If you want to open a courier company in the same city, who can learn from the previous management materials and other related learning materials?

1. Why don't other courier companies have outlets?

Observing the difference between other courier companies and postal services, we can find our peers first. They have no business outlets at all, so how do they realize marketing, receiving and sending at the terminal? Why don't they build terminal business outlets?

SF Company basically has no business outlets, but its Pearl River Delta express business scale exceeds that of postal services; FedEx has no outlets in Foshan and Zhongshan, but their business is also growing rapidly. The terminal network of other courier companies relies on three networks: sales network, receiving network and submission network. Other courier companies don't rely on business outlets to wait for customers to come to the door, but rely on business personnel to take the initiative to sell, so they don't need any business outlets. In addition to sales network and delivery network, they pay more attention to the construction of receiving network, which matches the sales network and replaces the role of postal business network. The receiving network of SF Company is composed of the same collection personnel as the delivery network, and it is dedicated to pick up the pieces at home.

There are three advantages to setting up a pick-up team. First, the service level has surpassed waiting for customers to come to the door; Secondly, in terms of input and output, the input and output of door-to-door picking is relatively high, reaching 1 yuan and 10 yuan; Third, we can put an end to some disadvantages of the integration of sales and receipt.

(1) service level

At present, SF's pick-up level has basically reached the level of pick-up within half an hour, and customers can achieve door-to-door delivery and one-on-one personal service without leaving home, which is superior to customers' trading at business outlets in terms of service level.

(2) Input-output efficiency

In the Pearl River Delta region, business outlets still account for a large proportion of postal express business income. In 2004, the express delivery income of business outlets in Chancheng District of Foshan was 26.055 million yuan, the active income was 6.5438+0.492 million yuan, and the outlet window income was 6.5438+0.65438+0.06 million yuan, accounting for 42% of the express delivery income. The express delivery income of commercial outlets in Zhongshan City is 2,644,800 yuan, and the active income is 2,880,000 yuan, accounting for 47% of the express delivery income. This is calculated from the overall contribution of the business outlets. If you carefully calculate the cost of each terminal staff, you will find that there is a great difference.

Considering the input-output ratio, the expenditure of a courier operator includes about 30,000 yuan of personnel salary and management expenses, 25,000 yuan of vehicle compensation expenses and 55,000 yuan of * * *, while the income generated by an operator is 576,000 yuan, and the input-output ratio is1:10; The salary of a shop assistant plus the management expenses required by the business hall is 75,273 yuan per year, and the business hall shares depreciation12,246 yuan and * * * 87,000 yuan, resulting in income183,400 yuan (including express delivery income of only 42,200 yuan, others are mail and parcel income), and the input-output ratio is 1:2.655. It can be seen that from the input-output point of view, the number of salespeople is five times that of salespeople; If you contribute profits >; From the point of view of profit, the gap is even bigger.

(3) put an end to the disadvantages of internal personnel buying parts.

Cross-regional collection and low-cost collection are difficult problems in the development of postal express delivery. For similar problems, the division of labor of other courier companies in the collection process can give us some inspiration.

The income of the fedex salesman is based on the express mail in his division of labor, but I don't know how many salesmen earn express mail in this area, which is settled by the statisticians who count the recipient's payment. Sales staff get a commission, but they are not allowed to collect money at home; Recipients take the mail and calculate their income according to the telephone notification or SMS notification, which has nothing to do with the mail income. This division of labor avoids the problem that marketers directly collect non-local mail and collect mail at low fees.

At the beginning of the postal express service, it took the development path of traditional business and relied on business outlets in the receiving and sending links. At present, the function of business outlets is more to provide universal services, contact low-end customers and show postal image. The role of commercial network in expanding competitive services such as postal express delivery has been very low. For postal services, the cost pressure of business outlets is far greater than the contribution of income. Compared with other courier companies, the number of postal courier employees is obviously too small to form a scale. SF has a collection and dispatch team of more than 100 people in Zhongshan, and the recipients and dispatchers are equal, while postal express only has 18 people and dispatchers are 32 people. Compared with other courier companies, we can still compete on the delivery network, but our receiving network is too weak. Therefore, in addition to speeding up the training of business sales teams out of outlets, we should also quickly increase the construction of collection teams to pick up goods at home to make up for our disadvantages.

Second, the last mile, does the postal service still have an advantage?

In this survey, I had the opportunity to get to know some other express delivery companies, such as FedEx (Datian) Foshan Branch, SF Zhongshan Branch and Shenzhen Hongqiao Company, by interviewing some employees who work in other express delivery companies or their immediate family members, and made a knowledge comparison with the postal terminal network in five aspects, with the emphasis on SF Company.

1, coverage rate

Considering the coverage, SF Company has 178 outlets in 2004, and there are branches in Guangzhou, Zhongshan, Foshan, Wuyi, Shenzhen, Dongguan, Huizhou and Chaoshan in Guangdong Province, and each branch has set up distribution outlets according to the operating conditions. The branches outside the province mainly include Zhejiang, Jiangsu, Fuzhou, Xiamen, Shanghai, Shandong, Sichuan and Beijing.

In the urban areas where distribution outlets have been set up, the coverage of SF Express and Postal Express are basically the same. The branch of SF Zhongshan Branch in Zhongshan divides Zhongshan into four districts with about 50 delivery sections, which are basically the same as postal express delivery.

2. Number of people receiving delivery

Zhongshan Branch of SF Zhongshan Branch has more than 100 door-to-door service personnel, and each section has two service personnel, one is the delivery personnel and the other is the door-to-door delivery personnel. There are 32 delivery personnel in Zhongshan, 18 marketing collection personnel. The number of door-to-door service personnel exceeds that of postal express delivery.

3. Service frequency and delivery time limit

SF has four delivery frequencies: morning, middle age, afternoon and evening. Hong Kong goods are delivered at night, usually at 7: 30- 10: 00. Its delivery frequency is obviously higher than the three frequencies specified by postal express (the actual operation is morning and afternoon).

SF has two frequencies, middle age 1 1 p.m. and 6: 00 p.m.. Its collection frequency is similar to that of postal express delivery.

There are two kinds of mail in SF, one is express mail and the other is general mail. SF Company has high requirements on the time limit of express delivery, requiring that it must be delivered in the morning, and its express delivery in the morning accounts for about half of the whole day's delivery. Similar in nature to postal express delivery, it is called home delivery and China-Hong Kong express delivery.

4. Information means

The terminal receipt and delivery of SF Company realized informationization. With the help of mobile phone platform, you can input information in time while sending and receiving. The terminal fee is very low, and the estimated cost is about 3,000 yuan (a deposit of 3,800 yuan is required). At present, its terminal informatization is advancing.

5. Wage system and wage level of delivery personnel

Companies such as SF Express, Daejeon and Hongqiao generally implement piece-rate compensation, and the prices of investment in different places may be different. At the beginning of 2004, SF Company accepted 4 yuan and sent it to 2 yuan. At present, the goods are received in 4.8 yuan and delivered in 3.4 yuan. 2 yuan in Chancheng District, Foshan, Datian, dispatched 1.5 yuan. The salary system of postal courier varies greatly from city to city. Some have implemented piecework wages, some have also adopted wage management, and some have not achieved equal pay for equal work, which has seriously affected the enthusiasm of distribution personnel.

On the salary level, the monthly salary of delivery staff in Zhongshan Branch of SF Company can reach 3,000-4,000 yuan, and that of Daejeon Foshan Company is more than 4,000 yuan. The relative salary of postal couriers is relatively low. The monthly salary of Zhongshan postal courier is about 1450 yuan, and the situation in Foshan is similar.

In the calculation of the actual income of distribution personnel, wage income is only a part of the calculation. The actual income of delivery personnel in Datian Company includes welfare and salary, exceeding 4,000 yuan; The distributor of SF Company has to bear the telephone charges, vehicle depreciation and gasoline charges, and there is no rest day, so the actual income is about 2,000 yuan. Due to welfare factors such as rest days and work clothes, the actual income of postal couriers is about 1600 yuan.

From five aspects, postal express delivery no longer has advantages in five aspects: coverage density, delivery frequency, scale of door-to-door service personnel, terminal information means and salary.

3. What experience should postal service learn from other courier companies?

Domestic private express delivery companies, such as Hong Kong Shunfeng Company, grew to the scale of 10,000 employees around10, and their experiences and systems were gradually formed in the harsh market competition. Foreign express delivery companies in China, such as FedEx, are one of the four giants in the global express delivery industry, and their experiences and systems have been summarized through decades of development. These companies are more market-oriented than postal express delivery and have more experience in market operation than postal express delivery. We must study their system carefully. Although we don't know much about this survey, we can also see some places worth learning from.

1, piece rate, more work, more pay.

Other courier companies generally implement piece-rate wages, and there is a unified charging standard for each delivery, in order to arouse the enthusiasm of the delivery staff. SF Company sent A to 2 yuan, and Daejeon Company sent a 1.5 yuan. By this means, the interests of the consignee and consignor are directly linked to the interests of the company, and the enthusiasm of the consignee and consignor is beyond doubt, so the consignee and consignor can work four shifts a day and close at 8-9 pm.

2. Establish a receiving network with low cost.

Other courier companies generally do not have business outlets, and the receipt is achieved through door-to-door. Through the preliminary calculation of the receipt fee of business outlets and the door-to-door receipt fee, the door-to-door receipt fee is lower. Other companies have achieved low-cost network expansion through home delivery.

3. Marketing receipts have their own division of labor.

Other courier companies have a huge receiving network. The function of this receiving network is mainly to pick up the pieces at home, rather than marketing, that is, to receive the materials distributed by the company and pick up the distributed mail at the designated place. They call this kind of work receiving. As for their marketing work, the salesman is responsible for each region, and the salesman's income is linked to the express mail income in this region. The salesman himself shall not charge express mail or express mail fee. The recipient shall not receive express mail other than the specified information, and the express mail fee shall be charged by the recipient. In this way, marketing and bill collection are separated, which eliminates the problems of cross-regional bill collection and low-cost bill collection, and also enables salesmen to concentrate on developing customers instead of being busy collecting bills.

4, delivery sorting, one person and two posts.

SF Company and Daejeon Company don't have special sorters, they are couriers and sorters. This is mainly because the working hours of sorting personnel are relatively concentrated, which is fixed at 2-3 hours a day, and it is required to minimize the working hours and facilitate delivery. Basically, the two tasks of sorting and delivery are two continuous links and cannot happen at the same time; Express mail is also not allowed to be crowded. After sorting, it is required to be delivered immediately. If there is no manual delivery after sorting, sorting is also invalid labor. This makes it possible to use couriers to do sorting work.

5, SMS platform, convenient information

SF Company made full use of SMS as a means of communication, successfully established a communication platform for receiving and investing, and basically realized the informationization of the terminal. After receiving the receiving information, SF Company informs the consignee to pick up the goods by SMS in the background. After the consignee picks up the goods, with the help of scanning gun and special mobile phone software, the necessary information such as mail number, receiving time, receiving place, etc. is formed to inform the background of picking up the goods by SMS. After the courier delivers the express mail, he also forms a short message through the scanning gun and mobile phone software to inform the background to deliver the necessary information, such as the mail number. Delivery time and recipient. In this way, with the help of mobile phone short message platform, the investment is not big, and SF has basically realized the informationization of the terminal.

1. Why don't other courier companies have outlets?

Observing the difference between other courier companies and postal services, we can find our peers first. They have no business outlets at all, so how do they realize marketing, receiving and sending at the terminal? Why don't they build terminal business outlets?

SF Company basically has no business outlets, but its Pearl River Delta express business scale exceeds that of postal services; FedEx has no outlets in Foshan and Zhongshan, but their business is also growing rapidly. The terminal network of other courier companies relies on three networks: sales network, receiving network and submission network. Other courier companies don't rely on business outlets to wait for customers to come to the door, but rely on business personnel to take the initiative to sell, so they don't need any business outlets. In addition to sales network and delivery network, they pay more attention to the construction of receiving network, which matches the sales network and replaces the role of postal business network. The receiving network of SF Company is composed of the same collection personnel as the delivery network, and it is dedicated to pick up the pieces at home.

There are three advantages to setting up a pick-up team. First, the service level has surpassed waiting for customers to come to the door; Secondly, in terms of input and output, the input and output of door-to-door picking is relatively high, reaching 1 yuan and 10 yuan; Third, we can put an end to some disadvantages of the integration of sales and receipt.

(1) service level

At present, SF's pick-up level has basically reached the level of pick-up within half an hour, and customers can achieve door-to-door delivery and one-on-one personal service without leaving home, which is superior to customers' trading at business outlets in terms of service level.

(2) Input-output efficiency

In the Pearl River Delta region, business outlets still account for a large proportion of postal express business income. In 2004, the express delivery income of business outlets in Chancheng District of Foshan was 26.055 million yuan, the active income was 6.5438+0.492 million yuan, and the outlet window income was 6.5438+0.65438+0.06 million yuan, accounting for 42% of the express delivery income. The express delivery income of commercial outlets in Zhongshan City is 2,644,800 yuan, and the active income is 2,880,000 yuan, accounting for 47% of the express delivery income. This is calculated from the overall contribution of the business outlets. If you carefully calculate the cost of each terminal staff, you will find that there is a great difference.

Considering the input-output ratio, the expenditure of a courier operator includes about 30,000 yuan of personnel salary and management expenses, 25,000 yuan of vehicle compensation expenses and 55,000 yuan of * * *, while the income generated by an operator is 576,000 yuan, and the input-output ratio is1:10; The salary of a shop assistant plus the management expenses required by the business hall is 75,273 yuan per year, and the business hall shares depreciation12,246 yuan and * * * 87,000 yuan, resulting in income183,400 yuan (including express delivery income of only 42,200 yuan, others are mail and parcel income), and the input-output ratio is 1:2.655. It can be seen that from the input-output point of view, the number of salespeople is five times that of salespeople; If you contribute profits >; From the point of view of profit, the gap is even bigger.

(3) put an end to the disadvantages of internal personnel buying parts.

Cross-regional collection and low-cost collection are difficult problems in the development of postal express delivery. For similar problems, the division of labor of other courier companies in the collection process can give us some inspiration.

The income of the fedex salesman is based on the express mail in his division of labor, but I don't know how many salesmen earn express mail in this area, which is settled by the statisticians who count the recipient's payment. Sales staff get commission, but they are not allowed to pick up the pieces at home and collect money; Recipients take the mail and calculate their income according to the telephone notification or SMS notification, which has nothing to do with the mail income. This division of labor avoids the problem that marketers directly collect non-local mail and collect mail at low fees.

At the beginning of the postal express service, it took the development path of traditional business and relied on business outlets in the receiving and sending links. At present, the function of business outlets is more to provide universal services, contact low-end customers and show postal image. The role of commercial network in expanding competitive services such as postal express delivery has been very low. For postal services, the cost pressure of business outlets is far greater than the contribution of income. Compared with other courier companies, the number of postal courier employees is obviously too small to form a scale. SF has a collection and dispatch team of more than 100 people in Zhongshan, and the recipients and dispatchers are equal, while postal express only has 18 people and dispatchers are 32 people. Compared with other courier companies, we can still compete on the delivery network, but our receiving network is too weak. Therefore, in addition to speeding up the training of business sales teams out of outlets, we should also quickly increase the construction of collection teams to pick up goods at home to make up for our disadvantages.

Second, the last mile, does the postal service still have an advantage?

In this survey, I had the opportunity to get to know some other express delivery companies, such as FedEx (Datian) Foshan Branch, SF Zhongshan Branch and Shenzhen Hongqiao Company, by interviewing some employees who work in other express delivery companies or their immediate family members, and made a knowledge comparison with the postal terminal network in five aspects, with the emphasis on SF Company.

1, coverage rate

Considering the coverage, SF Company has 178 outlets in 2004, and there are branches in Guangzhou, Zhongshan, Foshan, Wuyi, Shenzhen, Dongguan, Huizhou and Chaoshan in Guangdong Province, and each branch has set up distribution outlets according to the operating conditions. The branches outside the province mainly include Zhejiang, Jiangsu, Fuzhou, Xiamen, Shanghai, Shandong, Sichuan and Beijing.

In the urban areas where distribution outlets have been set up, the coverage of SF Express and Postal Express are basically the same. The branch of SF Zhongshan Branch in Zhongshan divides Zhongshan into four districts with about 50 delivery sections, which are basically the same as postal express delivery.

2. Number of people receiving delivery

Zhongshan Branch of SF Zhongshan Branch has more than 100 door-to-door service personnel, and each section has two service personnel, one is the delivery personnel and the other is the door-to-door delivery personnel. There are 32 delivery personnel in Zhongshan, 18 marketing collection personnel. The number of door-to-door service personnel exceeds that of postal express delivery.

3. Service frequency and delivery time limit

SF has four delivery frequencies: morning, middle age, afternoon and evening. Hong Kong goods are delivered at night, usually at 7: 30- 10: 00. Its delivery frequency is obviously higher than the three frequencies specified by postal express (the actual operation is morning and afternoon).

SF has two frequencies, middle age 1 1 p.m. and 6: 00 p.m.. Its collection frequency is similar to that of postal express delivery.

There are two kinds of mail in SF, one is express mail and the other is general mail. SF Company has high requirements on the time limit of express delivery, requiring that it must be delivered in the morning, and its express delivery in the morning accounts for about half of the whole day's delivery. Similar in nature to postal express delivery, it is called home delivery and China-Hong Kong express delivery.

4. Information means

The terminal receipt and delivery of SF Company realized informationization. With the help of mobile phone platform, you can input information in time while sending and receiving. The terminal fee is very low, and the estimated cost is about 3,000 yuan (a deposit of 3,800 yuan is required). At present, its terminal informatization is advancing.

5. Wage system and wage level of delivery personnel

Companies such as SF Express, Daejeon and Hongqiao generally implement piece-rate compensation, and the prices of investment in different places may be different. At the beginning of 2004, SF Company accepted 4 yuan and sent it to 2 yuan. At present, the goods are received in 4.8 yuan and delivered in 3.4 yuan. 2 yuan in Chancheng District, Foshan, Datian, dispatched 1.5 yuan. The salary system of postal courier varies greatly from city to city. Some have implemented piecework wages, some have also adopted wage management, and some have not achieved equal pay for equal work, which has seriously affected the enthusiasm of distribution personnel.

On the salary level, the monthly salary of delivery staff in Zhongshan Branch of SF Company can reach 3,000-4,000 yuan, and that of Daejeon Foshan Company is more than 4,000 yuan. The relative salary of postal couriers is relatively low. The monthly salary of Zhongshan postal courier is about 1450 yuan, and the situation in Foshan is similar.

In the calculation of the actual income of distribution personnel, wage income is only a part of the calculation. The actual income of delivery personnel in Datian Company includes welfare and salary, exceeding 4,000 yuan; The distributor of SF Company has to bear the telephone charges, vehicle depreciation and gasoline charges, and there is no rest day, so the actual income is about 2,000 yuan. Due to welfare factors such as rest days and work clothes, the actual income of postal couriers is about 1600 yuan.

From five aspects, postal express delivery no longer has advantages in five aspects: coverage density, delivery frequency, scale of door-to-door service personnel, terminal information means and salary.

3. What experience should postal service learn from other courier companies?

Domestic private express delivery companies, such as Hong Kong Shunfeng Company, grew to the scale of 10,000 employees around10, and their experiences and systems were gradually formed in the harsh market competition. Foreign express delivery companies in China, such as FedEx, are one of the four giants in the global express delivery industry, and their experiences and systems have been summarized through decades of development. These companies are more market-oriented than postal express delivery and have more experience in market operation than postal express delivery. We must study their system carefully. Although we don't know much about this survey, we can also see some places worth learning from.

1, piece rate, more work, more pay.

Other courier companies generally implement piece-rate wages, and there is a unified charging standard for each delivery, in order to arouse the enthusiasm of the delivery staff. SF Company sent A to 2 yuan, and Daejeon Company sent a 1.5 yuan. By this means, the interests of the consignee and consignor are directly linked to the interests of the company, and the enthusiasm of the consignee and consignor is beyond doubt, so the consignee and consignor can work four shifts a day and close at 8-9 pm.

2. Establish a receiving network with low cost.

Other courier companies generally do not have business outlets, and the receipt is achieved through door-to-door. Through the preliminary calculation of the receipt fee of business outlets and the door-to-door receipt fee, the door-to-door receipt fee is lower. Other companies have achieved low-cost network expansion through home delivery.

3. Marketing receipts have their own division of labor.

Other courier companies have a huge receiving network. The function of this receiving network is mainly to pick up the pieces at home, rather than marketing, that is, to receive the materials distributed by the company and pick up the distributed mail at the designated place. They call this kind of work receiving. As for their marketing work, the salesman is responsible for each region, and the salesman's income is linked to the express mail income in this region. The salesman himself shall not charge express mail or express mail fee. The recipient shall not receive express mail other than the specified information, and the express mail fee shall be charged by the recipient. In this way, marketing and bill collection are separated, which eliminates the problems of cross-regional bill collection and low-cost bill collection, and also enables salesmen to concentrate on developing customers instead of being busy collecting bills.

4, delivery sorting, one person and two posts.

SF Company and Daejeon Company don't have special sorters, they are couriers and sorters. This is mainly because the working hours of sorting personnel are relatively concentrated, which is fixed at 2-3 hours a day, and it is required to minimize the working hours and facilitate delivery. Basically, the two tasks of sorting and delivery are two continuous links and cannot happen at the same time; Express mail is also not allowed to be crowded. After sorting, it is required to be delivered immediately. If there is no manual delivery after sorting, sorting is also invalid labor. This makes it possible to use couriers to do sorting work.

5, SMS platform, convenient information

SF Company made full use of SMS as a means of communication, successfully established a communication platform for receiving and investing, and basically realized the informationization of the terminal. After receiving the receiving information, SF Company informs the consignee to pick up the goods by SMS in the background. After the consignee picks up the goods, with the help of scanning gun and special mobile phone software, the necessary information such as mail number, receiving time, receiving place, etc. is formed to inform the background of picking up the goods by SMS. After the courier delivers the express mail, he also forms a short message through the scanning gun and mobile phone software to inform the background to deliver the necessary information, such as the mail number. Delivery time and recipient. In this way, with the help of mobile phone short message platform, the investment is not big, and SF has basically realized the informationization of the terminal.