杭州凯森环保科技有限责任公司××学院联系人：××2008.3本计划书仅用于学习交流，不得用于商业用途目录目录................................................................2一．执行总结........................................................51．1公司.......................................................51．2市场.......................................................51．3投资与财务.................................................61．4组织与人力资源.............................................7二、产业背景........................................................7三、产品服务........................................................83.1产品概述....................................................83.1.1中央空调管道清洗消毒车.................................83.1.2中央空调管道清洗辅助设备...............................93.2产品优势...................................................123.2.1技术壁垒：............................................123.2.2技术领先：............................................123.2.3价格与其它优势：......................................133.3应用领域：..................................................13研发计划：.....................................................14售后服务：.....................................................14四、市场分析.......................................................144.1市场描述....................................................144.2目标市场....................................................164.2.1清洁公司..............................................164.2.2大型的物业、医院......................................164.3顾客购买准则................................................16五、竞争分析.......................................................175.1现有竞争者..................................................175.2供应商......................................................185.3顾客........................................................195.4潜在竞争者..................................................195.5替代品......................................................19六、公司战略.......................................................196．1公司概述..................................................196．2总体战略..................................................206．2．1公司使命............................................206．2．2公司宗旨............................................206．2．3公司精神............................................212本计划书仅用于学习交流，不得用于商业用途6．3发展战略..................................................216．3．1初期（1－3年）.....................................216．3．2中期（4－6年）.....................................216．3．3长期（7－10年）....................................21七、营销略策及销售.................................................227.1销售计划....................................................227.2营销策略....................................................237.2.1邮报、网络广告和促销..................................237.2.2公关..................................................237.2.3大事件营销............................................247.2.4产品展销会............................................247.3分销渠道....................................................257.4市场细分....................................................257.5定价战略..............................................
