability& achieving targeted revenue.
• Use the above the line channels to serve Identity, communications, branding& positioning (for both Corporate& Brands).
• Build the annual agenda based on (4) quarters all include marketing channels suitable to each quarter.
• Overall marketing budget starts with (10%) of the expected growth income in the 1st year then (8%) in the 2nd year and (7%) in the 3rd year.
• Ensure achieving strategic targets in sales, identity, image, positioning& enhancing business channels efficiency.
ABCO Retail and Wholesale Business Model 20
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3.5 Corporate Operations
• Follow up the day to day operations.
• Set up the Customer service & care operations typical to Business Standards with Customer Experiences Libraries.
• Ensure proper performance in all corporate sections typical to its standards.
• Ensure on time Reporting & administrative work efficiency.
• Enhance Connectivity, communications & business roles.
ABCO Retail and Wholesale Business Model 21
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3.6 People Development & HR Related Tasks
• Recruitment (staffing based on untraditional resources & outsourcing).
• Training & Orientations (based on operating section standards).
• Personnel & employees affairs.
• Set up the Benefits & compensation standards (including salary scale).
• Core Competencies, KPIs, Mapping & Balanced score cards.
• HR planning(JDs, manning guide, reporting lines& Succession Planning)
• Set up the internal corporate communications channels& Influencers.
ABCO Retail and Wholesale Business Model 22
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3.7 Quality of the Performance
• Based on certain operational standard as six sigma (6 δ)standard concerning the environment& the culture of the targeted market.
• Ensure the proper performance of all Business Channels regarding marketing, sales, revenue and associated allocated budgets of each typical to its time frames and operational standards. (PMI Standard Implementation then 6 δ Operations with own Libraries and Practices)
ABCO Retail and Wholesale Business Model 23
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Sample Budget Master StructureWholesale, Trading & Retail
37 % (9.25 million)Buying Budget
Wholesale, trading & Retail
7% Operations Budget
Wholesale, China & Retail
14%Manning & Staff Expenses
HO, Warehouses & Retail Stores
5%Rental, Deposits & Insurance
HO, Warehouses & Retail Stores
5%Decorations, Infra-structure & re-inov.
Wholesale, Retail & China
7%Marketing, Adv. & Comm.
Wholesale2%Sales Operations &Support
Wholesale & Retail6%Banking, financing & Risk
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ABCO 2013 Expected Revenues & Net Profit
Net ProfitAmountsRevenue
Wholesale
Retail
Trading
Other Revenues
Growth Turn Over
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“Small Consistent Steps …….
Make The Real Difference.”
“Down to Earth Operations …….
Up to The Sky Expectations”
Thank you