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Us canada.sales.structure.prop.december.jan.2010.lcda.lopez

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Us canada.sales.structure.prop.december.jan.2010.lcda.lopez

  1. 1. US-Canada Sales Structure 2008- Proposal Presented by Gabriel R. Emanuelli December 2008
  2. 2. Index• 2006 US – Staff Coverage• 2007 US – Staff “Actual”• 2008 US – Staff “Proposed” coverage• US - Territory > Target Market – Census / Air Access / Historical Data - Report• Challenges• Bottom Line
  3. 3. ÁREA DE MERCADEO Y PROMOCIÓN División de Mercadeo y Operaciones Globales Operaciones Estados Unidos 1-Director VACANTE (CF) Director de Mercadeo y Operaciones Turísticas (Continentales) 3- Reg. Mgr’s María E. Figueroa (C) 8- Admin. Staff 20- BDM’s Oficial de Administración I 2005 - 2006 32- Total Elinam Feliciano (C) Oficial de Administración II Narciso Moreno (C) Yolanda Figueroa (C) Teresa Morales (C) Sunny Montgomery (CTO) Gerente Regional Gerente Regional Gerente Regional Gerente Regional de Desarrollo de Negocios III (RMBD) de Desarrollo de Negocios III de Desarrollo de Negocios III de Desarrollo de Negocios Canada Melissa Maldonado (C) Administradora de Sistemas Kerry Richards (CTO) de Oficina I Asistente VACANTE (C) Carmen Rosario Nancy Rodríguez (C) Lydia Torres (C) Meliza Muñiz (C) CanadaAuxiliar Administrativo II Elizabeth Tirado (C) Auxiliar Auxiliar Oficial de Auxiliar Administradora de Sistemas Administrativo II Administrativo II Administración II Administrativo II de Oficina I Rosanna Fotti (CTO) Iris Bukvic (C) Gerente de Ventas Administradora de Sistemas Canada de Oficina III Gerente de Desarrollo de Gerente de Desarrollo de Gerente de Desarrollo de Negocios EU (7) (C) Negocios EU (7) (C) (1) VACANTE Negocios EU (7) (C) (BDM) Joseph Dohnert II, Mayra Vázquez, María M. Pascual, Vanessa Lugo, Miriam Cardona II, Gerry Paine II, Peter Terrace II, Norma Colón II, José Figueroa II, María del Mar Landrau II, Luis Quiñones II, Doris Jusino, Gloria Dean II, Pedro N. Ramos, José Dávila II, Margarita Mendoza, Rhoane A. Oliveros José Iturregui María E. Vázquez Omar Soto APROBADO POR Vo. Bo Director de Oficina u División Director de Recursos Humanos Director Ejecutivo Auxiliar 12/12/2005 Fecha: Fecha:
  4. 4. 2006 / US-Map (Coverage)Last updated: March 2007
  5. 5. 2007 - Actual 1- Director 7- BDM’s 5- Admin. Staff 13- Total -(60%) Vs 06
  6. 6. 2007 / Actual Coverage
  7. 7. Top Twenty Two US Markets Fiscal Year Jul- Jun 2005-06 VS 2004-05 Calendar Year 2006 VS 2005 *mar *mar TOTAL TOP *mar *mar TOTAL TOP TWENTY ket ket TWENTY TWO ket ket TWO MARKETS share share MARKETS share share 21.8 21.5 21.4 21.81. NEW YORK 254,369 NEW YORK 239,853 1. NEW YORK 250,473 NEW YORK 249,709 % % % % 16.9 16.3 16.8 16.62. FLORIDA 196,826 FLORIDA 181,221 2. FLORIDA 196,405 FLORIDA 189,554 % % % % 13.6 13.7 13.4 13.73. NEW JERSEY 159,076 NEW JERSEY 152,265 3. NEW JERSEY 157,122 NEW JERSEY 156,898 % % % %4. CALIFORNIA 70,040 6.0% TEXAS 72,565 6.5% 4. CALIFORNIA 74,304 6.3% CALIFORNIA 68,903 6.0%5. TEXAS 67,988 5.8% CALIFORNIA 67,655 6.1% 5. TEXAS 67,133 5.7% TEXAS 68,006 5.9%6. ILLINOIS 52,685 4.5% ILLINOIS 49,181 4.4% 6. ILLINOIS 53,165 4.5% ILLINOIS 52,735 4.6%7. PENNSYLVANIA 47,577 4.1% PENNSYLVANIA 46,106 4.1% 7. PENNSYLVANIA 48,347 4.1% PENNSYLVANIA 46,881 4.1%8. MASSACHUSETTS 45,418 3.9% 43,563 3.9% 8. MASSACHUSETTS 46,977 4.0% 44,159 3.9% MASSACHUSETTS MASSACHUSETTS9. GEORGIA 43,442 3.7% GEORGIA 40,498 3.6% 9. GEORGIA 43,037 3.7% GEORGIA 42,450 3.7% WASHINGTON10. CONNECTICUT 33,334 2.9% 33,009 3.0% 10. CONNECTICUT 34,485 2.9% CONNECTICUT 31,443 2.7% D.C.11. WASHINGTON D.C. 27,233 2.3% CONNECTICUT 29,818 2.7% 11. VIRGINIA 28,301 2.4% VIRGINIA 25,216 2.2% 12. WASHINGTON WASHINGTON12. VIRGINIA 26,726 2.3% VIRGINIA 24,661 2.2% 26,597 2.3% 27,367 2.4% D.C. D.C.13. WASHINGTON 25,502 2.2% WASHINGTON 22,534 2.0% 13. WASHINGTON 24,678 2.1% WASHINGTON 25,760 2.3%14. MARYLAND 21,329 1.8% MARYLAND 19,746 1.8% 14. MARYLAND 22,455 1.9% MARYLAND 20,885 1.8%15. OHIO 21,259 1.8% OHIO 19,548 1.8% 15. OHIO 21,453 1.8% OHIO 20,806 1.8% 16. NORTH NORTH16. MICHIGAN 18,100 1.6% MICHIGAN 17,339 1.6% 18,073 1.5% 16,666 1.5% CAROLINA CAROLINA NORTH17. NORTH CAROLINA 16,922 1.5% 16,462 1.5% 17. MICHIGAN 17,728 1.5% MICHIGAN 17,843 1.6% CAROLINA18. COLORADO 13,774 1.2% TENNESSEE 14,133 1.3% 18. COLORADO 13,822 1.2% COLORADO 13,302 1.2%19. TENNESSEE 13,187 1.1% COLORADO 13,036 1.2% 19. TENNESSEE 13,444 1.1% TENNESSEE 13,366 1.2%20. ARIZONA 12,025 1.0% MINNESOTA 11,937 1.1% 20. ARIZONA 12,523 1.1% ARIZONA 11,859 1.0%21. MINNESOTA 11,662 4.9% ARIZONA 11,203 4.9% 21. MINNESOTA 11,388 4.7% MINNESOTA 11,378 4.9%22. WISCONSIN 11,245 4.7% MISSOURI 10,890 4.8% 22. WISCONSIN 11,150 4.6% WISCONSIN 10,581 4.6%
  8. 8. Air Access / TransportationSan Juan currently has over 518 weekly flightsfrom the U.S. mainland U.S. Service Connection to Europe East Coast = 75% total Visitor’s
  9. 9. Top 10 US Destination Airports in AIL LMM
  10. 10. 2008 Proposed Staff US-Canada Team 1- Director 2- Reg. Mgr’s 10- BDM’s 5- Admin. Staff 18- Total
  11. 11. 2008 Proposed Coverage
  12. 12. US Sales Cost (Budget) / Cost – Expense Impact 2006 2007 2008 $3,312,761 $3,426,632 $2,047,102 3.43% - (41%)US Sales Cost (Budget)Current BDM’s / Pay Scale 7 / Salary Range ($3,335 - $5,265) X MonthUsing $6,000 (Conservative – Top end) x 5 (New BDM’s) = $30k x Month =$360,000.00BMS’s Hire Date (payroll impact) = April or May -08 – June = 2-3 Monthsimpact = $60k - $90k2008 = $2,047,102 + $90k = $2,137,102.00 (Vs) 2007 = - (38%)2009 (08-09) Fully Allocated = $2,407,102.00 (Vs) 2007 = - (30%)Assumptions Used: •Fondo 10 / Accts. 4148 / 4150 / 4155 / 4160 •Canada NOT included
  13. 13. New Hires “Vendor” Option• Pros – Not Directly Employed by PRTC – Flexibility in Adding / Reducing staff• Cons – No Cost - Expense $ savings in Payroll • Avg. Charge $6,000 x BDM <almost = PRTC> – Large savings were on Offices? But at present we already closed Miami / Move NY, meaning no large savings $ – Customer Relationships will now reside on Vendor’s control and Co. (Aviareps) also represents Competitors – Internal Procedures, despite Aviareps may manage 100% force, these will have an assigned PRTC-Budget-events for which internal support, procedures will still have to be provided, thus equal to having direct PRTC reports
  14. 14. US Census Population Population Estimates April 1, 2000 Geographic Area Estimate ######## ######## ######## ######## ######## ######## ######## ######## s Base United States ######## ######## ######## ######## ######## ######## ######## ######## ######## Northeast ####### ######## ######## ######## ######## ######## ######## ######## ######## # Midwest ######## ######## ######## ######## ######## ######## ######## ######## ######## South ######## ######## ######## ######## ######## ######## ######## ######## ######## West ######## ######## ######## ######## ######## ######## ######## ######## ########Table added > Not certain why # not shown?
  15. 15. Florida@ Additional Census Data avail. OnUS-Sales (Word) doc. (Included)Can’t Copy-Paste correctly?-Data included: -Florida -Illinois -Massachusetts -Texas -Other’s
  16. 16. Challenges• New Hire Process (Timeline) – Permanent – Contract Directly (Like Canada) – Sub-Contracted 3rd. Party Vendor (Aviareps)• Sales Training• Equipment – Working Tools (Laptop/Printer, Fax, etc.)• US Impact – Priority for PR Tourism• US Sales Motivation
  17. 17. Challenges• Staff Shortfaff Serious concern-Impact PR• Hiring New BDM’s – Priority• Training – Experienced Resources Required for faster Impact• Best Case / New staff by April 08’ – If we can move forward with contract – If “Convocatoria” process can be waived – All Required Approvals (process) expedited – If proceed by “Contract” Drafting - Approval
  18. 18. Bottom Line!• US Staff seriously “Under-staffed” today• Proposing New Hires 4-5 BDM’s for TOP Markets Priority• Test > Hiring by Contract reporting to PRTC (Like Canada, other’s)• Split US in Two (2) Regions Vs 4 before – North = 1 Reg. Mgr. + 5 BMS – South = 1 Reg. Mgr. + 5 BMS – Canada separate – NY Staff seperate
  19. 19. • A Vision without the “Resources” and capacity to Deliver on that Vision is NOT a Vision, its an “Hallucination” Thank You! ~ Gracias

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