St Global Sales 2002


Published on

Sales Forecast

  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

St Global Sales 2002

  1. 1. GLOBAL SALES 2002 $25M Orlando Moreno [email_address] 408.656.2498
  2. 2. [email_address] Global Sales 2002 <ul><li>Latin America $16M </li></ul><ul><li>Pacific and Far East $3M </li></ul><ul><li>India, Africa, </li></ul><ul><li>Middle East $3M </li></ul><ul><li>Others $3M </li></ul>Target Sales $25M 408.656.2498
  3. 3. Personnel <ul><li>Regionalization </li></ul><ul><li>Redeployment of Personnel </li></ul><ul><li>Assigned Territories </li></ul><ul><li>Assigned Customers </li></ul><ul><li>Mexico-Hire Local Staffer </li></ul><ul><li>Utilize Regulatory Officer for Part Time Sales </li></ul><ul><li>Determine Region between Sales persons </li></ul><ul><li>Deputy for VP Sales & Marketing </li></ul><ul><li>Activate Part Time Sales Agents </li></ul><ul><li>Increase number of Distributors/Agents in each country </li></ul><ul><li>Marketing Assistant </li></ul><ul><li>Complete overhaul of remuneration package & salary/commission </li></ul>[email_address] 408.656.2498
  4. 4. Game Rules <ul><li>Quotation and Proposal Tracking </li></ul><ul><li>Computerized System developed and all quotations reviewed on a weekly basis. Budgetary Quotations form developed </li></ul><ul><li>All RFQ’s qualified </li></ul><ul><li>All requests reviewed by VP’s and Director “in and out” for: </li></ul><ul><li>ST-Value, Probability, Competition, Insider Assist, Acceptable Volume, Financial Viability </li></ul><ul><li>Monthly “Hit List” </li></ul><ul><li>Each Sales Persons Top Targets to focus maximum sales efforts </li></ul><ul><li>Price Book </li></ul><ul><li>Fully comprehensive and to be developed into Sales Manual </li></ul><ul><li>Each product rated for its “ST-Value” </li></ul><ul><li>Project Management </li></ul><ul><li>TBD </li></ul>[email_address] 408.656.2498
  5. 5. [email_address] 2002 25 Million GOAL LATIN AMERICA SALES STRATEGY 408.656.2498
  6. 6. Sales Forecast FY2002 US$25M (by 12/02) 0% ($0M) 70% ($17.5M) 30% ($7.5M) Existing Prospects Unknown
  7. 7. Accumulated Sales (Dec/02) [email_address] Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec 0 2000 4000 6000 8000 10000 12000 14000 16000 18000 20000 Forecast Ideal Projected
  8. 8. [email_address] “ IF YOU DON’T TAKE CARE OF YOUR CUSTOMERS SOMEBODY ELSE WILL” <ul><li>HOW : </li></ul><ul><li>1. Keeping them happy with: </li></ul><ul><ul><li>a) Improved service response </li></ul></ul><ul><ul><li>b) Regular Preventive maintenance, test equipment </li></ul></ul><ul><ul><li>c) Spare parts, SW/HW availability </li></ul></ul><ul><ul><li>d) Dedicated account managers, team leader responsible for several accounts with a back up in case of absence </li></ul></ul><ul><ul><li>e) Qualified people, not only on ST equipment but also trained on other manufacturers’ peripherals used by our customers </li></ul></ul><ul><li>2. Offer users new services (Corporate Services, International links, etc.) using their existing infrastructure </li></ul><ul><li>3. Where appropriate transfer Mexican customers to local providers </li></ul><ul><li>4. Be proactive not reactive in moving existing customers to new technologies and exploring possible growth from a better position </li></ul>NEW CUSTOMER BASE $ ?M 408.656.2498
  9. 9. [email_address] <ul><li>HOW : </li></ul><ul><li>5. Use the existing resources of our existing partners to provide Value Added and services: </li></ul><ul><ul><li>a) IBM Mexico to provide domestic outsourcing </li></ul></ul><ul><ul><li>a) IBM Brazil to provide domestic outsourcing </li></ul></ul><ul><li>6. Offer a partnership to selected distributors in specific countries to create Value Added and services </li></ul><ul><li>a) Citibank, MEXICO, BRAZIL and entire LATIN AMERICA </li></ul><ul><li>b) OTHER BANKS </li></ul><ul><li>c) Local entertainment agencies </li></ul>“ IF YOU DON’T TAKE CARE OF YOUR CUSTOMERS SOMEBODY ELSE WILL” NEW CUSTOMER BASE $ ?M (Cont.) 408.656.2498
  10. 10. [email_address] <ul><ul><li>Focusing the sales effort specifically in countries having poor infrastructure </li></ul></ul><ul><li>a) MEXICO: Main stadiums and event locations </li></ul><ul><li>b) BRAZIL: Main stadiums and event locations </li></ul><ul><li>c) PUERTO RICO: Main stadiums and event locations </li></ul><ul><li>c) LATIN AMERICA: Main stadiums and event locations </li></ul><ul><li>d) COLOMBIA: Main stadiums and event locations </li></ul><ul><li>Upgrading existing vendors networks to accommodate ST Value Added and services </li></ul>KNOWN PROSPECT BASE $ ?M 408.656.2498
  11. 11. [email_address] Multilingual Marketing material Presence or attendance Trade Shows: LATIN MUSIC AWARDS, NBA and others at least one per country Publicity, Sales Presentations, Seminars, Internet demonstrations, etc. Availability of Demo/Pilot SERVICES for sales promotion (Mexico, Brazil, Latin America, Puerto Rico and Colombia) Establish third party financing facilities for those prospects requiring such support Extend the scope of our SERVICES to all Latin America New ventures – Citibank, etc. Negotiate low cost local services Encourage the integration of new technology UNKNOWN PROSPECTS $ ?M 408.656.2498
  12. 12. [email_address] <ul><li>Identify new prospects: </li></ul><ul><ul><ul><ul><li>a) Develop specific applications for specific market sectors, </li></ul></ul></ul></ul><ul><ul><ul><ul><li>(Hotels,Videoconference, Cruise Ships, Distance Learning, </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Disaster Recovery, Corporate Partners, Facilities </li></ul></ul></ul></ul><ul><ul><ul><ul><li> Management, etc.) </li></ul></ul></ul></ul><ul><ul><ul><ul><li>b) Introductory free network evaluation for potential </li></ul></ul></ul></ul><ul><ul><ul><ul><li> customers </li></ul></ul></ul></ul><ul><ul><ul><ul><li>c) Expand distributor network </li></ul></ul></ul></ul><ul><ul><ul><ul><li>d) Develop Personal contacts </li></ul></ul></ul></ul><ul><ul><ul><ul><li>e) Telemarketing </li></ul></ul></ul></ul><ul><ul><ul><ul><li>f) “Hunt Elephants” </li></ul></ul></ul></ul>UNKNOWN PROSPECTS $ ?M (Cont.) 408.656.2498
  13. 13. [email_address] Brazil Mexico Puerto Rico Colombia Peru Venezuela Ecuador Argentina Chile Caribbean Paraguay Central America Bolivia All remaining countries TOP PRIORITY SECOND DIVISION RUNNERS UP TARGET MARKETS FOR 2002 408.656.2498
  14. 14. Elephant Hunting 2002 <ul><li>Core Business </li></ul><ul><li>Mexico </li></ul><ul><li>Brazil </li></ul><ul><li>Added Business </li></ul><ul><li>TBD </li></ul>[email_address] 408.656.2498 Orlando Moreno [email_address] 408.656.2498