1. GMIT
International Sales Plan
for TTM Healthcare
International sales plan prepared for TTM Healthcare entering the
Canadian Market. Completed as part of the International Sales Strategies
Module
International Sales Strategy – Myles McHugh
By:
Eoin McGuinness G00274609
&
Cian McMahon G00291858
3/24/2015
2. 1
Table of Contents
Executive Summary ...................................................................................................................... 2
Section 1......................................................................................................................................3
Canadian Profile ....................................................................................................................... 3
Toronto Profile ......................................................................................................................... 3
Culture.....................................................................................................................................4
Why Toronto............................................................................................................................ 4
Who to Target?......................................................................................................................... 5
Potential Size............................................................................................................................ 5
How to Enter and Challenges Faced........................................................................................... 5
Key Success Factors and Position: .............................................................................................. 6
Section 2: Sales Strategy...............................................................................................................7
Sales Objectives........................................................................................................................ 7
Strategy:............................................................................................................................... 7
DistributionNetwork Development........................................................................................ 8
Type of Selling....................................................................................................................... 8
Territories .............................................................................................................................. 10
Selected Territory................................................................................................................ 10
Location of the Customers................................................................................................... 10
Set Up Territorial Coverage Plans ......................................................................................... 11
Key Territories..................................................................................................................... 11
Key Territory Locations........................................................................................................ 12
Sales Process.......................................................................................................................... 13
Recruitment and Selection................................................................................................... 14
Sales Forecasting.................................................................................................................... 16
Economic forecast:.............................................................................................................. 16
GDP & Unemployment ........................................................................................................ 16
Interest Rates...................................................................................................................... 17
Inflation Rate...................................................................................................................... 17
Year 1 Sales Forecast........................................................................................................... 17
Year 2 Sales Forecast........................................................................................................... 20
Exchange Rate Considerations.............................................................................................. 21
Cost of Setting up a Sale Team ............................................................................................. 22
Section 3: Sales Monitoring........................................................................................................ 23
Monitoring and Evaluation of Sales Team................................................................................. 23
CRMSystems.......................................................................................................................... 23
References................................................................................................................................. 25
3. 2
Executive Summary
Mr. Crowley
We here at “IllustriousSalesLtd.”Are delightedtobe workingwithTTMHealthcare and provide you
witha salesplansupportingyourefforttoenterthe Canadianmarket.The followingsalesplanhas
beenputin place in orderto maximise youreffortsandfulfilyourfull potentialonentrytothe
Canadian(Toronto) market.Irelandisanationwitha richhistoryof providingsome of the best
healthcare workersinthe world,somethingyourbusinesshashighlighted throughthe years,andwe
believethatwiththe currentunsettlementof nursesinIrelandandthe demandforsuperior
healthcare staff inCanadathere hasneverbeena more appropriate time forTTMhealthcare to
showcase whatitcan bringto the marketplace.
Throughour researchand analysiswe have identifiedthe bestpossible route forsuccessful market
entry.We have identifiedTorontohasthe bestpossiblelocationforentry.Thisisbasedonthe
densityof populationandhealthcare facilities.Initiallywe recommendtargeting10% of the market
share;thiswill be discussedinfurtheroninthe document.
For initial entrytothe marketwe advise thatfocusingonnursesfirstwouldbe the bestcourse and
graduallyphase inotherprofessions.
The roles of TTM staff inToronto will divided.Majorityof staff will be healthcare workers,the rest
will be a salesteaminplace inToronto whowill provide supportandmanage operationsforTTM
workers.
The salesteamwill be supportedthroughtoolssuchas Salesforce.Salesforce isaprofessional CRM
systemthatwill enable salesrepscreate,build,developandmaintaincustomerrelationshipsbutwill
alsoaid management,recording andprogress of salesactivities.
We lookforwardtoyour contact and further discussionaboutthe document.
KindRegards,
Managing Director
Edward King
4. 3
Section1
Canadian Profile
Canada is the second largest country in the world and with its population of 35.7 million
(approx.) it is ranked as the 37th most populated country in the world. The country is divided
into ten provinces and three territories. The province of Quebec is the country’s largest but
Ontario is host to the largest population with 38.4% of the total national population. The
capital city of Ottawa is located in the province of Ontario however; Toronto is the largest
city in the country with a population of 2.8 million (approx.) Canada has two official
languages, English and French. Canada’s currency is the Canadian dollar and one Canadian
dollar currently equates to €1.35 approx. According to the World Bank, 2013 the GNI per
capita was US $52,200. When entering Canada it is also significant to understand the trade
agreements that it takes part in. Canada has trade agreements with numerous large
countries including Korea. Canada is also a member of the North American Free Trade
Agreement (NAFTA) and also has trade agreements established with the EU as part of the
European Free Trade Association.
Toronto Profile
Toronto is the largest city in Canada and as previously mentioned holds the largest
population. Toronto has a large market for any industry according to Mercers ‘Cost of Living’
survey. The survey is based on 214 large cities from across the world and is based against
New York as an index. Toronto ranked 76th in the survey, below other large cities that were
listed ahead of Toronto included New York, Dublin, Tokyo, London.
Investtoronto.ca estimated that Toronto had an economy worth $286 billion economy in
2011. Recent figure from www.fin.gov.on.ca illustrate that both real and nominal GDP are
on the rise in the province. As mentioned in the executive summary Ontario has a total of
155 public, private and specialty psychiatric hospitals. Toronto is host to 25 of these
hospitals.
5. 4
Culture
When entering a new market a key factor in examining the market is to identify its culture.
Culture can vary from region to region, country to country and even within different parts of
a country. They key differences in culture are the difference between high context culture
and low context culture. Canada is considered to be a nation of low context culture.
Majority of the countries that TTM Healthcare has entered are also countries of low context
culture e.g. USA, Australia, Germany. The reasoning behind entering similar countries is that
there are a low number of barriers to entry if any. Low context countries generally share
common traits such as the same values, principles, education, religion and language to
name a few. Sharing the same culture means that there is no severe difference with regards
to the impact of culture on negotiations. To overcome any language barriers that arise
through cultural differences, TTM provides a combination of online and ‘in country’
language training for all of their candidates.
Why Toronto
The decision to advise TTM healthcare to choose Toronto as their next location to enter was
logical. The progression for TTM into Canada was rational as TTM Healthcare is already
based in some of the largest markets in the world such as the UK, Australia, and USA and
across Europe. Canada was a market where the company had no previously entered.
Toronto was picked as the chosen location for entry as it was the most heavily populated
cities therefore meaning a greater demand for healthcare. Toronto is also an economic hub
of Canada and its economic position has been recovering steadily over the past five years.
Other reasons for entering Toronto and the Canadian market is the lack of language
barriers. English and French are both the official languages of the country.
6. 5
Who to Target?
Through the research we have carried out on the market segment we found that there is a
gap in the market for a recruitment agency in Toronto. We will firstly target the city off
Toronto within the state of Ontario after the first year has been a success we will then
target the province and all the hospital within the province. With there been over 35
hospital locations in Toronto, we felt that the Toronto health board needed to find a
trustworthy agency that they could go to when they were in need of a position to be filled.
We think that TTM group should target the Toronto health board as it will capture the
optimum market share of the hospitals.
Potential Size
The size of our potential market is estimated through research and the assessments of TTM
group previse marketing entries. We feel that TTM group can make a potential market size
of nearly $200,000 when entering Toronto for the first year where TTM will see bigger
profits year on year.
TTM group should gain market share of 10% of all hospitals in the province of Ontario.
This will be discuss in further detail later on in the report
How to Enter and Challenges Faced
The strategy of entering Toronto should be simple it should be done so with working with
the health board so that TTM group can use their recruitment skills to fill any position in any
hospital in Toronto. TTM group will enter the market in Toronto through advertising and
also the setup of an office in Toronto his will help manager operation for the TTMworkers in
the city. With recruitment expected from the start this office should be in operation from
the start.
TTM group should enter by negotiating with the Toronto health board and also the hospital
within the city so that they are known form the beginning. TTM are very experienced with
entering new markets and with this should stand to them with any issue that may arise.
7. 6
TTM will be faced with some challenges such as:
The legal issue with gaining entry of a new region
- Currency exchange between the Europe and the Canadian dollar
When they first enter will they be able to gain recognition form both nurses and
hospitals
There will also be issues with trade unions for nurses which is the ‘Canadian
Federation of Nurses Unions’ in the Ontario province which may be needed to
overcome this issue would cover pay and the condition the nurses are working in.
Key Success Factors and Position:
With the experience that TTM group have acquired with entering many other countries
these factors should be acknowledge so that they will succeed.
With gaining entry into the city of the Toronto for TTM to be successful they will
need to expand in the province of Ontario and beyond into the whole country so
that they reach their full potential.
Gaining recognition and having successful relations with the nurses, hospitals and
also showing reliability with trades unions.
Digital marketing is another aspect where success factors will be accomplished
through advertising on twitter, LinkedIn and Facebook so that the TTM is giving its
full exposure.
TTM group must position their product which is the nurses where they assessable for the
customer which will be employed by the hospitals and health board. They are entering a
new country so where TTMposition its product is critically important. The reason for this is
that if they are positioned correctly then they can reach their full potential and with this
then reach their full potential profits.
8. 7
Section2: Sales Strategy
Sales Objectives
To capture 10% of the market share in year 1.
Achieve our target net profit of C$193,000 in year 1.
To capture a further 5% of the market in year 2.
Achieve our target net profit of C$387,855 in year 2.
Become an established player in the supply of healthcare workers in Toronto.
Strategy:
In order to achieve the sales objectives we have set, we have put forward the following
strategy which is capable of reaching the goals set:
Critically analyse the total market potential, key accounts and sales territories. Use
this data to then create a sales forecast for year one and year two. From the sales
forecast the amount of staff required for the sales force should be apparent.
Hire a regional manager to co-ordinate the business in Toronto, sales people as
needed to fill demand and also finance.
o It is important to hire people familiar with both the sales industry and
healthcare industry. It also important to hire local individuals as they have
local knowledge of the area, understand the culture of the area, how
business is conducted there. For finance it is critical that this person has local
knowledge of taxes and regulations.
The CRMsystem that is to be put in position must meet the needs and demands
placed upon it.
Hiring sales people who have a previous experience in the Toronto healthcare
industry can prove fruitful as they can bring leads and opportunities and may have
relationships already in place with target locations.
After sales teammembers have been hired they must go through training protocols.
While only new employees will be hired with a previous sales background they must
undergo vigorous training by TTM to better understand the needs and demands that
will be placed upon them.
9. 8
The target of this strategy is to have a fully operating TTM office in Toronto set up and
pursuing contracts within 5-7 months. The salesperson will be responsible for chasing leads,
negotiations and closing sales. The regional manager will be responsible for managing and
maintaining accounts, customer support and any issues or queries which may arise from an
account. The finance and administration worker will be involved with managing finance for
accounts and any administration work that enters the office.
The Toronto office will lead operations in Canada and will report back to TTM headquarters
located in Ennis, Co. Clare.
Salesforce CRM systemwill be a key asset in evaluating and tracking performance. It will
also be an integral part of managing the accounts. An insight into this is highlighted further
in the document.
DistributionNetworkDevelopment
The establishment of an office in Toronto will deal with any Canadian accounts.
TypeofSelling
As TTM are in the business for repeat customers, when entering the Canadian market as a
new player we recommend that TTM use the ‘Relationship Model of Selling’. This model
would be suited to TTM as they are in contract business and often rely on repeat customers.
The model below highlights the difference between the ‘Relationship Model of Selling’ and
the ‘Traditional Selling Model’
10. 9
This model highlights that by focusing most of the effort and energy of the sale into building
rapport that less work is needed along the sales pipeline. This method of ‘Relationship
Selling’ helps support TTM’s needs as they rely on repeat clients. The greatest way to
achieve these repeat clients is to create a relationship first making it easier to close the sale.
This relationship is then used again and again as the customer becomes a repeat client.
This diagram demonstrating the components of relationship selling can be applied too TTM
Healthcare.
Customer/Prospect Analysis: Analysing the customer to see whether or not they are
able to fill the required criteria.
Quality Service & Trust: TTM is branded as a professional, high quality and trustable
source for health care workers. It is from this they are able to build their reputation
and relationship on.
Personalized Service: With an account manager in place it allows for a tailored and
personal service.
Added Value: As will be mentioned in the year 2 sales forecast the recruiter’s
commission rate can be decreased for repeat clients, thus enhancing their
relationship with a customer.
11. 10
Territories
The next step is selecting the key areas where we TTM should target and where they will be
most successful and how they’ll be able to management that territory.
SelectedTerritory
The selected area where TTM will target is Toronto in the province of Ontario.
Locationofthe Customers
TTM’s customers will be the hospitals of Toronto they will target them for the employment
of TTM group nurses. The city of Toronto is the biggest city in the province of Ontario and
also has the most hospital in their geographic area than any other city in Canada. With the
research we carried Toronto would be the most suitable location where to first enter
Ontario and Canada as a whole. When entering Toronto and been successful TTMgroups
customers will grow into the other cities (Ottawa, Mississauga, Hamilton and London) in
Ontario as the good word of how TTM group are conducting business has spread. The will
target all the hospitals in Toronto where TTM will hope to gain business with up to a third of
these hospitals.
At first we taught targeting the whole of the province was the best plan but after vigorous
research in the first year the target was minimize down the Toronto. With that research that
was conducted we choose Toronto as we found it to be the most profitable. This is shown
by the population of the city as it is the biggest in Canada and also has the largest number of
hospital per city in Canada.
12. 11
Set Up Territorial CoveragePlans
At the moment through the research we have carried out the locations we have discussed
are the most potentially profitable areas. With this information there will be constant
research when an office is opened in Toronto for other possible territories that could fit the
plan of TTM group within in the province and the country. TTM will seek to expand its
business through the country so that it can reach its full capacity.
Key Territories
The city of Toronto is divides into six different districts this provides key territories for TTM
to target. Each of these districts was carefully studied so that TTM could optimum their
potential key accounts.
Within our key territory areas there is a rehabilitation institute, addition and mental
hospital, old folk’s hospital, hospital for sick children and general hospitals with this more
than 75% of these are affiliated with the University of Toronto. These are the key accounts
will be the territory for nurses to which they will be employed in.
13. 12
Key TerritoryLocations
The key accounts that TTM will be targeting are the main hospitals in Toronto. These
accounts include Toronto General Hospital, Hospital for Sick Children, Mount Sinai Hospital
and Humber River Regional Hospital all these are key account due there size and on their
rating. Below is a table of all accounts that are in TTM’s territory.
Areas Hospitals
Old Toronto Bridgepoint health
Centre for Addition and Mental Health
Hospital for Sick Children
Mount Sinai Hospital
Princess Margaret Cancer Centre
Runnymede Healthcare Centre
St. Josephs Health Care
St. Michael Hospital
Toronto General Hospital
Toronto Grace Health Centre
Toronto Rehabilitation Institute
Toronto Western Hospital
Women College Hospital
York Humber River Regional Hospital
West Park Healthcare Centre
Etobicake Etobicoke General Hospital
Trillium Health Centre West Toronto
East York Toronto East General Hospital
North York Baycrest
Holland Bloorview Kids rehab hospital
North York General Hospital
Scarborough Providence Healthcare
Rouge Valley Centenary
The Scarborough Hospital
14. 13
Sales Process
The process in which you sell your product is critical important. The process in which they
do so will determine the success of the company entering a new territory. For a business to
have a successful sale process it should have a planned preparation, an approach,
presentation and a follow up. These steps should prepared carefully with putting most
emphasise on the preparation and their follow up.
It is TTMgroup’s sales objective to recruit staff and offer them position at the hands of their
customers. This sales plan shows that TTM are recruiting nurses for their customers which
are the hospitals of Toronto.
A sales lead must come from a hospital that is looking for a positons to be filled. These sales
lead for TTM will not be fully valid until the lead has been qualified only then will be sale
process be nearly complete.
Creating a successful sales process involves many things but one of the more important
methods is bypassing individuals that may slow the process down. Been able to bypass this
and go straight to the person that makes the decisions will make for a lot easier process and
more efficient process.
This is TTMgroup will follow:
Perparation Approach Presentation Follow Up
15. 14
The sales pipeline as illustrated the outlines of the
sales process which TTM will apply. This diagram
can be directly linked to the relationship sales
method, as outlined previously in the document.
The number of staff required in TTM groups office in Toronto should be based the direct
contact time consumed with customers and also the workload been necessary for one
employee.
An employee of TTM is expected to have been in contract with their customers for 15% of
their workload.
Working weeks in a year 46
Hours worked per week 40
= Total hours in one year 1840
Time with customer 15% 276
Total of clients/ number of hours spend
with customer
780/276
Total staff required 2.9
Recruitmentand Selection
We have determined the number of people that will be needed to fulfil the job positions in
the office in Toronto. For TTM to progress to where they want to be they will need to
employ the right people to fill the positions. Without filling these positions effectually within
the office the sales pan won’t be a success as the people employ won’t be able to carry out
the job required efficiently. This show the importance that recruitment and selection is
carried out correctly.
TTM groups will carry out recruitment for a managing director, finance & administrator and
also an accounts manager. It is critically important that TTM puts a lot of time and effort
into the getting the right people for the job. An employee must have the characteristics for
16. 15
the job requires. TTM may also employ from in house this is someone from a different office
across the world that wants to travel and take up a job in a different country or culture. This
would be advisable for TTM to look at first as they would know the company and how the
company works.
There key steps that a company should follow when attempting to employ someone these
are:
Job Analysis
This step is defining and establishing the job relatedness to what the employ should perform
during a day to day basis. This should be very accurate to what the end employ will be
doing.
Job Description
This lies on the basis of the analysis it should be what the company wants as an employee
and a detailed account of what they will be performing as an employee.
Job Specification
This includes the characteristics and qualification that any employee may require to fill the
position.
Recruitment
The process of finding someone that fits the specification. It also includes attracting
employees, screening and selectin, and hiring. This is a very employment step because
recruiting the right person may make or break your entry.
Selection
The selection step is the end of which the employers have come to a conclusion of which
applicants fit the description of the job best. This will come after a number of meetings and
interviews with applicants.
17. 16
Sales Forecasting
Economicforecast:
GDP& Unemployment
Deep scars have been left in the Canadian economy after the global economic recession of
2008. The graphs below illustrate the effect the recession had on GDP growth rate. The
inclusion of the unemployment rate is also important as there is a direct link between them.
Both the GDP growth rate and the unemployment rate were impacted negatively.
These charts also provide evidence of how the GDP growth rate and unemployment rate
have both recovered and has become more stable since 2013.
The unemployment rate also gives evidence as to how the increase of GDP has a direct link
to the reduction of in the unemployment rate. The GDP has been increasing year on year
18. 17
with a 2% rise in 2013 and a 2.5% increase in 2014. While unemployment rose by 0.2% in
February 2015, this was due to a decrease in mining and manufacturing in areas such as
Alberta, Nova Scotia while employment increased in Quebec and Ontario.
There is a direct correspondence between the unemployment and GDP and harmonisation
amongst them indicates that resources are being successfully utilized in a proficient and
efficient manner. This is significant and promising to any company such as TTMattempting
to enter the Canadian market.
Interest Rates
Canada’s interest rates are set by the Governing council of the Bank of Canada (BoC). Up
until January 2015 the interest rate stood at 1% but has since dropped to 0.75%. The Bank
of Canada maintained this rate as financial conditions eased and the risks of to the inflation
outlook are now more balanced. According to TradeEconomics the current monetary policy
stimulus is appropriate.
InflationRate
Both the CPI (consumer Prices Index) and the PPI (Producers Price Index) have had large
fluctuations in recent times. Inflation in Canada currently stands at 0.97%. The inflation rate
is based on the CPI. The chart below illustrates the inflation in Canada over the past twelve
months:
Source: Inflation.eu
Year 1SalesForecast
Our estimates of sales are based on our given plan to enter the Canadian market and in
specific the Toronto healthcare market. We believe that our strategy to target Toronto in
our first year gives rise to the best prospect of being successful in the Canadian market. As
19. 18
previously stated Toronto is the best possible market opportunity as it has the largest
population and greatest density. The figures were calculated in the following ways:
Total Number of Nursing Positions – There are 26 hospitals in Toronto. With no exact
figure given for the total number of nurses employed in each we estimated an
approximate figure of 200 nurses per hospital meaning the total of nurses was 5,200.
Absenteeism – After a discussion with someone with a person with sales industry
experience they stated that while absenteeismfor an organisation is generally
calculated at 5% at any given time, the person advised us as we were dealing with
such a large figure that 15% would be an appropriate calculation for absenteeism.
Total estimated perspective buyers – This was then applied to the 5,200 nurses
giving total estimated perspective buyers of 780.
Target Market Share – Modest first year target of 10%. This target was chosen as we
estimated that there are 5,200 nurses in and felt that 10.5% was a realistic and
achievable target.
Annual Purchase Rate – Calculated Yearly
Bill to Hospital – The bill to the hospital is calculated at TTM’s negotiations of the
contract and achieving that contract at C$66,000. This is then multiplied by the
market share to achieve the final cost to the hospital.
Recruiter Commission – This is the fee at which TTM applies to the contract. This was
again calculated in comparison to industry standards after seeking advice from an
individual with sales experience and background. This fee can drop over time when
the company settles into the market and when dealing with repeat clients.
Paid to Nurses – This figure was calculated by multiplying the amount paid to nurses
by the market share.
Earnings on Commission – This amount arises from subtracting the bill to the
hospital and paid to nurses. This can be further checked by multiplying the market
share by the difference in contract price (C$6,000).
TTM Wages – This figure is formed in the cost of setting up a sales teampreviously
mentioned in the document.
Profit – Formed through subtracting the wages from commission earned.
20. 19
Overheads & Costs – This was estimated to be at 2.5%. Entering long term rental for
office space could help bring this figure down.
Net Profit – Achieved by subtracting overheads & costs from the profit.
Year One
Total Number of Nursing Positions 5200
Absenteeism 15%
Total Estimated Perspective Buyers 780
Market Share Target 10%
Market Share 78
Annual Purchase Rate Yearly
Bill to Hospital C$66,000 X 78 = C$5.14 million
Recruiter Commission 10%
Paid to nurses C$60,000 X 78 = C$4.68 million
Earnings on commission C$468,000
TTM Wages C$269,100
Profit (Commission – Wages) C$198,900
Overheads & Costs @ 2.5% C$4,972.50
Net Profit C$193,927.50
21. 20
Year 2SalesForecast
Provided that the year one sales plan is executed correctly and successfully the targets set
out in the year one plan should be achieved.
For the second year sales forecast we have built upon and developed the year one plan and
allowed for more growth. We have done this by increasing our market share target to 15%
targeting 117 available positions. Another key factor to the growth in second year is the
lowering of the recruiter’s commission from 10% to 9.5%. This has been done to allow TTM
to become more attractive and competitive in the market. We feel as though these figures
for year two are both realistic and achievable for TTM.
Year Two
Total Number of Nursing Positions 5,200
Absenteeism 15%
Total Estimated Perspective Buyers 780
Market Share Target 15%
Market Share 117
Annual Purchase Rate Yearly
Bill to Hospital C$65,700 X 117 = C$7,686,900
Recruiter Commission 9.5%
Paid to Nurses C$60,000 X 117 = C$7,020,000
Earning on Commission C$666,900
TTM Wages C$269,100
Profit (Commission – Wages) C$397,800
Overheads & Cost @ 2.5% C$9,945
Net Profit C$387,855
22. 21
ExchangeRateConsiderations
When operating in a foreign market where the currency is not shared it is important to
monitor exchange rate data as it can fluctuate and deviate. While this plan is focused on
Canada and the Canadian Dollar, with the recent crash in price of euro to dollar on the
exchange rate it highlights the importance of constant analysis of the exchange rate. The
diagram below demonstrates how the recent financial uncertainty in the Eurozone area,
particularly Greece, has dramatically influenced the exchange rate and weakened the value
of the euro to the Canadian Dollar.
Source: http://www.xe.com/currencycharts/?from=EUR&to=CAD&view=1Y#
23. 22
CostofSetting up a SaleTeam
TTM group will require an office based in Toronto to be able to be in close contact with
customers. This office will be there so that the sales process between the hospital and a
nurse trying to fill a position is done in the correct manor.
Through research and experience of opening a new office TTM group will employ three
people in their Toronto office to deal with the work load that is required.
Getting right amount of staff in the field is very important as too little staff there might be
an over load of work and TTM could miss out on business if this was the case and too most
staff could lead to them losing money as there isn’t work for them to carry out.
Working week in a year 46
Working hour per week 40
= Number of hours worked in one year 1,840
Worker requires 3
= Total working hours from staff 5,520
Average hourly wage (3x16.25) 48.75
= Cost of wage per year C$269,100
24. 23
Section3: Sales Monitoring
Monitoring and Evaluation of Sales Team
TTM group will monitor their staff through there CRM systemthis will be done at the
headquarters in Ennis Co. Clare. TTM will be able to monitor all action through the
salesforce. This will done by monitoring all account and lead to see if they are been
converted to open to qualified. This means if the contract has been sold or not.
TTM headquarter will also be in close contact with the managing director of the office in
Toronto and will expect weekly Skype meeting which with all staff. Each staff member will
be required to discuss their own sale targets and sales objectives for the following weeks.
CRM Systems
The use of a CRM systemsuch as salesforce is efficiently for a company like TTM group to
succeed. TTM group should use it to track new accounts, lead and opportunities these
images show how TTM should do this.
26. 25
References
TTM
http://www.ttmhealthcare.com/nursing-jobs
http://www.ttmhealthcare.com/
http://www.ttmhealthcare.com/about-us
http://www.ttmhealthcare.com/careers
http://www.ttmhealthcare.com/contact-us
Canada Profile
http://news.bbc.co.uk/2/hi/americas/country_profiles/1198865.stm#facts
Real GDP growth rate
http://qualex.ca/bmo-alberta-economy-well-rest-canada-leads-provinces-growth/
http://www.fin.gov.on.ca/en/budget/ontariobudgets/2014/ch2c.html
http://www.tradingeconomics.com/canada/gross-national-product
http://www.tradingeconomics.com/canada/gdp-growth
http://www.tradingeconomics.com/canada/interest-rate
http://www.tradingeconomics.com/canada/corporate-tax-rate
http://www.tradingeconomics.com/canada/unemployment-rate
http://www.inflation.eu/inflation-rates/canada/inflation-canada.aspx
http://www.inflation.eu/inflation-rates/canada/historic-inflation/cpi-inflation-canada.aspx
Data on number of hospitals in Ontario
http://www.health.gov.on.ca/en/common/system/services/hosp/faq.aspx
Toronto Economy Worth
http://www.investtoronto.ca/Business-Toronto/Business-Environment/Economic-
Overview/Toronto-has-a-$286-Billion-Economy.aspx
Cost of Living
http://www.theguardian.com/news/datablog/2010/jun/30/city-costs-living
http://www.numbeo.com/cost-of-living/city_result.jsp?country=Canada&city=Toronto
27. 26
http://www.expatistan.com/cost-of-living/toronto
Report Showing Number of Nurses in 2011
http://www.ctvnews.ca/health/health-headlines/report-shows-number-of-nurses-up-
1.1108880
Canada’s Free Trade Agreement
http://www.international.gc.ca/trade-agreements-accords-commerciaux/agr-acc/fta-
ale.aspx?lang=eng
Number of Hospitals
http://www.canadaflowers.ca/flowers/toronto/hospitals.htm
http://www.yellowpages.ca/search/si/1/Hospitals/Toronto%20ON
http://en.wikipedia.org/wiki/List_of_hospitals_in_Toronto
Culture
http://www.ediplomat.com/np/cultural_etiquette/ce_ca.htm
https://www.google.ie/webhp?sourceid=chrome-ie=UTF-8#q=religion%20of%20canada
http://en.wikipedia.org/wiki/Culture_of_Canada
http://www.kwintessential.co.uk/resources/global-etiquette/canada.html
Pay Scale of Nurses Wages in Canada
http://www.payscale.com/research/CA/Job=Registered_Nurse_(RN)/Hourly_Rate
Exchange Rate Information
http://www.xe.com/currencycharts/?from=EUR&to=CAD&view=1Y#
Toronto Hospital Size and Rating
http://www.blogto.com/city/2014/07/the_best_and_worst_hospitals_in_toronto/
Class Notes
http://learnonline.gmit.ie/pluginfile.php/73650/mod_resource/content/3/1.%20Relationshi
p%20Selling%20-%20Master.pdf
