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Innova Trading Corp.Innova Trading Corp.Sales MeetingSales Meeting
June 29, 2007June 29, 2007
IndexIndex
Objective / SynopsisObjective / Synopsis2006 Caribbean Economic Outlook2006 Caribbean Economic Outlook2001 - 2006 Sales Growth (Trend)2001 - 2006 Sales Growth (Trend)INNOVA Top Markets MAPINNOVA Top Markets MAPYTD - 07’ Results / Total / A/EYTD - 07’ Results / Total / A/E2007 Sales Plan2007 Sales PlanAction StepsAction Steps SWOT AnalysisSWOT Analysis Target MarketsTarget Markets Key InitiativesKey Initiatives
Sales InitiativesSales InitiativesSales Time Priority Sales Time Priority Sales Pipeline ManagementSales Pipeline Management
Conclusion (Bottom Line)Conclusion (Bottom Line)
ObjectiveObjective
Identify - Understand Current SituationIdentify - Understand Current Situation Business Plan Results / Trends / AnalysisBusiness Plan Results / Trends / Analysis
Identify Area’s of ImprovementIdentify Area’s of Improvement
Discuss / Share Action Plan - Initiatives for Discuss / Share Action Plan - Initiatives for Growth SuccessGrowth Success
Make it Happen! Take Action!Make it Happen! Take Action!
06’Caribbean Economic Outlook06’Caribbean Economic Outlook
Country 06’ GDP Innova Ranking
1.Trinidad-Tobago
12.0 % No Sales
2.Antigua 11.0 % 1
3.Dom.Republic 10.0 % No Sales
4.Grenada 7.0 % No Sales
5.St.Lucia 7.0 % 9
6.St.Kitts & Nevis
5.0% 7
7.Dominica 4.0% 19
8.St.Vincent / Grenadines
4.0% 15
INNOVA Top Ranking MAPINNOVA Top Ranking MAP
11
33.Tortola
St.Marten 2244
55. St.Croix 6.6. St.Thomas
7-87-8
991010
2001- 2006 Sales Growth2001- 2006 Sales Growth
Year 2001 2002 2003 2004 2005 2006Revenue $709,761 $740,960 $822,009 $1,047,508 $1,158,708 $1,189,011% Growth 4% 11% 27% 10.60% 2.60%
07’ - YTD Growth = 07’ - YTD Growth = @ 2006 Total Sales = $1,189,011. For purposes of comparison, we will use 1/3 of year (12 months) = 4 month comparison = $396,337 x avg. 4 months. We use Jan.07-April 07 results = $356,584 divided by 2006 1/3 avg. results = -(10%) negative growth or decrease.
4%
11%
27% 2.6%
10.6%
- (10%)
Month Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecPlan 07 134,136 131,325 125,919 132,746 156,495
Exp.07 73,171 83,101 107,640 107,368 103,864
Rev.07 69,612 77,493 108,416 98,187 114,187
-20,00040,000
60,00080,000
100,000120,000
140,000160,000180,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Plan 07
Exp.07
Rev.07
Expenses Vs Revenue & Plan 2007’ YTD Results
Plan Vs Actual YTD-2007Plan Vs Actual YTD-2007 JORGE MALDONADO 2007VENTAS EFECTUADAS 2007
ISLA JAN FEB MARCH APRIL MAY YTDCUOTA ENERO-
MAYO 2007
DIFERENCIA ENTRE YTD &
PROMEDIO
Antigua 29,870.63 5,523.38 13,387.28 9,056.36 26,132.71 83,970.36 84,136.90 -166.54Montserrat 4,168.55 772.29 658.66 0.00 8,120.46 13,719.96 22,013.71 -8,293.75Nevis 4,574.17 0.00 0.00 6,322.20 5,957.86 16,854.23 18,682.68 -1,828.45St. Croix 0.00 19,627.67 3,385.71 552.75 11,195.75 34,761.88 27,884.98 6,876.90St. Kitts 7,383.79 8,604.57 1,619.20 6,260.21 5,846.54 29,714.31 23,942.42 5,771.89St. Lucia 0.00 0.00 21,185.20 0.00 2,272.84 23,458.04 38,756.12 -15,298.08St. Maarten 2,779.48 0.00 1,608.78 11,066.68 -139.24 15,315.70 25,073.41 -9,757.71Tortola 0.00 21,103.00 10,284.51 9,979.37 19,720.71 61,087.59 66,967.94 -5,880.35St. Thomas 1,913.39 6,561.07 543.36 3,971.38 -4.88 12,984.32 15,107.79 -2,123.47St. Vincent 760.41 0.00 5,161.13 8,091.52 0.00 14,013.06 20,022.48 -6,009.42Dominica 0.00 0.00 0.00 0.00 973.84 973.84 1,298.02 -324.18Barbados 0.00 0.00 0.00 0.00 0.00 0.00 11,082.69 -11,082.69Virgen Gorda 0.00 0.00 1,111.93 1,093.37 2,028.86 4,234.16 967.75 3,266.41St. John's 0.00 304.52 0.00 0.00 0.00 304.52 2,418.83 -2,114.31
TOTAL 51,450.42 62,496.50 58,945.76 56,393.84 82,105.45 311,391.97 358,355.70 -46,963.73
YTD 86.9%YTD 86.9%
JOHNNY MUSA
VENTAS EFECTUADAS 2007
ISLA JAN FEB MARCH APRIL MAY YTDCUOTA ENERO-
MAYO 2007DIF ENTRE YTD & PROMEDIO
Anguilla 4,593.19 3,084.37 15,745.26 12,694.89 13,602.29 49,720.00 51,813.05 -2,093.05St. Marteen 11,980.95 2,372.60 2,770.78 10,524.39 1,961.22 29,609.94 33,908.20 -4,298.26St. Eustatius 0.00 8,625.69 2,795.96 0.00 7,144.68 18,566.33 12,282.44 6,283.89Saba 0.00 0.00 9,109.86 0.00 6,672.52 15,782.38 9,963.80 5,818.58
16,574.14 14,082.66 30,421.86 23,219.28 29,380.71 113,678.65 107,967.49 5,711.16
YTD 105% EffectiveYTD 105% Effective
Plan Vs Actual YTD-2007
TOTAL VENTAS POR ISLA 2006-2007
ISLA AMOUNT % Total1.ANTIGUA 205,740.31 16.50%2.ST. MAARTEN 159,441.57 12.80%3.TORTOLA 151,878.85 12.20%4.ANGUILLA 143,716.22 11.60%5.ST. CROIX 83,263.33 6.70%6.ST. THOMAS 72,692.61 5.80%7.ST. KITTS 56,773.32 4.60%8.NEVIS 49,981.57 4.00%9.ST. LUCIA 48,930.54 3.90%10.ARUBA 47,370.77 3.80%11.CURACAO 42,716.84 3.40%12.S EUSTATIUS 37,557.76 3.00%13.SABA 36,683.72 2.90%14.MONTSERRAT 34,253.04 2.80%15.ST. VINCENT 31,777.43 2.60%16.BARBADOS 19,992.56 1.60%17.V. GORDA 7,578.13 0.06%18.ST. JOHN'S 5,116.60 0.04%19.DOMINICA 3,805.88 0.03%20.P. R. 3,415.16 0.02%21.ST. BARTH 0.00 0%TOTAL 1,242,686.21 100%
Total: $1,242,686Total: $1,242,686
4.5% Growth vs 06’4.5% Growth vs 06’
2007 Gross Sales Plan2007 Gross Sales Plan
Jan-May YTD 2007’ Plan: $466,322 91%91% EffectiveActual: $425,069
Action StepsAction Steps
Strengths, Weaknesses, Opportunities, and Threats Analysis
Strengths Innova Competitor 1 (Home Dep.) Competitor 2 / USA Competitor 3 / PR
Products Prices / Financing options / Variety / Auto Parts?
Industry / Target Market Hardware / small storesEnd consumer-Residents / Corp. Accts.
Future GrowthDominica / Internet / New Products,Target Markets (Hotels-Marinas)
Plan to open in St.Croix?
Other Brand RecognitionTropical Shipping expansion will provide added shipping options at good value for
SWOT AnalysisSWOT Analysis
SWOT AnalysisSWOT Analysis
Weaknesses INNOVA Competitor 1 (Home Dep.) Competitor 2 / USA Competitor 3 / PR
What areas are you avoiding? Sales Closings
Where do you lack resources?Pre-Paid Products (Re-sell) Cash disburesment-Financing
Limited Locations Transportation options
What are you doing poorly? Performance Reviews
Where are you losing money?Over 90-day's Collections / Non-selling product purchase
What needs improvement?Sales Focus / Close new sales / Outstanding Bal. $
Opportunities INNOVA Competitor 1 (Home Dep.) Competitor 2 / USA Competitor 3 / PR
Any beneficial trends?Hotels / Construction / Marina's / GDP Growth
Niches that competitors are missing?
Rural, small Accts.
New technologies? Internet Sales /
New needs of customers?
SWOT AnalysisSWOT Analysis
Threats INNOVA Competitor 1 (Home Dep.) Competitor 2 / USA Competitor 3 / PR
Obstacles to overcome?Sales Results / Reduce non-sales activities / Better Transportation options
Aggressive competitors?Home Depot / US-PR suplliers-product access with new Shipping Lanes
Successful competitors? Internet Sales /
Negative economic conditions?Fuel charges-cost of transp. / Montserrat / USVI 3.6 GDP
Government regulation? Customs / Import reg. / Taxes
Changing business climate?Internet Global Access / China Products Caribbean presence
Vulnerabilities?Hurricanes / Pre-payment of Inventory
SWOT AnalysisSWOT Analysis
Target MarketTarget MarketHotels / HospitatlityHotels / Hospitatlity
MarinasMarinas
HardwareHardware
Auto PartsAuto Parts
Distributor - Rep. Vs Re-Sale Distributor - Rep. Vs Re-Sale ProductsProducts
Retail (Paper bags, Racks, Retail (Paper bags, Racks, Display’s, etc.)Display’s, etc.)
New Territories > Trinidad / New Territories > Trinidad / Granada / D.Rep. / PR ? Granada / D.Rep. / PR ?
Key InitiativesKey Initiatives
>Increase SalesIncrease Sales::• Develop Sales Strategy - Plan• Increase Customer contact time (80% selling 20% Service)• Reduce Non-Sales Activities• Explore New Product Distributions / New Target Customers
• Hotels / Marinas / Auto Parts, etc.• Work SMART
>Reduce Cost / Expenses:Reduce Cost / Expenses:• Continue to explore cost reduction in Product cost (purchase)• Inventory Efficiencies / Reduce inventory day’s • Reduce - Liquidate - NON-Selling Products• Salary Increases / Bonuses must be aligned with performance RESULTS• Mfr. Rep. (Products Dist.) Vs Purchasing (Re-sell) Products / Reduce $ Risk• Explore Travel - Expense cost saving’s
•Search better rates - hotel options•Airline travel - Monthly planning - Advanced Purchase savings•Breakfast / Lunch mtg. (Target or Top cust.) Vs Dinner Mtg. added expense
Sales InitiativesSales Initiatives
Work SMARTWork SMART Planning & OrganizationPlanning & Organization
Sales Call planningSales Call planning
Territory Management (Targets, etc.)Territory Management (Targets, etc.)
Monthly PlanningMonthly Planning
Protect Top Accounts (80/20)Protect Top Accounts (80/20)
Identify Sales Opportunities (Retention / Identify Sales Opportunities (Retention / Penetration / Conversion)Penetration / Conversion)
Increase Customer Contact time / Selling timeIncrease Customer Contact time / Selling time
Weekly Sales de-briefing Weekly Sales de-briefing
Monthly Performance (Results) meeting’sMonthly Performance (Results) meeting’s Mirror Technique / Build Rapport Mirror Technique / Build Rapport
Service 45%
New Acct. Sales 10%
Office 25%
Travel Time 15%Other 5%Total Time 100%
Service 20%
New Acct. Sales 55%Office 10%Travel Time 10%Other 5%Total Time 100%
Prioritize Sales Time - EffortsPrioritize Sales Time - Efforts
< Current
Goal >
55% Customer Contact Time Totalof which 10% focus on New Account Sales
75% Customer Contact Time Totalof which 55% focus on New Account Sales>>
Innova Trading Corp.Detailed Sales Pipeline Management Conversion=New Biz.Johnny Musa Retention= Protect Biz.
Penetration=New Biz. with existing Cust.Instructions: Enter values into the white and yellow cells only.
OpportunityName Location
% Retention / Amount $
% Penetration / Amount $
% Conversion / Amount $
TotalAmount Goal
SalesPhase
ForecastClose
Alberts Market Place Anguilla $23,456.00 $10,000 $33,456.21 Contact JulyApex Utilities Anguilla $17,320.96 $17,320.96 Lead AugustJW Proctor Anguilla $12,399.63 $12,399.63 Qualified Lead SeptemberBryan & Sons Anguilla $10,544.02 $10,544.02 Opportunity OctoberSyd & Petes Supermarket Anguilla Final Closing NovemberHide Away Grocery Anguilla Proposal Discussed DecemberABC Supplies Anguilla Written Proposal JulyAnguilla Trading Anguilla Contract delivered AugustAshley & Son's Anguilla Purchase Order SeptemberWatkin Hodge Anguilla Invoiced OctoberCentral Superette Anguilla Payment NovemberBrooks & Son's Painting Co. Anguilla Acceptance DecemberFoods Ninety Five Anguilla Awaiting Shipment JanuaryAlbert Lake Hardware Anguilla Invoice MarchRomcan Mini-Market Anguilla Contract MayPaul Romney (Romtech) Anguilla Qualified Lead June
Lead OctoberFerreteria ACME (Sample) Utopia $0 $0 $250,000.00 250,000$ Contact December
TOTAL 323,721$
Bottom Line!Bottom Line!
> Revenue Growth YTD-07’ -(10%)> 2007 plan Growth Sales 4.5%> Cost if Living Increase Avg. 5.0%> Innova Payroll Increase 07’ 12.0%> Total Expenses Inc. 13.0%> Non-Sales Focus (all resources) 90%
INNOVA is in the Business of What?INNOVA is in the Business of What?• Re-SALE of Hardware Products• Make MONEY $$$