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The case does not elaborate on what processes MicroEar has put in place in terms of sales. The case notes that they have processes but there are no specifics provided as to what they are and how they work. The case notes that "sales representatives increased contacts with decision-makers from 5 to 20 per day," for example, but does not explain how this happened. Indeed, this claim is actually a bit strange in that the company previously sold directly through its own stores to consumers and now sells through wholesalers. If "decision-maker" is defined as the buyer, this would reduce contact with decision-makers. If "decision-maker" is defined as the influencer (physician, etc.), then an increase would make sense since they are no longer talking to customers, which should free up more time to spend with decision-makers. That is not the result of process but rather a change in business…
Motivating Sales Forces: Starbucks Coffee Company's Use of a Total ewards Program
Motivating salespeople through effective total rewards programs just makes good business sense. Properly implemented and administered, a company's rewards program can serve to not only motivate a sales force to sell more, it can also help retain these valuable employees and avoid unplanned turnover. Although studies have shown time and again that pay continues to be ranked among the most important components of a compensation plan, there are a number of other factors that comprise an effective total rewards program that must be taken into account as well. To this end, this paper provides a review of the relevant peer-reviewed and scholarly literature concerning the compensation plan and rewards program used by Starbucks Coffee Company to motivate its legions of salespeople around the world. A summary of the research and important findings concerning motivating the sales force at…
Corporate profile. (2013). Starbucks Coffee Company. Retrieved from http://globalassets.
Fitz-Enz, J. (2010). The new HR analytics: Predicting the economic value of your company's human capital investments. New York: AMACOM.
Flamholtz, E.G. & Randle, Y. (2011). Corporate culture: The ultimate strategic asset. Stanford,
" In these types of organizations where only a few large customers are served, predicting sales based on first-hand knowledge of the customers can be an effective forecasting method.
A survey of customers involves asking customers about their future intentions. One of the benefits of this method is that it allows for an overview of all customers, rather than focusing on several select customers. The second benefit is that it gains information by going directly to the buyer. This method is best used in markets where consumer behavior and consumer perceptions drive the market (Neal, Quester, & Hawkins 1999, p. 1.5). This includes the fashion industry, the entertainment industry, as well as many service industries.
The historical analogy method is based on recognizing that similar products will often follow similar growth patterns. This method is used to predict the future sales of new products. This method is best used in…
Baker, M.J. (1999). The IEBM Encyclopedia of Marketing. London: International Thompson Business Press.
Neal, C., Quester, P., & Hawkins, D. (1999). Consumer Behavior: Implications for Marketing Strategy. Boston, MA: Irwin/McGraw-Hill.
Perreault, W.D., & McCarthy, E.J. (2000). Essentials of Marketing. Boston, MA: Irwin/McGraw-Hill.
Sales and Marketing Project Scope
In order to make Winsome and its sister company more effective and more profitable players in the industry, a better integration of the two companies' operations and goals needs to be undertaken. A large part of the communication and operational independence that goes on between these companies is the direct result of sales and marketing knowledge and methods, and this these two departments are amongst the most essential -- if not the most essential -- departments in Winsome when it comes to successfully carrying out this project. The following paragraphs will briefly outline the scope of the project and its deliverables, specific exclusions and limitations of this scope, and finally the assumptions that are being made in the undertaking of this project, all in regards to the specific operations and contributions of the Winsome sales and marketing departments.
The project will consist of creating more…
Coe, J. & Coe, J. (2003). The fundamentals of business to business sales and marketing.
New York: McGraw-Hill.
Knoll, S. (2008). Cross-business synergies. New York: Springer
Zoltners, A., Sinha, P. & Lorimer, S. (2009). Building a winning sales force. New York:
These are simply the strategies that help the sales staff know how it would go about achieving its targets. There is usually more than one strategy at work at any given time. For example Kudler can use direct marketing, door to door selling, fairs and events to promote its products. In many affluent areas, there are large malls that people gather at for fun, shopping and eating out. This is a good place for promotion of Kudler's salad line.
The program must be kept alive and active by consisting sending out mails, letters, and promotional items to all those who matter. This helps in increasing the consumer base as Parinello says: "Send no less than 50 letters of introduction to new prospects each week; make no less than 50 cold calls of introduction to new prospects each week; make no less than 20 face-to-face contacts with new prospects…
Electrical Apparatus: Creating a sales plan, Electrical Apparatus Jun 2004. Accessed online 3rd June 2006:
Sales Ethics: A requirement for meaningful long-term sales success - Sales Focus Inc. Sales Tips Newsletter - Vol. II, Issue 19 Accessed online 3rd June 2006: http://www.salesfocusinc.com/newsarchive/0319_sales_ethics.htm
In markets where change is a constant -- an increasing state of affairs for many markets and industries in the modern era -- the complexities of the many factors affecting and influencing sales efficacy must be properly accounted for by sales leaders and communicated to sales teams in order for continued adjustments to sales strategy and techniques to remain effective (LaForge 2005). Collaboration must be fostered in the sales team in order to achieve the organization's goals while accountability is also a necessity ensuring that each individual member of a sales team is working effectively toward organizational goals (LaForge 2005). The result is a sales leadership mentality and structure that encourages open communication amongst all members of the sales force and that also recognizes and rewards individual achievements.
Transformational leadership that involves one-on-one communications between the sales leader and each individual member of the sales team and is used to…
Bakersfield. (2010). Sales management Leadership and Supervision. CSU Bakersfield. Accessed 23 November 2010. www.csub.edu/~rpimentel3/405CoursePack/Module07Handouts.ppt
Havaldar, K. & Cavale, V. (2007). Sales and distribution management. New Delhi: McGraw Hill.
LaForge, R. (2005). New directions in sales leadership research. All Business. Accessed 23 November 2010. http://www.allbusiness.com/human-resources/employee-development-leadership/518947-1.html
Coopeation and the maket fo IT sevice povide
In case of diffeent sevice povides, headings emain the same, whilst the only change is the factos. Based on the sevice being povided and kind of sevices, fo instance IT sevice povides, a boad ange of maco envionmental factos ae petinent. Hence, sevice povides geneally fine tune the factos based on thei pesonal sevice pofile. In case of mico envionment, diffeent sevice povides taget thei own taget makets (Halme, 2012). In the IT secto, stategic alliances between IT sevice povides is a well-known fom of elationship maketing usually undetaken to gain a competitive edge. With the help of these long-tem contacts, patnes own opeating flexibility inceases as well as it boosts supply chain associations in the pesent competent maketplace. Location and size doesn't matte in case of stategic patnes. Stategic alliances encompass business of evey size, all types and all natue.…
Baldwin, J.R., and Gellatly, G. (2003).Innovation strategies and performance in small firms. Cheltenham, UK, E. Elgar.
Beesley, C. (2013, January 9). 5 Ways to Find the Right Niche and Target Market for Your Small Business | The U.S. Small Business Administration | SBA.gov. Retrieved November 11, 2014.
Boone, L.E. (2013). Contemporary marketing, 2015 update. [S.l.], Cengage Learning.
BusinessDictionary.com (n.d.). What is scale? definition and meaning. Retrieved November 11, 2014.
The companies studied will be manufacturers of different products with their sales forces deployed over a big territory or region.
A quantitative analysis instrument has not yet been chosen, as I intend to select one that will best analyze the collected data. It seems that this should be chosen based on the framework which I will present as best practises at the end of this work.
Data for the analysis will be obtained from companies' sales managers, marketing managers, and sales officers, and from the researcher's personal knowledge and experience with sales management in the it industry. This will be compiled with the support of related literature from books, magazines, commercial and public databases, and the Internet.
Proposed analysis and presentation techniques to be used How will you analyse the data and present your findings? (100-150 words)
Survey research method: After preparing the survey questionnaire, it will be given to…
Review project and finalise.
Present outputs to key stakeholders.
Submit dissertation, printed and bound in line with college guidelines by 31st of May 2009
CRM is not "speed dil" on your desk phone or the
telemrketers' desk, it is set of technologies tht need to be
selectively nd crefully pplied to selling strtegies. At the
intersection of the book nd the rticle ssignment is the use of CRM s n
enbler of building reltionships of trust with employees.
Critique of the rticle
The uthors, writing this in 2002, were insightful nd even prophetic in
the sttements mde specificlly regrding business strtegies nd
processes being the primry determinnts of demnd for CRM.
While Siebel Systems hd enjoyed meteoric rise nd mny credit Tom Siebel
with originlly defining the term nd softwre ctegory of CRM, in 2002
there ws still strong focus on fetures, functions nd benefits in CRM
pplictions. This ws n er of big-bng CRM deployments, with literlly
thousnds of sets of softwre delivered. The uthors refuse to get on the
"big is better"…
and cost of CRM to be fully defined for the reader.
 Harvard Business Review (February, 2002) - Darrell K. Rigby, Frederick
F. Reichheld and Phil Schefter, Avoid the Four Perils of CRM. Harvard
Business Review. February, 2002. pages 101 - 109
sales organization evaluates its sales team. The organization I am using is Carton Bros. Ireland it is a poultry distribution company. The question in more specific terms is intention to discover what are the different methods of performance appraisals this organization uses in order to evaluate how their sales team are performing?'
About the company
Carton Brothers is the name of the company that produce Manor Farm chicken. It dates back to 1775, when it was started in the Dublin market. It soon grew substantially as a company and gradually became one of the largest traders in the country diversifying and, in fact, one part of it becoming involved in the import, blending and selling of tea. The company also sold may other commodities such as rabbit, spirits & eggs amongst other things.
It was in 1956 that the company first turned to rearing the chickens and making them more…
The Angelo Celt ( 1 June, 2011) Case taken against Carton Bros, Shercock http://www.anglocelt.ie/news/courtreports/articles/2011/06/01/4004726-case-taken-against-carton-bros-shercock/
Carton Brothers About Us
Cooper, M., Watson, J.C., & Hoeldampf, D. (2010). Person-centered and experiential therapies work: A review of the research on counseling, psychotherapy and related practices. Ross-on-Wye, UK: PCCS Books.
Forces Analysis: What industry definition? Why? Analyze 5 forces (list high low medium reasons bullets essay style. End a summary bottom's important analysis Snapple end case. 2. Draw recommended positioning diagrams Snapple end case.
Five Forces Analysis: What is your industry definition? Why?
Snapple is competing in an almost perfectly competitive market, with a high degree of competitive rivalry and few barriers to entry.
The threat of the entry of new competitors: The thereat of entry of new competitors is extremely high. Snapple sells a beverage that can be easily replicated using iced tea or fruit juice. Although it markets itself as a unique natural beverage, people have been making fruit drinks and other iced drinks for a long time, and could easily carry such drinks with them in their own containers. Local brands as well as national brands could compete with Snapple in almost every subset of the market.…
Sales Channel Comparison
Consumer Channel (Lands' End)
Land's End is a world leader in multi-channel retailing and multi-channel management, selling online, over the telephone, through its own stores, affiliate stores and through Sears' larger retail outlets. Sears Holdings acquired Lands' End in 2001 and has since then continually integrated the company's products into the Sears selling channels as well. The core focus of the company from a product standpoint is casual and customizable clothing for men, women and children including infants. In addition, the company also sells many accessory items including handbags, travel accessories and weather-related personal products. Another part of the company's channel are its 15 different Inlet and NQP-branded stores operating in Illinois, Minnesota, New York and Wisconsin. The company has made many horizontal marketing system decisions including expanded into Land's End School and Land's End Business Outfitter, in addition to Land's End International. This last venture moved…
Sue F. Abdinnour-Helm, Barbara S. Chaparro, & Steven M. Farmer. (2005). Using the End-User Computing Satisfaction (EUCS) Instrument to Measure Satisfaction with a Web Site. Decision Sciences, 36(2), 341-364.
Prabhu Aggarwal, & Ram Ganeshan. (2007). Using risk-management tools on B2Bs: An exploratory investigation. International Journal of Production Economics, 108(1/2), 2
Baker, Thomas L. (1993). Leaders in selling and sales management: An analysis of the. The Journal of Personal Selling & Sales Management, 13(2), 91.
A GE B2B Faces Life on Its Own. (2002, June). Business Week (Online),1.
An example of how pervasive sales can drive marketing is the inception and rapid growth of Salesforce.com (Campbell-Kelly, 2009). Salesforce.com is the leading provider of Software-as-a-Service (SaaS) applications for Customer elationship Management (CM) and Marketing Automation applications. The company was founded by a series of sales executives from Oracle Corporation who realized that the future of enterprise software was going to shift drastically away from on-premise, expensive licensing agreements and migrate to being able to lease only the applications needed. This is the essence of the SaaS business model, which the sales executives who founded Salesforce.com helped to define as they grew their business (Campbell-Kelly, 2009). Would Salesforce.com be as successful as they are right now without having sales executives driving the development of the application? Most likely not because the highly specific needs of enterprise software buyers for CM systems needed to be understood in detail for the company…
Boaz, N., Murnane, J., & Nuffer, K.. (2010). How basic behaviors drive sales success. The McKinsey Quarterly,(3), 25.
Campbell-Kelly, M.. (2009). The Rise, Fall, and Resurrection of Software as a Service. Association for Computing Machinery. Communications of the ACM, 52(5), 28.
Edelman, D.. (2010). Gaining an edge through digital marketing. The McKinsey Quarterly,(3), 129.
Nicholas G. Paparoidamis, & Paolo Guenzi. (2009). An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness. European Journal of Marketing, 43(7/8), 1053-1075.
Winsome Manufacturing Leadership
Winsome Sales Leadership
The ability to coordinate, create and maintain a high level of collaboration between sales and marketing departments from different companies is one of the most formidable tasks any two enterprises can attempt. This paper presents the scope statement and defines the series of deliverables for having the Winsome home sales force sell products from its sister company. In creating any shared sales strategy between two companies it is critically important to infuse the collaboration with shared ownership of results and the ability to have confidence in not just the product, but the go-to-market strategy and positioning as well (Shoemaker, 2003).
To create a responsive, transparent and highly collaborative shared selling strategy that capitalizes on the innate strengths of each sales force while also expanding the total available market by continually improving selling and service skills.
Exclusions from Scope
This scope statement does…
Shoemaker, M.E. (2003). Leadership behaviors in sales managers: A level analysis. Journal of Marketing Theory and Practice, 11(2), 17-29.
Pergault and the sales managers will receive, and many sales managers have
no doubt worked for years with these accounts. Asking them tell these
accounts to order only on the Web through an online ordering system is like
asking the sales managers to walk away from one of the most major
commitments they have made in their professional lives.
In addition to that critical dynamic of account ownership, it makes the
most sense to put the most seasoned and highly trained members of the sales
force on those accounts that are the most profitable. There is also the
fact that in these larger accounts the purchasing decisions are more
complex, require a greater breadth of support across the product lines, and
are often project-based in scope. All of these reasons underscore the need
for personalized service.
What Ken Sutton needs to do is to explain to the new CEO…
3-Organize the data on current year sales in question 1 into a frequency distribution with the following classes:
$500,001 to $999,999
$1,000,000 and over
3- Organize the data on years of selling experience in question 1 into a frequency distribution consisting of two classes: less than 5 years and 5 or more years less than 5 years
5 or more years
4- in a survey of 500, 60% responded positively to an attitude question. Calculate a confidence interval at 95% to get an interval estimate for a proposition. 4.29
5-in a nationwide survey, a researcher expects that 30% of the population will agree with an attitude statement. She wishes to have less than 2% error and to be 95% confident. What sample size is needed? 30
6- City Opera, a local opera company wishes to take a sample of its subscribers to learn…
8-an automobile dealership plans to conduct a survey to determine what proportion of a new-car buyers continue to have their cars service at the dealership after the warranty period ends. It estimates that 30% of customers do so. It wants the result of its survey to be accurate within 5% and it wants to be 95% confident of the results. What sample size is necessary? 28
Creative Research Systems. Sample Size Calculator. Retrieved on January 24, 2011 from: http://www.surveysystem.com/sscalc.htm
It is also worth considering that the effectiveness of a team-based incentive plan is dependent on the size of the team. Some companies will utilize an organization-wide incentive plan. Such plans can be too far removed from individual performance to be an effective motivational tool. For example, if a company with national scope has an incentive plan that is also national in scope, it can be difficult for employees in a particular region to see the impact of their work on the firm's total productivity.
The decision of which of these plan types is more desirable will be dependent on a number of factors, including the independence of the sales force, the degree of cooperation that is required to generate a sale and the degree to which the members of the sales force may potentially cannibalize one another in the course of their work. If there is high risk of…
Roman, F. (2009). An analysis of changes to a team-based incentive plan and its effects on productivity, product quality and absenteeism. Accounting, Organizations and Society. Vol. 34 (5) 589-618.
Sunshine, J. (2010). What are the different types of incentive plans? WiseGeek. Retrieved May 7, 2010 from http://www.wisegeek.com/what-are-the-different-types-of-incentive-plans.htm
Percentage of Sales Method of Forecasting
In order to effectively anticipate market conditions, predict future sales, and make crucial adjustments to marketing and production strategies, the process of financial forecasting is used by management to ensure a firm enjoys sustainable growth. Financial forecasting methodologies typically begin with the generation of a detailed sales forecast, and while forecasting early-stage ventures is intrinsically more unpredictable than forecasting established firms, it is critical that the correct approach to building an accurate sales forecast is consistently employed. It has been widely established that because "sales forecasts drive the preparation of projected financial statements, the ability to project sales is accurately is crucial to a venture's financial health" (Leach & Melicher, 2011), which is why differentiating between the two primary sales forecasting methods is an important skill to develop. The percentage-of-sales forecasting method works under the assumption that the typical firm's balance sheets and income…
Keown, A.J. (2004). Foundations of finance: The logic and practice of financial management. (4th ed.). New York, NY: Prentice Hall.
Leach, J.C., & Melicher, R.W. (2011). Entrepreneurial finance. (4th ed.). Stamford, CT: Cengage Learning.
However, he also shows a high degree of empathy, sympathy, and compassion for others. Frequently a significant contributor in a service-oriented sales role" (Weitzul 1993:49). This characterization of the necessary qualities for successful salespeople is very different from the traditional persona of salespeople who, especially in prior generations, often maintained an Aggressive-Compulsive behavioural style that is normally defined as a personality type that relies on a domineering approach lacking in sensitivity and empathy, who may be a better technical sales person than a more interpersonal sales person (Weitzul 1993:139).
Ultimately, empathy is now recognized as a crucial element of successful and effective sales techniques. Ideally, empathy expressed by salespeople should be established quickly and clearly as early as possible in the sales pitch; preferably, it should be incorporated into the introductory sentence or two of the initial exchange between salespeople and their customers. Whereas dynamic and hard-hitting sales pitches were…
Abelson, R.P., K.P. Frey, et al. (2004). Experiments with People: Revelations from Social Psychology. Mahwah, NJ, Lawrence Erlbaum Associates.
Baumann, Chris, Suzan Burton, and Gregory Elliott. 2007. "Predicting Consumer Behavior in Retail Banking." Journal of Business and Management 13:79-87.
Berlant, Lauren, ed. 2004. Compassion: The Culture and Politics of an Emotion. New York: Routledge.
Brown, Deaver, and Joseph E. Levangie. 2006. "The Often-neglected Term in the Entrepreneurial Equation -- the Purchase Order." New England Journal of Entrepreneurship 9:61-78.
The marketing team will be charged with producing four-color informative brochures for distribution as well as a coordinated advertising campaign directed towards the targeted doctors and hospitals. This campaign could include sponsored luncheons for the doctors and the decision-making staff of the targeted hospitals. Establishing relationships with these individuals will be considered the sales executive's job. Since the Distribution of the product will be handled through direct sales, and wholesalers. The wholesalers will be healthcare dealers and stocking distributors. These firms specialize in the identification of a viable market and already have sales teams in place to promote products such as our low-cost implant alternative. Although our profit on each device will not be as high as the direct sales, the selling cycle and a penetration of a marketplace that is difficult to enter are the endearing qualities exhibited by wholesalers. Our profit margin per device will be much lower,…
Comaford-Lynch, C. (2007) Think like a financier, Business Week Online, p. 18, accessed at http://web.ebscohost.com/ehost/detail?vid=5&hid=13&sid=67d55975-ab0d-4db8-a874-529826712198%40sessionmgr4&bdata=JkF1dGhUeXBlPXVpZCxjb29raWUsaXAsdXJsJmxvZ2lucGFnZT1Mb2dpbi5hc3Amc2l0ZT1laG9zdC1saXZlJnNjb3BlPXNpdGU%3d#db=a9h&AN=26053475 , on March 28, 2010
Farquharson, B. (2008) As you read this, I'm already dead, Graphic Arts Monthly, Vol. 80, Issue 9, p. 53
Blue idge Coffee Case Study
Sales Strategy for the Flavored Coffee
Following the introduction of the new flavored coffee, there is need for coming up with a sales strategy for increasing the sales of the new product. The strategy gives details on how the product will reach the customers, and in the end, making them aware of the difference between the new product-line with the other products from the company. These strategies are necessary for improving the total company sales, consequently increasing the profitability of the company. The strategy is also necessary for the coming up with sales activities that position the flavored coffee to a state where it can gain a competitive advantage in the market. The most appropriate sales strategy of choice for meeting the sales objective of the company is the triple-tiered sales strategy (Frain, 2009).
Justification of the recommendation
The strategy is necessary for the establishment…
Avila, R.A., LaForge, R.W., Ingram, T.N., Schwepker, C.E., & Williams, M. (2010). Sell.
Finnegan, D., & Willcocks, L. (2007). Implementing CRM: From technology to knowledge.
Hoboken, N.J: John Wiley & Sons.
Spectrum Brands is a highly diversified company, encompassing consumer batteries, lawn and garden care products, specialty pet supplies, and shaving and grooming products. There is no single consumer profile for all of these products; a wide range of demographics are encompassed although overall Spectrum capitalizes upon a strategy of a broad market outreach with relatively low prices, versus niche marketing. Consumers usually wish to purchase the majority of products issued by Spectrum at the lowest price possible. However, solely competing on price is not a wise idea given that price wars can drive product pricing below what is profitable, even for a company able to operate on a large economy of scale such as Spectrum. Additionally, to distinguish it from generics and cultivate some kind of brand loyalty is wise: customers should ideally believe that all the products give them some added value in terms of quality, durability, and other…
Falconi, J. (2007). Spectrum Brands, Inc.: The Sales Force Dilemma.
Sales Management & Strategic Marketing LO 1: Understand the Basic Principles of Sales ManagementWhat is sales management?Sales management refers to creating selling strategies, recruiting and training the sales team, and organizing the activities that aim to achieve the companys sales target. Sales management is critical in helping the business create a superior sales force, minimize costs, develop a robust relationship among the team members and the consumers, and achieve the sales target (Chunawalla, 2021).Benefits of Sales ManagementEvery company must have effective sales management processes for its market success. It will help the company meet its sales target, increase sales performance, thrive in a very competitive environment, close sales faster, and regulate sales processes. Additionally, sales management plays a significant role in lead qualification optimization. Furthermore, through effective coordination, planning, and controls, the salespersons can guarantee quality selling processes, thus enabling the company to scale up. In addition, through effective sales…
ReferencesAffandi, A., Sarwani, A.S., Erlangga, H., Siagian, A.O., Purwanto, A., Effendy, A.A., Sunarsi, D., Wicaksono, W., Suyatin, E.A., Wahyitno, C.D.M. and Juhaeri, G., 2020. Optimization of MSMEs Empowerment in Facing Competition in the Global Market during the COVID-19 Pandemic Time.Systematic Reviews in Pharmacy,11(11), pp.1506-1515.Chunawalla, S.A., 2021.Sales Management. Himalaya Publishing House Pvt. Ltd.Ingram, T.N., LaForge, R.W. and Schwepker Jr, C.H., 2007. Salesperson ethical decision making: The impact of sales leadership and sales management control strategy.Journal of Personal Selling & Sales Management,27(4), pp.301-315.Katsikea, E., Theodosiou, M., Perdikis, N. and Kehagias, J., 2011. The effects of organizational structure and job characteristics on export sales managers job satisfaction and organizational commitment.Journal of World Business,46(2), pp.221-233.Mahmoud, E., Rice, G. and Malhotra, N., 1988. Emerging issues in sales forecasting and decision support systems.Journal of the Academy of Marketing Science,16(3-4), pp.47-61.Patterson, L., 2007. Marketing and sales alignment for improved effectiveness.Journal of digital asset management,3(4), pp.185-189.
Functional interactive reporting of sales activity -- a field-central-field model of marketing and sales communication structure for Maybeline.
Summary of the Case - Maybeline corporation is one of the world leaders in cosmetic sales, and thus has the need for hundreds of sales staff (merchandising representatives) who must visit retail outlets in order to stock product, close deals on new and special merchandising programs, and keep Maybeline products ahead of the competition. Because of the large number of sales staff, coupled with the number and type of accounts visited daily by the sales people, the home office has the need for timely and accurate information in order to make business decisions that involve fiscal and manufacturing projections.
One early menu-driven system was found to be far too inflexible and lacking in robust information to be of much use. A second system, more interactive, more flexible, and far more robust…
Beebe, S. And J.T. Masterson. (2006). Communicating in Small Groups: Principles
And Practices, 8th ed. Pearson Educational Services.
DynaMacs. (2008). "Electronic Sales Information: The Benefits of Sending Sales Data
Electronically." Cited in:
They are striving to be the best of both worlds. In their heavily regulated industry, there is a relatively high degree of commoditization between different health care plan offerings. There is high intensity of rivalry in the industry as well. This intensity of rivalry pushes down costs, but the cost structure of the industry is fairly rigid, such that it is difficult for a health care plan provider to fully engage a cost leadership strategy. Consumers are demanding both low costs and superior product offerings. ellPoint is attempting to meet these conflicting demands to their best of their abilities.
This strategy stems in part from ellPoint's position within the industry. The industry itself is relatively fragmented, despite significant barriers to entry. ellPoint is the #2 player in the industry, behind the United Health Group. ellPoint holds at 9.75% market share. Other competitors are Aetna, Humana, Kaiser, and many smaller firms.…
Wellpoint 2008 Annual Report. (2008). Wellpoint. Retrieved November 28, 2008 at http://library.corporate-ir.net/library/13/130/130104/items/299819/2007_AR.pdf
Some financial information from Reuters. Retrieved November 28, 2008 at http://www.reuters.com/finance/stocks/overview?symbol=WLP.N
Hamilton, David P. (2008) How Insurance Really Works, courtesy of Wellpoint. BNet Healthcare. Retrieved November 28, 2008 at http://industry.bnet.com/healthcare/2008/04/24/how-insurance-really-works-courtesy-of-wellpoint/
No author. (2007). Porter's Five Forces. QuickMBA. Retrieved November 28, 2008 at http://www.quickmba.com/strategy/porter.shtml
When fully loaded the weight distribution is 40% on the front axle and 60% on the rear axle. Given the likely adhesion conditions, the powertrain will drive all axles.
Suspension geometry design and assessment
When the vehicle is cornering, each wheel must go through a turning circle. The outer turning circle, is to our main subject of interest. This calculation is never precise because when a vehicle is cornering the perpendiculars via the centres of all wheels never intersect at the curve centre point (Ackermann condition). Additionally, while the vehicle is moving, certain dynamic forces will always arise that will eventually affect the cornering manoeuvre (MAN,2000).
The formula used.
Vehicle Model T31, 19.314 FC
Wheelbase lkt = 5000 mm
Front axle Model V9-82L
Tyres 315/80 . 22.5
Wheel 22.5 x 9.00
Track width s = 2058 mm
Scrub radius r0 = 58 mm
Inner steer angle…
Catapillar (2001). 769D-Off-Highway Truck. http://xml.catmms.com/servlet/ImageServlet?imageId=C199012
Ivanov V, Shyrokau B, Augsburg K, Vantsevich V (2010)System Fusion in Off-Road Vehicle Dynamics Control09/2010; in proceeding of: Joint 9th Asia-Pacific ISTVS Conference, at Sapporo, Japan
MAN (2009).vehicle calculations
Rafael, M, a. Lozano, J. Cervantes, V. Mucino, C.S. Lopez-Cajun (2009).A method for powertrain selection of heavy-duty vehicles with fuel savings. International Journal of Heavy Vehicle Systems
Value of Personal Selling
The Ideal Sales Professional
Personal selling can play a critical role in driving hotel sales. The industry has reached new levels competition than ever before. Having a competent sales force representing the organization on the front lines is more important than ever before. Potential clients are being constantly bombarded by media in various forms in today's hectic lives. Therefore the value of face-to-face communications is at an all-time high. Personal selling is valuable because it allows organizations to break through the noise as well as tailor a personalized message for potential clients. Although personalized selling can be more costly, it is also more effective than other forms of marketing in most cases.
The hotel and tourism industry typically makes use of personal selling to promote their business. However, this is not common in all industries. Much of it depends on the complexity of the product…
Hotel Mule. (2009). Personal Selling. Retrieved from Hotel Mule: http://www.hotelmule.com/html/44/n-2044.html
Khan, A. (2011, May 14). Methods of Personal Selling. Retrieved from Hozpitality Plus: http://www.hozpitalityplus.com/profiles/blogs/methods-of-personal-selling
Shannahan, R., Bush, A., Moncrief, C., & Shannahan, K. (2013). Making Sense of the Customer's Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective. Journal of Personal Selling and Trade Management, 261-275.
Wang, E., Tsai, B., Chen, T., & Chang, S. (2010). The Influence of Emotions Displayed and Personal Selling on Customer Behavior Intention. The Service Industries Journal, 353-366.
Competitive Forces Analysis for Gilt Groupe
Five Forces Analysis of Gilt Groupe company
Many managers look at competition too narrowly. According to Michael Porter, there are different forces of competition that should be looked at by any business. A business will not gain a return on investment of the forces are too intense in the industry. When the competitive forces are favorable, many of the companies in the industry are profitable. When formulating a strategy, the manager needs to understand that some forces are stronger than other forces. These strong forces will determine the industry's profitability. Focusing on the strong forces more than the weak forces, allows a manager to develop a strategy that will ensure the business remains profitable. An industry's structure will set the industry's profitability in the end and will provide a model for influencing and anticipating competition and profitability. The five competitive forces identified by Porter…
Afuah, Allan N, and James M. Utterback. "Responding to Structural Industry Changes: A Technological Evolution Perspective." Industrial and corporate change 6.1 (1997): 183-202. Print.
Cox, Andrew. "Understanding Buyer and Supplier Power: A Framework for Procurement and Supply Competence." Journal of Supply Chain Management 37.2 (2001): 8-15. Print.
Matthew Carrol. "The Rise of Gilt Groupe: The Great Recession Fuels the Perfect Storm." New York, NY: Forbes, 2012. Print.
Michael E. Porter. How Competitive Forces Shape Strategy. Boston, MA: Harvard Business Review, 1979. Print.
For this reason, they have stepped out to pursue alternatives, especially foreign cars. On the contrary, as consumers become price oriented, they have minimal purchasing power because they are not buyers of large volume automobiles (Porter, 1985).
3.3 Threat of New Entrants
It is extremely difficult for new entrants penetrate the auto industry because of the existing high level of brand loyalty. Nevertheless, the few popular overseas firms and entered the American auto industry easily. For example, Honda Motors entered Ohio by opening a new office. This marked the beginning of a major stiff competition in the industry. Foreign entrants have expanded leading to decreased markets for American auto companies (ubenstein, 2011).
3.4 Bargaining Power of Buyers
In the current marketplace, consumers have been given various options, models, and brands to make their selection. However, various factors affect the buying decisions of consumers. They include price, appearance, and effect on…
Beecroft, D. (2008). History of the American automobile industry. Toronto: CCH Canadian Limited.
Cooney, S., & Yacobucci, B.D. (2009). U.S. automotive industry: Policy overview and recent history. New York: Nova Science Publishers.
Porter, M.E. (1979) "How competitive forces shape strategy," Harvard Business Review, March/April 1979.
Porter, M.E. (1980) "Competitive Strategy," The Free Press, New York, 1980.
To the sales profession, the implications include:
Necessity to become more competitive through elements such as employee politeness
Necessity to learn how to interact with the culturally diverse customers, element which could even integrate the necessity for training programs
c) Technological advancements which led to electronic commerce
Today, sales through websites are no longer an option, but a necessity for the economic agents who wishes to consolidate his competitive position. Given this status quo, it is necessary for the sales staff members to:
Become accustomed with online sales and online customer interaction
Embrace the necessity to work night shifts in order to respond to the needs of the customers located in different time zones
All these changes led to the creation of a more pretentious customer, whose needs have to be adequately attended. Yet, this means that the quality of the products and/or services offered to the client has to…
Amjed, R., Traditional and modern sales approaches, Hub Pages, http://hubpages.com/hub/Traditional-Modern-Sales-Approaches last accessed on May 31, 2010
Eades, K.M., 2003, the new solution selling: the revolutionary sales process that is changing the way people sell, 2nd edition, McGraw-Hill Professional
9. eturns - defines the condition under which the product can be returned, what procedures must be used, advance notice requirements, shipping issues and the like.
10. Damages - defines procedures for reporting, estimating and recovering damages if suffered by any party. This may include penalty payments with a defined upper limit for recovery.
11. Governing Law - defines the location where litigation will occur in the event that a breach of contract suit must be pursued through the court. The Mooters interest: This contract component would have defined Britain or France as the court for litigating recourse and recovery. With regard to the Mooters situation, different jurisdictions and applicable laws apply if this suit progresses to court.
The following contract components could have been included in the Mooters' sales contract; however, given its likely low monetary exposure, these contract components are likely unnecessary.
Entire Agreement - defines that no…
Black's Law Dictionary. (1990). St. Paul, MN: West Publishing Co.
UN Convention on Contracts for the International Sales of Goods. (1980). [Online]. Available: http://www.uncitral.org/pdf/english/texts/sales/cisg/CISG.pdf.
Uniform Commercial Code - Article 1. (2008). Cornell University. [Online]. Available: http://www.law.cornell.edu/ucc/1/ .
Memo: The need to increase our members of the city police force
ecently, there has been a heated debate in the city council regarding crime rates. epresentative Brown has alleged that crime rates are skyrocketing and says that increased members of the police are necessary to engage in effective policing. Although members of our force have taken umbrage at these allegations that we are not performing our duties in an effective manner, I would contend that this is a critical juncture for law enforcement in our town. Although the actual crime rates have not been going up, there is still a vital need to increase members of our force. Our city is changing, and the police force must change with it likewise.
Our city is classified as a mid-sized metropolis of approximately 75,000 residents. However, for the past several years we have been steadily expanding at…
Broken windows theory. (2012). Google. Retrieved:
How forces in and outside of business firms are changing the management task, altering business operations, and modifying stakeholder expectations?
Business, particularly those heavily emphasizing technology, are constantly changing. In many instances these changes are occurring due to a combination of internal and external factors. These factors often modify stakeholder expectation because the fundamental business itself has shifted. A very dynamic force that is changing the management task is that of globalization. Globalization is particularly contentious because it has no geographic limits. Competition can now come from anywhere at anytime. As such, management must be cognizant of the changing dynamics prevailing in their respective industries. The auto industry, for example, has directly felt the impact on globalization and stakeholder expectations. The auto industry prior to foreign competition was characterized by large fixed asset costs, hefty legacy and pension obligations, and slow innovation. However, through globalization the Japanese's were able…
Although this may seem like a humorous suggestion, more and more individuals are making this choice, because of health concerns. Athletes have a wide array of energy drinks and sports drinks from which to choose, and these drinks often claim to have high amounts of protein or replenish electrolytes. Even diet colas have been shown to have certain negative metabolic effects that may inhibit weight loss. Other substitutes for colas include the caloric but more nutrient-dense skim milk, which is often promoted as healthier for children, particularly in schools that have banned colas (Mohl 2006, p.1).
On a less healthy note, coffee is a substitute for the caffeine in soda: the availability of highly sweetened coffee and tea drinks also makes it easier for people who do not like the bitter taste of coffee to drink this beverage. Other high-caffeine substitutes include ed Bull. Finally, juices offer a 'sweetness' satisfaction…
Jones Soda. (2010). Official Website. Retrieved March 19, 2010 at http://www.jonessoda.com/files/pure-cane-sugar.php
Mohl, Bruce. (2006, May 4). After soda ban, nutritionists say more can be done. The Boston
Globe. Retrieved March 19, 2010 at http://www.boston.com/yourlife/health/fitness/articles/2006/05/04/after_soda_ban_nutritionists_say_more_can_be_done/
Porter's 5 forces are threat of new entrants, bargaining power of buyers, bargaining power of suppliers, substitution threats and rivalry determinants. In my opinion, as a small food retailer, you can count disadvantages vs. major food retailers in all these categories.
As such, first of all, entry barriers refer to such things as economies of scale, brand identity or access to necessary input information. As a small food retailer, you are not able to realize the economies of scale that larger food retailers successfully provide basically because a larger food retailer has several activities and is able to successfully transfer costs from one to the other. On the other hand, as a larger retailer, you are able to spend and invest in your brand, to the point that a small retailer will be practically inexistent as opposed to a strong brand, a brand which has received consistent investments. In terms…
The bargaining power of suppliers
Suppliers have a relatively high bargaining power. On a market like organic foods, suppliers are very important for companies' activity. In other words, they practically depend on their suppliers.
As a consequence, suppliers represent the most important environmental factor of influence for Whole Foods, and the same situation applies in the case of any organic foods company. This business consists mainly in the raw materials that the company uses to produce the goods it sells under this brand. The company's activity depends on the quality of the raw materials, and on any potential delays from suppliers. The prices negotiated with suppliers have a direct impact on the production costs, and on the end-user price.
The company's strong position on the market in ensured by the numerous strengths the company benefits from. First of all, the company is renowned by the quality of…
1. Industry Statistics and Projected Growth (2008). Organic Trade Association. Retrieved February 8, 2010 from http://www.ota.com/organic/mt/business.html .
2. Hunt, N. & Dorfman, B. (2009). How green is my wallet? Organic food growth slows. Reuters. Retrieved February 8, 2010 from http://www.reuters.com/article/idUSTRE50R01C20090128 .
Analysis of Alternatives
The first alternative is to do nothing and to see whether the threat to CIMA's core markets actually materializes. Naturally, this decision would not over-extend CIMA financially, but we can not guarantee that it would not lead to overall sales increases or sales increases in core markets. Therefore, we must rule out this alternative.
Our second alternative is to aggressively target the weekender market. This decision is problematic for a couple of reasons. First, although the company seems to be able to afford the half a million dollars it needs to invest in product development and equipment, that is likely not the end of the story. The factory is operating at 85% capacity and is looking to enter a high-volume market. CIMA will likely need to hire new staff and may need a new facility. Second, producing a low-end shoe for weekenders may help CIMA reach a…
Cravens, David W. And Piercy, Nigel F. (2003). Strategic Marketing. McGraw-Hill Irwin, Boston.
These different elements are important because they highlight the real reason as to why the industry saw such a long-term decline take place. To rectify the situation, it is recommended that the entire industry aggressively begin selling as many hybrid vehicles as possible. This is important because the article the Potential of Hybrid and Diesel Powertrains, indicates that the company / companies that are able to have their entire line of cars and trucks converted to hybrid technology, will see a dramatic improvement in market share. As they estimate that a 40% shift could take place in the market, by the company / companies that are able to achieve this objective. Then, when you combine this with the fact that they were able to reduce labor costs dramatically over the last two years, means that if Ford and GM can be the first to deliver these vehicles, they will have…
Greene, D. (2004). The Potential of Hybrid and Diesel Powertrains. Department of Energy. Oak Ridge, TN: Government Printing Office. http://wwwcta.ornl.gov/cta/Publications/Reports/ORNL_TM_2004_181_HybridDiesel.pdf
Mannering, F. (1991). Brand Loyalty and the Decline of American Automobile Firms. Brookings Paper on Macro Economic Activity, 67 -- 14. http://www.jstor.org/pss/2534791
Oberman, M. (2009). U.S. Auto Sales Crash. Retrieved June 6, 2010. From Sidney Morning Herald website: http://news.smh.com.au/world/us-auto-sales-crash-as-2008-hits-lowest-level-since-1992-20090106-7ax7.html
Polit, D. (2008). Nursing Research. Philadelphia, PA: Wolters Kluwer Health.
Future of etail Sales for the Next 18 Months
The past few years have been rocky ones for retailers in the U.S., with Internet-based sales and catalog purchases seriously affecting brick-and-mortar outlets; as a result, tens of thousands of displaced American workers have been forced into the job market (Sicker, 2002). In fact, the total e-commerce market grew from approximately $127 billion in 2000 to more than $1.4 trillion by the end of 2003 (Gnuschke, 2000). This point is also made by Challenger (2000), who reports, "Thousands of former retail employees will flood the job market as competition from catalogues and high overhead costs force many retail stores to close. They will compete for positions in marketing and sales, making those sectors of the job market among the most intensely competitive" (p. 20). At the same time, retail stores and malls that do manage to survive these encroachments on their…
Challenger, J.S. (2000, September). Workplace trends for the 21st Century. USA Today,
Gnuschke, J.E. (2000, Spring). E-commerce is a powerful economic engine for 21st century.
Business Perspectives, 12(3), 6.
This is a positive factor for the sales of bird feeders but also a negative element by way of creating competition for the Solar Bird Feeder.
The company can combat this particular factor by providing widespread marketing of its product and information to the consumer about why it is better than the other products on the market.
Below is a diagram of the five forces and how they are interlinked. It also illustrates how they are all linked to the center factor which is the competition in the industry rivalry. http://en.wikipedia.org/wiki/Porter_5_forces_analysis
The Solar Bird Feeder Company must create an analysis of the market and industry if it wants to remain competitive and viable in the growing bird feeder industry. In the analysis there are many factors to be considered including the elements of the micro and the macro environment issues. The Solar Bird Feeder Company must examine these elements…
Kaiser Permanente - Marketing Forces and Diversification
Kaiser Permanente shares the concerns of other American hospitals regarding competing effectively with other hospitals while constantly improving quality of care. Kaiser is unique, however, in that its scope and resources allow it to mount an aggressive, nationwide marketing campaign directed at least theoretically to every American. Though it is difficult to reduce the success of Kaiser's marketing activities to numbers, Kaiser certainly shows signs of marketing success through extensive recognition, including but not limited to awards touting Kaiser's excellence and effectiveness.
Kaiser Permanente serves approximately 9 million members and operates in 8 regions, including Northern California, Southern California, Colorado, Georgia, Hawaii, an area embracing Maryland, Virginia and ashington, DC, Ohio, and an area comprised of Oregon and ashington (Kaiser Permanente, 2012). In addition, Kaiser Permanente acts as "the caregiver, the hospital, the laboratory, and the pharmacy" (Kaiser Permanente, 2012). Due…
Baxter, R. (2012, April). Impact Newsletter | April 2012. Retrieved on May 29, 2012 from info.kp.org Web site: http://info.kp.org/communitybenefit/html/about_us/global/impact/cbnewsletter.html
Dunlop, D. (2011, April 15). Healthcare marketing done right | The Kaiser Permanente Center for Total Health. Retrieved on May 29, 2012 from dandunlop.blogspot.com Web site: http://dandunlop.blogspot.com/2011/04/kaiser-permanente-center-for-total.html#!/2011/04/kaiser-permanente-center-for-total.html
Kaiser Permanente. (2012). About Kaiser Permanente. Retrieved on May 29, 2012 from xnet.kp.org Web site: http://xnet.kp.org/newscenter/aboutkp/fastfacts.html
Kaiser Permanente. (2012). Employee diversity. Retrieved on May 29, 2012 from www.kaiserpermanentejobs.org Web site: http://www.kaiserpermanentejobs.org/employee-diversity.aspx
Five Forces and Pharmaceutical Companies
Pharmaceutical Companies spends many years and millions of dollars developing new drugs. In order for these companies to be successful they must sell any successful drug at a high price to attempt to regain some of the cost of the drug. Once other companies replicate the drug the cost of the drug can be driven down with competition. Most people use their insurance companies to pay for their drugs, pharmaceutical benefits management (PBM). The pharmaceutical companies try to make deals with the PBM, by offering them lower prices so that they would pressure doctors into writing those prescriptions. Below is the five forces that drives the pharmaceutical industry.
Supplier Power is where the pharmaceutical company that is supplying the medication controls the power because of the volume of demand. The supplier power is defined by many different aspects of selling a specified drug. Usually once…
Higgins, M. (2006). Stricter gift ethics urged for doctors; study sees influence on diagnosis. The Washington Times.
Porter, M.E. (2010). Strategic management. Retrieved from http://www.quickmba.com/strategy/porter.shtml
Sources of Information for a Porters Five Forces Analysis on Kraft Foods
To undertake a Porters Five Forces analysis it is necessary to identify potential sources of information that will give the required information. The Five Forces analysis will require an assessment of the five areas; degree of rivalry among competitors, threat of new entrants, bargaining power of suppliers, bargaining power of customers, and availability of substitutes. This process can be examined by looking at the sources which may be used for a Porters Five Forces analysis of Kraft Foods, a firm that competes in the food industry. Each of the forces will be considered separately.
Degree of rivalry among competitors
Source 1; CSI Market; UL is http://csimarket.com/stocks/competitionSEG2.php?code=KFT
This is a very useful web site which has the primary aim of providing information to potential investors. The page on Kraft Foods is particularly useful in assessing the firm's position…
Baertlein, L, (2014, Sept 30), Kraft challenged by "healthier" macaroni and cheese brands, didReuters, accessed at http://www.reuters.com/article/2014/03/30/us-kraft-macandcheese-idUSBREA2T09C20140330
CSI Market (2014), Kraft accessed at http://csimarket.com/stocks/competitionSEG2.php?code=KRFT on 7th Sept 2014
Food and Drug Administration, (2004), accessed at http://www.fda.gov/Food / on 7th September 2014
K-Mart, (2014), accessed at http://www.kmart.com/en_us/grocery-pet.html on 7th Sept 2014
The Bargaining Power of Buyers is also an area that Apple has significant control over, as it has built up one of the most loyal and cost-insensitive customer bases there are in technology. Customers willingly pay over $500 for new iPads and will wait in line for days to buy them (Apple Investor elations, 2012).
The next factor of New Market Entrants is an area of much activity globally today, as Asian contract manufacturers seek out opportunities to create iPad and iPhone clones (Apple Investor elations, 2012). The new market entrants from Microsoft/Nokia alliance and the onslaught of Google Android-powered devices will also change the market landscape over the long-term as well.
Finally the Substitute Products also are a critical factor in the overall Five Forces Model analysis of Apple with counterfeiting flourishing throughout the region and online globally. There are also the low-cost contract manufacturers who are driving down…
Apple, Investor Relations (2012). Investor Relations. Retrieved March 28, 2012, from Apple Investor Relations and Filings with the SEC Web site: http://www.apple.com/investor/
Michael E. Porter. (2008, January). The Five Competitive Forces That Shape Strategy. Harvard Business Review: Special HBS Centennial Issue, 86(1), 78-93.
Professionalism on the part of employees is also facilitated by management's demanding high standards of employees, in line with the stress of the necessity of improving world health care and helping students. Yet management is always committed to recognizing impressive employee performances with generous bonuses, providing a comprehensive benefits package for all workers, and showing respect for employee health and welfare, as well as customer health and welfare. Also, the tuition assistance program shows how the company respects the importance of education for workers as well as for customers
Globalization spawned the founding of this organization. Globalization continues to impact its structure and mission. As health care bureaucracies around the world grow more complex, and the policies regarding foreign nationals studying in the U.S. change in response to international political events, the ECFMG must remain flexible and abreast of world affairs.
There, they get the work done their way, with their tools and in their own space, but with much lower costs that in their native country.
Friedman is a firm believer in offshoring and states that such a process is a strong stimulant for fair and international competition. He criticizes the countries that did not yet adopt it saying that all countries should be members of the international market, regardless of their social or economical background.
To explain this idea, the author makes an exaggerated comparison. He says: "Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a lion wakes up. It knows it must run faster than the slowest gazelle or it will starve to death. It doesn't matter whether you are a lion or a gazelle. When the sun comes up, you…
Thomas L. Friedman, the World is Flat, Chapter two: The Ten Forces that Flatten the World, pages 48 to 172
The Official Web Site of the University of Tennessee, University Libraries, Ready for the World, Thomas Friedman's flatteners, by Martha Rudolph, posted on March 2, 2006 http://www.lib.utk.edu/news/readyfortheworld/archives/the_world_is_flat.html , last accessed on October 5, 2006
James Berry, Review on the book the World is Flat, posted on April 19, 2006 http://www.ada.org/prof/resources/pubs/adanews/adanewsarticle.asp?articleid=1884,last accessed on October 5, 2006
Howard Rheingold, Seven Ways to See What's Next, winter 2005
Particularly, many democrats and republicans expressed their dismay about the fact that the ush administration did not notify or seek congressional input while the policy was being developed. However, as the Deputy Assistant Secretary of State for Western Hemisphere Affairs, Roberta Jacobson, who actually drafted the 'Merida initiative' says, "Although it [Merida] was proposed by a Republican administration, it was passed by a Democratic [party-controlled] Congress." [Jim Fischer, 2009]
Some policy analysts from Mexico have expressed their concern that controlling drug trafficking in Mexico would be better achieved if the U.S. takes active measures to control the arms trafficking from across its borders into Mexico. Gen. Javier del Real Magallanes, who is in command of the northeastern states such as Nuevo Leon, Tamaulipas, and San Luis Potosi says, "If there are no weapons, there's no violence. These arms aren't from Mexico; they're from the other side." [Laura Starr, 2007]. Sharing…
1) Colleen W. Cook, Oct 2007, 'CRS Report for Congress: Mexico's Drug Cartels', retrieved Apr 22nd, 2010, from, http://www.fas.org/sgp/crs/row/RL34215.pdf
2) Bernd Debussman, 'Latin America: Mexico Drug War Update', retrieved Apr 22nd 2010, from, http://stopthedrugwar.org/chronicle/604/mexico_drug_war_update
3) Manuel Roig-Franzia, 'U.S. Guns Behind Cartel Killings In Mexico', retrieved Apr 22nd 2010, from, http://www.washingtonpost.com/wp-dyn/content/article/2007/10/28/AR2007102801654.html
4) Inside USA, 'Mexico's Drug', retrieved Apr 22nd 2010, from, http://www.youtube.com/watch?v=hyDHNeJxazU
Buying one brand of shampoo instead of another, for instance, is quite common. ivalry, therefore, is high.
Porter's value chain
Porter shows how firms such as Procter & Gamble can create competitive advantages for themselves. He categorizes a company's activities in the following way:
1. Primary activities: (a) Inbound logistics -- receiving the incoming material, including the handling and inventory of their material; (2) operations -- P&G's suppliers forming this material into their products; (3) Outbound logistics -- getting their products on their shelves and to the shelves of the different private stores and from thence to the customers; (5) marketing and sales -- P&G doing research on customer needs, satisfying their needs, communicating with consumers; (6) service -- fulfilling customers' needs after service has been completed, following up, and occasionally replacing products if need be. esearch too is ongoing in order to discover future trends and ways to best…
Quick MBA. The Value Chain. Strategic management www.quickmba.com/strategy/value-chain
Quick MBA. Porter's Five Forces. Strategic management www.quickmba.com/strategy/porter.shtml
Business Plan for a Financial Divorce Software
Business Plan Divorce Software
Business Plan relating to the Sales of a new Financial Divorce Software.
Business Plan relating to the Sales of a new Financial Divorce Software
Keys to Success
Legal Form of Ownership
Location and Facilities
Products and Service
Ps of Marketing
Financial Statements and Projections
evenue and Cost Estimate
Forecasted Profit and Loss Statement
Forecasted Balance Sheet
Financial planning is involved in every aspect of life. Individuals and businesses have to formulate their daily, monthly, and yearly budgets in order to achieve a balance between their incomes and expenditures.…
Association of Divorce Financial Planners, (2012). Divorce Financial Planning. Retrieved on July 7th, 2012, from
Blythe, J. & Megicks, P. (2010). Marketing Planning: Strategy, Environment and Context, 3rd Edition. U.K: Prentice Hall
Cadle, J., Paul, D., & Yeates, D. (2010). Business Analysis, 2nd Edition. Swindon: British Informatics Society
Francis, P. (2010). Creating the Marketing Executive of the Future Using Key Deming Principles, Journal of Executive Education, 9 (1): 127-138
* This is a Sample of What a Harvard-Style Title Page Should Look Like
Best Practices for Creating New Sales in a Foreign Market
Best Practices for Creating New Sales in a Foreign Market
This research paper is designed to look at the expansion that Hangzhou Yongheng hopes to make into markets in the Ukraine and how that expansion will work. The goal of the manufacturer is to produce a product that is easily modifiable when it is shipped so that the company does not have to concern itself with the added costs associated with reworking the design to fit the new location. This essay examines the company in question and the products that it already ship. The markets where the product is currently available (such as Western European countries) will also be looked at to determine how well Hangzhou has done…
Baalbaki, I.B., & Malhotra, N.K. (1995). Standardization vs. customization in international marketing: An investigation using bridging conjoint analysis. Journal of the Academy of Marketing Science, 23(3), 182-194.
Hangzhou Youngheng. (2012), About. Retrieved March 13, 2012 from http://www.china- ebicycle.com/
Floyd, L.J. (2010), Employment law in the Ukraine. Retrieved March 13, 2012 from http://www.ehow.com/about_6606682_employment-law-ukraine.html
Friede, O.F. (2002), Consumer behavior and a European perspective, Munich: GRIN Verlag.
hroughout 2006 and into 2007, Staples has faced significant challenges against competitor superstores including Wal-mart which has taken on an increasingly competitive role in supplies for small business. North American Delivery, the fulfillment center area of Staples, posted a 24% gain in revenue and is on its growth plan that management defined for investment analysts in 2006.
While the North American sectors of the business are mixed in results, the growth of International Operations has been significant during 2006 and into 2007. With an 11% increase in sales in 4Q06 alone which had been factors for exchange rate fluctuations, Staples continues to successfully expand into the UK and German office supplies, furniture and computer retailing sectors.
he market and environmental factors that are influencing Staples are the broader globalization of competitors' supply chains which are in turn driving down the costs of competitors' products. Wal-mart's aggressive use of vertical integration…
The International Operations sector of Staples' business throughout 2006 and into the first months of 2007 shows the greatest revenue growth, yet North American Retail has recently been dragged down by slower-than-usual technology and furniture sales, and according to Staples' latest financial results, only a 3% gain in supply sales. Staples also invested heavily in the launch of their newest store in Miami, Florida and the offering of their services programs EZ Tech and a series of in-store copy centers focused both on driving up same-store sales and also increasing high-margin revenue. Throughout 2006 and into 2007, Staples has faced significant challenges against competitor superstores including Wal-mart which has taken on an increasingly competitive role in supplies for small business. North American Delivery, the fulfillment center area of Staples, posted a 24% gain in revenue and is on its growth plan that management defined for investment analysts in 2006.
While the North American sectors of the business are mixed in results, the growth of International Operations has been significant during 2006 and into 2007. With an 11% increase in sales in 4Q06 alone which had been factors for exchange rate fluctuations, Staples continues to successfully expand into the UK and German office supplies, furniture and computer retailing sectors.
The market and environmental factors that are influencing Staples are the broader globalization of competitors' supply chains which are in turn driving down the costs of competitors' products. Wal-mart's aggressive use of vertical integration of supply chains is a case in point. A second major factor is the use of predatory pricing on the part of both national and regional competitors throughout North America, a practice Staples has fortunately not embraced. A third factor is the commoditization of furniture and computers through the use of accelerated supply chains and pricing strategies at market penetration over profitability. Staples finds itself globally in an environment that is populated with competitors that are convinced there is price elasticity in commoditized products, yet has adverted price wars on their path to profitability. Additional market factors are the under-served UK and German retailing markets oriented to the small businesses in these countries and the economic policies of these nations favoring small business
.....industries that are much more profitable than others. Per data from the BBC, there are two industries among five major ones that stand out (Anderson, 2016). Indeed, when looking at pharmaceutical firms, banks, car manufacturers, oil/gas refiners/sellers and the media, the first two of that list are clearly the best. The media does decently at about 12%, oil and gas does about 8% and carmakers are at about six percent. On the other hand, banks and pharmaceutical companies are both quite close to 18% and many firms within that realm do even better. Indeed, Pfizer does 43% in terms of profit.
Whether one focuses on the pharmaceutical company in particular or not, however, Glaxosmithkline (GSK) is clearly in its own echelon of performance and adeptness. They are very much in the "pack" when it comes to their profit level as many pharmaceutical companies hover around twenty percent. However, many others…
New York's Ban On Sale Of Big Size Soda
New York's plan to enact a ban on the sale of large sodas and other sugary drinks as a way of combating obesity is questionable. The government has no valid reason to dictate the size the soda and sugary drinks in the market. The size of soda and other sugary drinks does not get sugar out of the equation; it only makes people pay more for these drinks. If sugar is the real issue, then the best option would be to reduce the amount of sugar in the soda and maintain the sizes of the drinks. It appears the government is using the obesity issue to arm-twist businesses thereby violating their rights. This seems more like a plan to compromise the principle of liberty rather than control sugar consumption. The success of this plan could be an indication of government's influence…
Drewnowski, A. (2007, May 9). The Real Contribution of Added Sugars and Fats to Obesity. Seattle: University of Washington.
Espinel, P.T., & Innes-Hughes, C. (2010). Apparent consumption of selected foods and household food expenditure. Sydney.: PANORG.
Metherell, M. (2012, March 31). Study suggests sugar not cause of obesity. The Canberra Times.
The concept of the five forces is rooted in the idea that these are the five forces that influence whether an industry or company can be profitable. A company, when formulating its strategy, will seek to find ways to shift these forces and manipulate them in ways that allow the company to be profitable, preferably sustainably profitable. As Porter (2008) elaborates, the five forces that shape competitive strategy are the bargaining power of buyers, the bargaining power of suppliers, the threat of new entrants, the threat of substitutes and the intensity of rivalry within the industry.
About the Company
The company to which the five forces will be applied is Tesla Motors, the electric car maker. Tesla is a relatively new player in the industry, has a tremendous reputation with respect to product quality, but has yet to turn a profit, has a tremendous bleed rate, but it…
Bershidsky, L. (2016). Millennials are buying cars after all. Bloomberg. Retrieved May 14, 2016 from http://www.bloomberg.com/view/articles/2016-01-04/millennials-are-buying-cars-after-all
Hard, A. (2016). Apple car rumor roundup: Here's everything you need to know about Project Titan. Digital Trends. Retrieved May 14, 2016 from http://www.digitaltrends.com/cars/apple-car-news/
MSN Moneycentral: Tesla Motors. Retrieved May 14, 2016 from http://www.msn.com/en-us/money/stockdetails/financials/fi-126.1.TSLA.NAS?ocid=qbeb
Porter, M. (2008). The five forces that shape competitive strategy. Harvard Business Review. January 2008, 79-93.
globalization been a force for development or for underdevelopment?
Globalization and Development: An Uneven Exchange
Globalization is the network of international flows of goods, services, money, information, ideas and people. It is the force that helped nations developed into economic powers, becoming players on the international stage. Globalization while an instrument of positive change in many regions of the world it has also contributed to escalating levels of income disparity, environmental degradation, the eroding of state power on the international stage and the increase in activity and sophistication of trans-national criminal organizations. This paper demonstrates how globalization and the promotion of specific economic policies is a boon to specific countries such as South Korea while other nations are increasingly marginalized. Weak nation-states are subject to the influence of non-state international actors such as trans-national corporations and criminal organizations. These external factors destabilize a nation's central government and its authority therefore…
Bank for International Settlements. Foreign direct investment in the financial sector - experiences in Asia, central and eastern Europe and Latin America, 2004. Retrieved 12 December at http://www.bis.org/publ/cgfs25.pdf , 1-25.
Bergsen, Albert J., and Omar Lizardo. 2004. "International Terrorism and the World System." Sociological Theory 22: 38-52.
Cumings, Bruce. 2005. Korea's Place in the Sun: A Modern History. New York: W.W. Norton & Company.
Evans, Peter. "The Eclipse of the State? Reflection on Stateness in an Era of Globalization," World Politics, 50 (October 1997): 62-82.
AlarmForce must make marketing decisions with respect to AlarmFog, a new high-end security product it has developed. AlarmForce has become a market leader in home security through a cost leadership strategy. AlarmFog adds an element of innovation to that strategy, but the manufacturing cost is high. However, there are some new markets that can be developed, in addition to offering AlarmFog as a complementary product to the company's installed base.
The AlarmFog should be priced at manufacturing cost. Matlin is proposing to price well below cost, but such pricing would erode the firm's profits entirely. The fog can be marketed both to new customers such as small businesses and cottage owners, in addition to being offered to current customers. The existing distribution channels and marketing media can be used, as the product is sold and serviced the same way and to much the same customer base as the…
Five Forces Analysis of Palm
Palm's corporate strategy is what Michael Porter would call Cost Leadership. According to Gavin Reid, "Cost leadership is often driven by company efficiency, size, scale, scope and cumulative experience (learning curve). A cost leadership strategy aims to exploit scale of production, well defined scope and other economies (e.g. A good purchasing approach), producing highly standardized products, using high technology."
In the first element of its corporate strategy, Palm states that it will "strive in order to reach a leading position in attractive markets." It does not indicate which market in particular, as with Focused Strategies, but any market which happens to be attractive to Palm at a given time (i.e. A market that they believe they can be competitive in.) Notice that Palm is not trying to create new markets or innovative product categories. Instead, Palm intends to scout existing mobile market segments…
Gavin C. Reid. "Small Business Enterprise: An Economic Analysis." Published by Routledge, 1993
Sramana Mitra, What Went Wrong with Palm? March 22, 2010 http://www.sramanamitra.com/2010/03/22/what-went-wrong-with-palm/
Darcy Travlos, Take Profits on Palm. Forbes. September 19, 2009. http://www.forbes.com/2009/09/11/travlos-palm-pre-intelligent-investing-mobile.html
Gavin C. Reid. "Small Business Enterprise: An Economic Analysis." Published by Routledge, 1993
FINANCE -- VALUE CHAINS, PORTER'S 5 FORCES AND ECONOMIC ATTRIBUTES
The analyses of The Home Depot and Lowe's will involve value chain analysis, Porters 5 forces framework and economic analysis framework. These three perspectives complement rather than conflict with each other. Furthermore, they view a business internally and externally within a specific industry. The combination of all three perspectives will give an effective "picture" of The Home Depot and Lowe's individually, head-to-head and within their industry.
Value chain analysis -- Information and Value for Financial Analysts
Value chain analysis separates a business into a series of value-generating activities called a "value chain," often including primary and support activities. This assists a financial analyst in discerning which activities a business uses to create a competitive advantage and generate shareholder value. The activities ideally offer more value to customer than cost to the business, causing a profit margin (Internet Center for Management…
Harvard Business Publishing. (2008, June 30). The five competitive forces that shape strategy. Retrieved from Youtube Web site: http://www.youtube.com/watch?v=mYF2_FBCvXw
Internet Center for Management and Business Administrations, Inc. (2010). The Value Chain. Retrieved from www.netmba.om: http://www.netmba.com/strategy/value-chain/
Mangold, N. (n.d.). Financial reporting and financial statement analysis. East Bay, California, United States: WordPress, Inc.
Over time, this solution became less and less effective as the sheer volume of YouTube uploads increased and the studios and companies were unable to keep up with the inflow of illegally posted material. Currently, many studios and companies have entered into a revenue sharing agreement with sites like YouTube to help make up for the potential in lost revenue that the illegally posted content presents. In this structure, studios present advertisements before the posted video content where ad revenues are split between both YouTube and the studios themselves. This has become a common way of trying to recoup some of the lost revenues due to video sharing sites while also opening up new avenues for companies to promote their products online on these sites. The movie industry can learn much from the music industry because they are experiencing what the music industry experienced only a decade or so ago.…
For organizations looking to increase their competitive advantage within a chosen industry it is necessary to think outside of the box and perform some frank and open dialogue to unearth some practical solutions. Businesses that thrive on salespersons performance must balance many tasks at the same time in order to maintain profits and keep the labor pool content and hungry enough to keep performing.
As the science of human resource management continues to grow, new approaches to the subject of sales force performance are developing alongside this trend. The purpose of this essay is to examine one such approach that addresses these pertinent needs. This essay will examine a "total rewards program" approach that can be installed by human resources departments to increase the efficiency, effectiveness and economic status of these organizations wishing to improve their wealth and maintain their competitive advantage.
Features of An Effective Total ewards…
Lawler, E. (1993) Effective Reward Systems. Center For Effective Organizations, 1993. Retrieved from http://ceo.usc.edu/pdf/G935225.pdf
Heneman, R. (2007). Implementing Total Rewards Strategies. Society For Human Resource Management, 2007. Retrieved from http://www.shrm.org/hrdisciplines/benefits/documents/07rewardsstratreport.pdf
Mayhew, R. (nd). What is the Value of Total Rewards Compensation. Chron.com. Viewed 31 Oct 2013. Retrieved from http://smallbusiness.chron.com/value-total-rewards-compensation-2584.html
Odimbite, O. (2013). Employer Value Proposition. The Academy of Business Strategy, 13 Mar 2013. Retrieved from http://theacademyofbusinessstrategyperformancemanagement.wordpress.com/tag/employer-value-proposition/