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Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
Small Biz. Mkt. Plan
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Small Biz. Mkt. Plan

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Biz. consulting assessment / sales, other

Biz. consulting assessment / sales, other

Published in: Business, Travel
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  • 1. Innova Trading Corp. Sales Meeting June 29, 2007
  • 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. 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. 06’Caribbean Economic Outlook
  • 5. INNOVA Top Ranking MAP 1 3 . Tortola St.Marten 2 4 5 . St.Croix 6. St.Thomas 7-8 9 10
  • 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. Expenses Vs Revenue &amp; Plan 2007’ YTD Results
  • 8. Plan Vs Actual YTD-2007 YTD 86.9%
  • 9. YTD 105% Effective Plan Vs Actual YTD-2007
  • 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. Action Steps
  • 12. SWOT Analysis
  • 13. SWOT Analysis
  • 14. SWOT Analysis
  • 15. SWOT Analysis
  • 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 &gt; Trinidad / Granada / D.Rep. / PR ? </li></ul>
  • 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. Sales Initiatives <ul><li>Work SMART </li></ul><ul><ul><li>Planning &amp; 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. Prioritize Sales Time - Efforts &lt; Current Goal &gt; 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 &gt;
  • 20. &nbsp;
  • 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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