Small Biz. Mkt. Plan

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Small Biz. Mkt. Plan

  1. 1. Innova Trading Corp. Sales Meeting June 29, 2007
  2. 2. Index <ul><li>Objective / Synopsis </li></ul><ul><li>2006 Caribbean Economic Outlook </li></ul><ul><li>2001 - 2006 Sales Growth (Trend) </li></ul><ul><li>INNOVA Top Markets MAP </li></ul><ul><li>YTD - 07’ Results / Total / A/E </li></ul><ul><li>2007 Sales Plan </li></ul><ul><li>Action Steps </li></ul><ul><ul><li>SWOT Analysis </li></ul></ul><ul><ul><li>Target Markets </li></ul></ul><ul><ul><li>Key Initiatives </li></ul></ul><ul><ul><ul><li>Sales Initiatives </li></ul></ul></ul><ul><ul><ul><li>Sales Time Priority </li></ul></ul></ul><ul><ul><ul><li>Sales Pipeline Management </li></ul></ul></ul><ul><li>Conclusion (Bottom Line) </li></ul>
  3. 3. Objective <ul><li>Identify - Understand Current Situation </li></ul><ul><ul><li>Business Plan Results / Trends / Analysis </li></ul></ul><ul><li>Identify Area’s of Improvement </li></ul><ul><li>Discuss / Share Action Plan - Initiatives for Growth Success </li></ul><ul><li>Make it Happen! Take Action! </li></ul>
  4. 4. 06’Caribbean Economic Outlook
  5. 5. INNOVA Top Ranking MAP 1 3 . Tortola St.Marten 2 4 5 . St.Croix 6. St.Thomas 7-8 9 10
  6. 6. 2001- 2006 Sales Growth 07’ - YTD Growth = @ 2006 Total Sales = $1,189,011. For purposes of comparison, we will use 1/3 of year (12 months) = 4 month comparison = $396,337 x avg. 4 months. We use Jan.07-April 07 results = $356,584 divided by 2006 1/3 avg. results = -(10%) negative growth or decrease. 4% 11% 27% 2.6% 10.6% - (10%)
  7. 7. Expenses Vs Revenue & Plan 2007’ YTD Results
  8. 8. Plan Vs Actual YTD-2007 YTD 86.9%
  9. 9. YTD 105% Effective Plan Vs Actual YTD-2007
  10. 10. Total: $1,242,686 4.5% Growth vs 06’ 2007 Gross Sales Plan Jan-May YTD 2007’ Plan: $466,322 91% Effective Actual: $425,069
  11. 11. Action Steps
  12. 12. SWOT Analysis
  13. 13. SWOT Analysis
  14. 14. SWOT Analysis
  15. 15. SWOT Analysis
  16. 16. Target Market <ul><li>Hotels / Hospitatlity </li></ul><ul><li>Marinas </li></ul><ul><li>Hardware </li></ul><ul><li>Auto Parts </li></ul><ul><li>Distributor - Rep. Vs Re-Sale Products </li></ul><ul><li>Retail (Paper bags, Racks, Display’s, etc.) </li></ul><ul><li>New Territories > Trinidad / Granada / D.Rep. / PR ? </li></ul>
  17. 17. Key Initiatives <ul><li>Increase Sales : </li></ul><ul><ul><li>Develop Sales Strategy - Plan </li></ul></ul><ul><ul><li>Increase Customer contact time (80% selling 20% Service) </li></ul></ul><ul><ul><li>Reduce Non-Sales Activities </li></ul></ul><ul><ul><li>Explore New Product Distributions / New Target Customers </li></ul></ul><ul><ul><ul><li>Hotels / Marinas / Auto Parts, etc. </li></ul></ul></ul><ul><ul><li>Work SMART </li></ul></ul><ul><li>Reduce Cost / Expenses: </li></ul><ul><ul><li>Continue to explore cost reduction in Product cost (purchase) </li></ul></ul><ul><ul><li>Inventory Efficiencies / Reduce inventory day’s </li></ul></ul><ul><ul><li>Reduce - Liquidate - NON-Selling Products </li></ul></ul><ul><ul><li>Salary Increases / Bonuses must be aligned with performance RESULTS </li></ul></ul><ul><ul><li>Mfr. Rep. (Products Dist.) Vs Purchasing (Re-sell) Products / Reduce $ Risk </li></ul></ul><ul><ul><li>Explore Travel - Expense cost saving’s </li></ul></ul><ul><ul><ul><li>Search better rates - hotel options </li></ul></ul></ul><ul><ul><ul><li>Airline travel - Monthly planning - Advanced Purchase savings </li></ul></ul></ul><ul><ul><ul><li>Breakfast / Lunch mtg. (Target or Top cust.) Vs Dinner Mtg. added expense </li></ul></ul></ul>
  18. 18. Sales Initiatives <ul><li>Work SMART </li></ul><ul><ul><li>Planning & Organization </li></ul></ul><ul><ul><ul><li>Sales Call planning </li></ul></ul></ul><ul><ul><ul><li>Territory Management (Targets, etc.) </li></ul></ul></ul><ul><ul><ul><li>Monthly Planning </li></ul></ul></ul><ul><ul><ul><li>Protect Top Accounts (80/20) </li></ul></ul></ul><ul><ul><ul><li>Identify Sales Opportunities (Retention / Penetration / Conversion) </li></ul></ul></ul><ul><ul><ul><li>Increase Customer Contact time / Selling time </li></ul></ul></ul><ul><ul><ul><li>Weekly Sales de-briefing </li></ul></ul></ul><ul><ul><ul><li>Monthly Performance (Results) meeting’s </li></ul></ul></ul><ul><ul><li>Mirror Technique / Build Rapport </li></ul></ul>
  19. 19. Prioritize Sales Time - Efforts < Current Goal > 55% Customer Contact Time Total of which 10% focus on New Account Sales 75% Customer Contact Time Total of which 55% focus on New Account Sales >
  20. 21. Bottom Line! <ul><li>Revenue Growth YTD-07’ -(10%) </li></ul><ul><li>2007 plan Growth Sales 4.5% </li></ul><ul><li>Cost if Living Increase Avg. 5.0% </li></ul><ul><li>Innova Payroll Increase 07’ 12.0% </li></ul><ul><li>Total Expenses Inc. 13.0% </li></ul><ul><li>Non-Sales Focus (all resources) 90% </li></ul><ul><li>INNOVA is in the Business of What? </li></ul><ul><li>Re- SALE of Hardware Products </li></ul><ul><li>Make MONEY $$$ </li></ul>

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