Sales Force
Sales Force (SF) is an important aspect to any company’s success. In the past, we have known to associate SF with aggressive selling, as that was their main approach in obtaining revenue for many companies. Technological advances have changed the way companies utilize its SF. However, SF remains to be a direct link between customers and companies as they are the face associated with the brand (Kotler& Keller, 2012, p. 554). Companies must set attainable objectives and strategies that are specific to its SF. The cost per sales person at Allround is $60,000, which includes training. Having a well-trained SF is key in making the brand a success. If the SF is not well trained they may not leave a good impression, which can hinder
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Indirect sales channel, which serves smaller retail outlets and more rural areas, was generating low sales (PharmaSim case, n.d, p. 26). Management team noted that direct sales yielded more profits when compared to indirect sales. It was decided to decrease indirect and increase direct SF.
Period One
Management noticed a need to decrease the total SF to 122, after reviewing the operating statistics report for period zero. The team decided to mirror our sales force to our competitor Ethink who had less SF and an increase in retail sales. Decisions made contributed to an increase in both revenue and stock prices.
Period Two
There were complaints from retailers in regards to poor sales support. After reviewing the sales force report, we noticed that our SF was significantly lower than our competitors for which reason we decided to increase our total SF to 183. This increase was done to meet the needs of our retailer’s as well as SF as we did not want to have a high turnover rate due to the lack of support.
Period
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Allround was well established as the leaders in the OTC cold remedy. Allround’s main target market were those who purchased cold remedy products for multi symptoms without having to go to a medical provider. The company analyzed the need of our products by surveying the symptoms of what they were seeking in an OTC cold remedy. The symptoms reported by the population were aches, nasal congestion, runny nose, coughing and allergy symptoms. Based on those symptoms reported our original formula, four hour multi liquid, was a great option for anyone experiencing those symptoms. Allround maintained the focus of providing great products for cold remedy for both adults and children. Competitors, new entrants, as well as new products were factors that affected our decision-making process, but Allround did not deviate away from its target market.
Competition was fierce in the industry throughout the periods, but Allround was able to remain as the leader. In the OTC cold remedy industry, there are a plethora of options for consumers. The team studied what the competitors brand formula and noted the feedbacks from consumers on social media. There were many periods when consumers noted that one of our competitor’s products was better for them, but most feedback from consumers were in our favor. We diligently studied the brand formulations for all competitors and were confident that our product had the right mix to address all
Executive Summary- Allround is the leading medical product for cold in the OTC market. It is the most frequent purchase with a high conversation ratio, though the retention ratio has been decreasing, along with market share. Some competitors have introduced new products, and Allround is slowly waning having reached maturity. Therefore, the OCM Marketing team has developed a long term Marketing mix strategy until 10th period.
Increase Sales thru product offerings of appliances, Sephora beauty products, and Plus size boutiques. Facilities to be refreshed in 350 locations and rollout same day pick up on internet sales. General Merchandise sales improvement by 10 to 20 bps thru private brand penetration, supply chain improvements, pricing and clearance options. Expense reduction will result by controlling costs, marketing, process improvements and promoting private label credit card usage. The ultimate goal is to reach $1billion in EBITDA by end of year January
Sales Force was adjusted based on the reports of shopping habits. Increasing point of purchase promotions and detailers in the previous stage helped Allround to gain on Shelf
Case management refers to when a person or people in need require an environmental intervention. The Conrad Hilton Association defines case management as “one of the primary services offered to individuals and families who face multiple challenges, including severe mental illness, addiction, and homelessness.” Case management often helps those who are struggling or who are in need, however, the term tends to be used very loosely within organizations.
Sales, expressed in terms of the number of subscribers, have been growing consistently over the 14 months of the conpany´s lifetime, yet, they have grown at a much slower rate than the one that was anticipated in face of the dimension of the market and of consumer satisfaction.
Competition: The relevant environment, which consists or interactions between the task environment and task environment, has been changing over the past 25 years. As competition has increased among grocery, discount and mass merchandising chains, blurring of channels has occurred. This is due to stores selling an increasing variety of goods to try to broaden their customer base and provide “one-stop” shopping. Many of these stores have added pharmacies as a source of convenience for their customers, and to increase store traffic, usually positioning the pharmacy in the back of the store. In response to this pressure, both independent and chain drugstores have greatly increased the variety of their retail product offerings. The sale of cosmetics, along with health and beauty aids, has become an important profit generator for retail drugstores. Many are now also positioning themselves to compete with convenience stores by offering snack food items, beverages, and staple items. The move to stand-alone stores located on major roads with ample, close-in parking has been an important factor contributing to convenience.
Through my case study analysis I recommend areas that are instrumental toward increasing market share in the pharmaceutical distribution sales industry here in the US and the globe. The areas of focus are in enlargement of Retail Clinics, pharmaceutical delivery, enlargement in store branding, urban focus with organic foods, pharmacist availability, international expansion, and meet competitor coupon offers to improved market penetration both nationally and international...
Growing sales through service: TP came up with new methods to satisfy customers. Furthermore, employees got trained on acting in customers favour.
We live in a world where being medicated has become a societal norm. Modern health care practices have set the stage for the proliferation of direct-to-consumer advertising (DTCA) of prescription drugs by pharmaceutical manufacturers. Some of these practices include the emergence of managed care organizations (MCOs), the legalization of DTCA of prescription drugs, the emergence of the Internet as an alternative promotional channel, the increased desire by patients to become more involved in their own health care decisions, the disillusionment with traditional medicine, and the rise of ‘alternative’ medicine, to name a few. There is an ongoing debate as to the ultimate harm or benefit of this relatively recent practice of pharmaceutical manufacturers to direct their promotional efforts away from the physician and towards the consumer.
The use of supplements to thwart the common cold is a widespread wives’ tale in our mainstream American culture. My mother swears up-and-down she knows how to prevent the common cold. Her secret is simple, zinc and vitamin C supplements. My little brother and I vividly remember choking down those oversized pills that left a chalky white trail down the backs of our innocent throats. Worst of all, we still got sick. This is largely why I am skeptical of supplements being beneficial to health. Research has found that combination zinc and vitamin C therapy do not offer protective effects against catching the common cold (Takkouche et al., 2002). Other research suggested that zinc and vitamin C reduce the severity and duration of cold symptoms (Wintergerst, Maggini, & Hornig, 2006). As a future practicing nurse, I wish I could advise an over the counter sore throat lozenge containing vitamin C and zinc to patients with symptoms of the common cold. However, that borders on practicing medicine without a license, which is beyond the scope of registered nursing practice. Instead, I would recommend patie...
Pharmacy is a booming field when it comes to medicine, but it certainly has controversial issues such as compounding drugs. While the practice of making drugs customized to a patient seems ethical, there are problems that come along with it. Drug compounding was the norm in the past, but over time consumers began to see issues with it. Drug compounding still occurs to this day because some patients do need medicine specifically tailored to their needs. Compounding has also been the focus of recent disasters, some of which occurred less than two years ago. Whatever side one may take on this issue, it is clear that compounding medicine will be a polarizing issue for years to come.
Chet Craig is the Central Plant Manager of the Norris Company. He started as an expediter in the company's eastern plant and was quickly promoted to Production Supervisor in three years. After two years, he was promoted to Assistant to the Manager of the Eastern Plant. Five years later, Chet was transferred to the central plant as an Assistant, and after one month, was promoted to his current position.
Recommendations are made by the FDA on bioequivalence using ratings. If the FDA rates a generic with an “A”, this means the generic and brand-name drug are interchangeable. A “B” rating translates to not recommending a substitution with the generic drug (Barrett, 2010). In a recent review by the FDA in more than 270 generic drugs, the average difference between the generic and brand-name counterpart was 3.5%. This percentage is very similar to what is expected and found between batches of brand-name drugs (Food and Drug Administration, 2012).
The main issue in case study 4-7 focuses on what the Japan company Nippon Cash Machines and their recent US merger National Office Machines should do to their Japanese sales force who has always followed a salary based payment plan and lifetime job security because they are quickly loosing market share in a highly competitive market. Therefore, the main statement for the case is as follows:
ƒÜ Lack of seconday data for the EMS product class, and the distributor reluctant to share sales data with Slendertone.: It¡¦s hard to to determine what market share different companies had. Also, lack of data made it difficult to determine the size of the existing market for EMS products in each company.