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CJJJF Consulting Inc.                                                                      October 2009. Sales Strategy Assessment. Table of Contents. Pyramid Market Segments Sales Process Appendix. 2. Situation

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Cjjjf consulting inc october 2009

CJJJF Consulting Inc.                                                                      October 2009

Sales Strategy Assessment


Pyramid market segments sales process appendix

Table of Contents                                                  

Pyramid

Market Segments

Sales Process

Appendix

2


Pyramid

Situation                                                  

ARDEX is a provider and producer of high quality specialist construction materials that are sold through various channels to several different market segments.

Complication

Growth is slowing in the commercial construction industry in the HK region.

Pyramid


Question                                                  

How can ARDEX Hong Kong increase sales and profits through its sales strategy?

Recommendations

In order to increase profits and sales ARDEX HK should:

            - Focus primarily on the hotel and (TBD) segments as the preferred project types

            - Eliminate sales process inefficiencies


  • Rationale for Market Segment Recommendation                                                  

    • Sales within the hotel and X segments generate the highest average profits per project

    • Sales within the hotel and X segments require the lowest average man hours per deal

    • The hotel and X segments are projected to have the highest growth within the construction industry in HK/Macau

  • Rationale for Sales Process Recommendation

    • Current manual processes are substantially more time consuming than suggested automated processes

    • Eliminating redundant steps in the sales process will allow sales people to devote more time to client relationship management


Market Segment Mix By Project Type (1st half 2009)                                                  

Sales in the hotel segment bring in the most average profit per project

Source: XYZ


Segment profits and resource usage (By Project Type)                                                  

Sales in the hotel segment achieve the highest profits per man-hour

Source: XYZ


Industry Growth by Project Type                                                  

# of projects

The hotel segment is projected to have the highest growth within the construction industry in HK/Macau


Rationale for modifying the sales process

Rationale for Modifying the Sales Process                                                  

Establish areas where greater efficiency can be achieved:

  • Improve hand offs to minimize miscommunication

  • Remove sales task redundancies within the sales team - savings of x hours

  • Establish approval thresholds to decrease hold ups in the sales process

  • Reduce the turnaround time by x days for contractual review and approval

Source: Interviews & Sales Log


Inefficiencies in sales processes

Inefficiencies in sales processes                                                  

Eliminate redundant steps in the sales process

Source: Interviews & Sales Process


Current manual processes are time consuming which can be resolved through automation

Time spent on manual processes in the sales lifecycle (hours/week)

Current manual processes are time consuming which can be resolved through automation

Source: Interviews & Sales Process


Automate the sales processes

Solution (hours/week)

Description

Benefits

CRM

Document Management

List of solutions that can reduce time spent on manual tasks and assist sales team to manage day-to-day responsibilities:

Automate the Sales Processes

Source: Interviews & Sales Log


Appendix

Appendix (hours/week)


Issue (hours/week)

Hypothesis

Analysis

Data Sources

Task

Owner

Due date

Status

Project Kick-off

Project kick-off will level set the expectations and objective of the project between the team and the client.

Client

Jana

26-Sep

Complete

Assess Market Channels

Ardex can increase sales by 5% by selling directly to customer.

research on market channels that are available and which are better sources for product awareness and distribution

manager, salesperson, customer, documentation, industry best practices

Conduct interviews, gather data, analyze data

Fabrizio

14-Oct

In Progress

Assess Market Segments

Ardex can increase sales by 5% by selling through partners.

research market segments that are growing over the next 5-10 years

manager, salesperson, customer, documentation, industry best practices

Conduct interviews, gather data, analyze data

Jana/Craig

14-Oct

In Progress

Assess Current Sales Processes

Ardex can increase sales by 5% by focusing on single type of developer

analyze the current process. Check for manual processes, redundancies,

manager, salesperson, customer, documentation, industry best practices

Conduct interviews, gather data, analyze data

Jen

14-Oct

In Progress

Assess HR impact

Better HR recruiting and rewards to sales team will increase sales performance by 5%

High level review of compensation. Compare to other sales models in the same industry

manager, salesperson, customer, documentation, industry best practices

Conduct interviews, gather data, analyze data

JT

14-Oct

In Progress

Analyze Future State Recommendation

Using current state findings, create a list of recommendations and prioritize that will help Ardex increase sales by 5%

current state findings

Create a list of the recommendations for Ardex

Team

14-Oct

In Progress

Build Future State Recommendation

Using future state design, build the recommendation that will help Ardex increase sales by 5%

current state findings

Select the recommended actions Ardex should implement

Team

20-Oct

In Progress

Present recommendation

Recommendation will offer prioritized actions for increasing sales by 5%

current state findings

Create ppt deliverable

Team

21-Oct

Open

Workplan


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