Wentworth Industrial Cleaning Supplies
Autor: Adnan • January 19, 2019 • 1,090 Words (5 Pages) • 935 Views
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The third alternative is to examine the basic job activities and selling duties of the AM in an attempt to understand what is important to them before offering incentive programs. It seems apparent that the AM’s job description is no longer a valid one. Therefore, updating it is important. Though, there may be more resistance to change from AMs and SSDs in this case.
The fourth alternative is to add a full line of economy based products and expand the present average and premium product lines. This allows WICS to cover 100% of the market products. There is little cost for distribution for this alternative. However, there is a risk of changing customer perceptions of high-quality to low-quality products.
The fifth alternative is to change the job description of the area managers and reduce sales costs by reducing prices. This allows an increase in sales volume and reduces the cost of sales. Yet, the consumer may feel a loss in the quality of the products due to reduced pricing.
Recommendations
My recommendation for this division of WICS is to combine some of the alternatives into solutions in which will lead to more competitive sales growth. Most importantly, the AMs’ job description must be redefined and updated. The area managers must be provided with more incentives to run their designated area than the mere incentive of keeping their job (plus some meaningless bonuses). Also, the SSDs must have more attention from the WICS area managers. My recommendation is as follows: The AM is given a more defined job description. This description involves a focus on less selling and more motivation of his sales team and distributors. The AM will spend more of his/her time training the WICS sales teams and the SSDs. It is very important that the AM explains new products and performs product demonstrations with the sales team and the SSDs. In addition, a price reduction should be considered. Offering 5 products for the price of 4 allows for price reduction without a negative outlook on reduced lower prices.
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