Free Essay

James Town Company

In: Business and Management

Submitted By CELU
Words 477
Pages 2
Considero que no es conveniente el cambio de representantes a Fuerza de ventas propia por las siguientes razones:

• Katherine O’Brien no ha hecho bien los cálculos para su proyección pues ha considerado un 12% de comisión de ventas cuando en realidad es 9% y ha considerado que los representantes retenidos son el 5% de las ventas con un 12% de comisión, pero en realidad son el 6.6 % de las ventas con una comisión promedio de 15.7% ( anexo 1 ). Cambiando estos datos la proyección quedaría como sigue:

• Existe el riesgo de que se requiera mayor número de vendedores, la rotación sea mayor o que las ventas sean menores al 20% proyectado, con lo cual económicamente sería muy riesgoso el cambio :

• Si bien un con un equipo de ventas propio se podía ejercer un mayor control, existe el riesgo de que los vendedores no puedan vender con la misma eficacia que los mejores representantes. • Otro riesgo a considerar es que los vendedores más creativos pudieran pasar a convertirse en representantes a comisión. • También es importante tomar en cuenta la fidelidad de los clientes, habrá algunos que abandonarían a Jamestown por lealtad a los representantes, lo cual se traduciría en pérdida de ventas. • ¿Cómo afectaría este cambio a la imagen de la marca? Hay que preguntarse si la empresa está preparada para afrontar este cambio. Una fuerza de ventas propia funciona con una clientela estable, sin embargo la cartera de clientes con la que cuenta está muy atomizada y por ello esto se hace muy difícil. • Finalmente, Existe la duda de si los sistemas de la empresa podrían soportar este cambio. Podría tomar mucho tiempo adecuar éstos a las necesidades de una fuerza de ventas propia y los directivos no cuentan con el tiempo suficiente para dedicarle tiempo.

Lo que se puede interpretar de estos anexos y apéndices es lo siguiente:

• Se cuenta con muy buenos vendedores, pero también hay algunos que no lo son muy o que requieren mayor seguimiento y control. • Ganar la confianza de un cliente toma un tiempo aproximado de 6 meses a un año, por ello el cambio a FFVV directa puede ser riesgoso. • A muchos representantes no les interesa complicarse vendiendo a los grandes almacenes. • Las nuevas líneas de productos las ofrecen después de hacer los pedidos de sus mejores líneas cuando el cliente ya se encuentra cansado y desmotivado para escuchar. • Algunos representantes le dan un trato secundario a los productos de Jamestown. • Las visitas a los clientes son bastantes espaciadas. Algunos clientes no han visto un vendedor en mucho tiempo. • Se requiere que se ofrezca mayores incentivos con la finalidad de aumentar las visitas a clientes por parte de los representantes. • Crear un equipo de soporte para los representantes de grandes almacenes y prospección de ventas. • Comisiones por mix de productos para incentivar la venta de otras líneas.

Similar Documents

Premium Essay

Adelphia Case Study

...all times in case he encountered an angry swarm. Last summer, however, while he was working in his barn, Cowburn was stung twice on the head. He had a heart attack and died on the spot. The news traveled quickly through Coudersport, Pa., the town of 2,600 near the New York border where Cowburn had lived. One of the locals moved by his death was John Rigas, chairman and CEO of Adelphia Communications, the nation's sixth-largest cable television provider, a company with $3.6 billion in annual revenues and headquarters in--of all places--this rural town. Rigas knows about bees. He owns a farm outside town that sells Christmas trees, maple syrup, and honey. Soon after Cowburn's death, there was a knock on the door at his house. It was Rigas' beekeeper. He'd been sent to destroy the offending insects. More from Fortune Secrets of great second bananas Fortune's 50 Most Powerful Women in business 7 founders who wanted their companies back FORTUNE 500 Current Issue Subscribe to Fortune More than just the town's richest man, Rigas was a 76-year-old worth billions. He owned the Buffalo Sabres hockey team. He hobnobbed with Ted Turner. But the silver-haired cable mogul told people in a humble whisper that he was just a small-town guy who loved helping his neighbors. He sent busloads of children to Sabres games. He used Adelphia's corporate jet to fly ailing people to faith healers and cancer treatment centers. Townspeople flocked to the Masonic temple every year for......

Words: 4817 - Pages: 20

Premium Essay

Jane Kelso

...skirmishes. The Battle of Gaines Mill, which transpired in Virginia, claimed 15,000 men as casualties or wounded. Throughout the United States, men answered the call to fight for either side, and the war presented no signs of ending anytime soon. It surely crossed her mind that her husband, James would join the Union in their cause. Later that summer, on August 4th, James did enlist as a volunteer, leaving Jane and their children in Shippensburg. While James Kelso’s military career was short lived, his regiment not only made a name for themselves, but also contributed to the...

Words: 1051 - Pages: 5

Premium Essay

James Monroe

...James Monroe 01April 2013 Advanced Reading/Writing Outline – James Monroe I. Introduction a. Was the fifthpresident of the United States b. Purpose of the paper i. Early life and early political career ii. James Monroe’s presidencyachievements iii. Post-presidency iv. Time and place of death II. Early life and early political career a. Family b. Education and military service c. Early political career i. Virginia politics ii. Ambassador to France iii. Governor of Virginia iv. Secretary of State and Secretary of War III. James Monroe’spresidency achievements a. Presidential elections of 1816 and 1820 b. The Cumberland Road Bill c. Indigenous American policies d. Administration and Cabinet e. Foreign policy i. Monroe Doctrine ii. The acquisition of Florida IV. Post-presidency V. Thoughts on slavery VI. Time and place of death VII. Conclusion a. Early life and early political career b. James Monroe’s presidency achievements c. Post-presidency d. Time and place of death James Monroe is remembered for his victorious win to become the 5th president of America. His life both private and political was closely monitored and documented due......

Words: 1996 - Pages: 8

Premium Essay

Us History

...the power of the feudal nobility and had established a strong centralized state and in so doing, the monarchs had encouraged the growth of the business middle classes, the merchants and entrepreneurs who were to be major agents of the modernizing process. By seventeenth centaury, England's imperial reach was global; it stretched west from Ireland to Newfound land to Bermuda, and eastward to the subcontinent of India. It was to the west in the New World in 1606 that King James issued charter to two joint stock companies to colonize the land that Sir Walter Raleigh had named Virginia in honor of the Virgin Queen Elizabeth. The company promptly sent out an expedition of 144 people and after four months arduous voyage they reached Chesapeake Bay in April 1607. The 105 surviving English men than proceeded up a great river, which they named for King James, and founded Jamestown- the first permanent English settlement in North America. For one category of immigrants the Virginia environment (James town) produced not self fulfillment but enslavement. In 1619, a Dutch trading ship dropped anchor at...

Words: 1592 - Pages: 7

Premium Essay

Pdq Case Summary

...The value conflict that could present itself with regards to the PDQ memo, could be those individuals on the Board of Directors that agree with the salary of Mr. James. Some may argue that he is in fact worth every penny that he is paid and it is a salary well earned. Fallacies There were a number of fallacies identified by HR in the communication to the Board of Directors. The three fallacies were Mr. James’ personal wealth, the family relation to the PDQ founder and the negative attitude towards the town and other employees that were expressed by M. James. The mentioning of Mr. James own personal wealth was used to distract the Board from the issues at hand. The HR Department used an article published by two Wharton professors as a way to sway the argument. The memo notes that Mr. James is the only grandson of the PDQ founder and that he himself stands to inherit the company one day. This ties in closely with the personal wealth fallacy, in that Mr. James does not need this job because he is already quite wealthy, and will be even more so one day in the future. Finally, Mr. James exemplified a negative attitude towards the...

Words: 494 - Pages: 2

Premium Essay

History of Fast Foods

...cooked 12 hamburger patties in a wire basket. The hamburger patties cooked on both sides at the same time. In an hour the Insta-Broiler could cook 400 hamburgers. So in 1953 Keith opened the Insta-Burger King in Jacksonville, Florida selling at 18 cents each. It was a success. Two other people helped in the franchise, James McLamore and David R. Edgerton. James and David opened a couple of more Insta Burger Kings in Miami, Florida in 1954. They did not use the Insta-Broiler to cook hamburger patties; they created a flame broiler, which made Burger King more popular. They also created “The Whopper” that was sold for 37 cents each. This was risky because at that time McDonald’s burgers selling for 15 cents. The famous whopper became an instant success and became the signature product in the Burger King’s franchise. The slogan “Burger King, Home of the Whoppers” appeared in many of the advertisements. David R. Edgerton and James McLamore got the national rights to their flame boiler system. To improve managers’ skill in Burger King, Burger King opened a Whopper College in 1963. Two years later, McDonald’s started a Hamburger University. James and David dressed up in royal robes and wore paper crowns to let children know that...

Words: 1652 - Pages: 7

Free Essay

Apossitive Phrases

...uncle, a lawyer, is visiting us. My teacher, Miss Marshall, is very strict. An appositive phrase consists of the appositive and its modifiers which may themselves be phrases. ex. My radio, an old portable, is in the repair shop. The boys climbed the mountain, one of the highest in the West. Identifying Appositive Phrases. Underline the appositive phrase in each of the following sentences. Example: Our house, a brick bungalow, is on Oak Street. 1. Queen Victoria, one of England's greatest monarchs, ruled for sixty-three years. 2. Jane made the salad, a tossed one with French dressing. 3. Harvey Jensen, the pro at the country club, is giving me golf lessons. 4. James Hilton's book, Lost Horizon, has been filmed twice. 5. Chemistry, Sue's favorite subject, is easy for her. 6. Jerry is visiting in Peoria, his old home town. 7. Mr. and Mrs. Miller, our neighbors for the past eight years, are moving to Dallas. 8. Have you ever read The Red Pony, a novel by John Steinbeck? 9. Groucho Marx, the star of many film comedies, also had his own television show. 10. The boys repaired our television set, an eighteen-year-old portable. 11. The poem, one of Robert Frost's best, is called "The Death of the Hired Man." 12. I can't find my notebook, the one I use for history class. 13. Dick's new suit, a gray flannel one, makes him look much older. 14. We enjoy walking, an exercise which requires no great skill. 15. The theater, an old and drafty one, is nevertheless always crowded. 16. My math......

Words: 634 - Pages: 3

Free Essay

The Recalcitrant Director at Byte Products, Inc.: Corporate Legality Versus Corporate Responsibility

...The Recalcitrant Director at Byte Products, Inc.: Corporate legality versus corporate responsibility About the Company BYTES PRODUCTS, Inc. is an American based company involved in the production of electronic components incorporated in personal computers, mostly used for business and engineering applications. The company has three plants at different locations in the U.S.A, which totals a current sale of about $265 million and has a market share of approximately 32%, making them the leader in the industry. Summary Mr. James M. Elliot, the CEO and Chairman of the Board at Bytes Products, Inc, noticed that the company was beginning to face a number of crises. The existing three plants run on a 3–shift working schedule of 24hours a day and 7 days a week using up all possible production hours. It has now come to the attention of Mr. Elliot that even if the three existing plans are running at its maximum production level, there is still a high product demand percentage that is not being met. The company’s overall supply is unable to meet the demands of its customers which can cause a negative impact on the company’s by not being able to maintain its current market share. Therefore, because of this dilemma Mr. Elliott has returned to the drawing board in search of a solution to this problem. Mr. Elliott then made the decision to construct another manufacturing plant to produce sufficient product to meet the demands of the customers. In order for this new manufacturing......

Words: 1425 - Pages: 6

Premium Essay

One Boss

...Guide Colonization of North America 1590-1675 P.31-P.61 *Jamestown 1607 Key People: -Tobacco Economy 1607-1609 -John Smith - Salves 1670-1680 -John Rolfe - House of Burgesses 1619 -Pocahontas & Opechancanough - Bacon’s Rebellion 1675-1676 -Powhatan Tributes/ Confederacy -Anglo-Powhatan War -James I -Virginia Company *Maryland 1632 Key People: -George Calvert -Maryland Toleration Act: -Small Farmers - No Slaves - Catholic -Religious Freedom *Massachusetts 1630 Key People: -Jonathan Winthrop “city upon a hill” -Theocracy -Puritans -Harvard University 1608 - -Mayflower Compact -Religious Town “religious freedom” -Feneul Hall -Bible base society -Bacon Rebellion “King Phillip War” -New England Lifestyle -Crown and Anglican Church - Laws and Liberties of Massachusetts 1648 *Rhode Island 1636 Key people: -Anne Hutchinson -Migration -Roger Williams - *New York 1655 Key People: -Dutch War 1665-1667 -Olive Crownwell -Treaty of Westminster 1674 -James II (Duke of York) -Charles the Second -Turmoil Reb *Carolinas 1662 Key People: -Slavery -Cultural Effect “economy” *Pennsylvania 1681 Key people: -William Penn -Large City -Richer Nickson -Indians -Quakers -American Society ......

Words: 637 - Pages: 3

Premium Essay

Hist 204

...“They provided a military reserve needed to intimidate the Indians…”(Taylor 86). But they eventually had enough years of torment that they decided to just come together as one and take over by causing the Spaniards to flee and also killing off some of them as well. The second topic that stood out to me was the establishment of Jamestown by the English colonist. After the new King James I succeeded Queen Elizabeth in 1603 and after a peace treaty with Spain was signed in 1604, “the great merchants and lawyers of London took a new interest in colonizing Virginia” (Taylor 130). King James granted a group of London investors a charter to go ahead and colonize and govern Virginia. They set out for Virginia from England in three vessels and decided to take the standard circle route southwest, “via the trade winds to the Canaries, westward to the West Indies, and then north with the Gulf Stream to Virginia. They arrived to Chesapeake Bay on April 26,1607 and established the new settlement of Jamestown about sixty miles down the James River by a marsh on the north bank. They decided to call the river James and the settlement Jamestown so that they could...

Words: 501 - Pages: 3

Premium Essay

Businesss Btec

...fingertips but also external to the hotel CASE STUDY ASSIGNMENT CASE STUDY: THE RINGWOOD ARMS HOTEL Overview The Ringwood Arms is a medium-sized hotel which has 50 bedrooms. It is privately owned and located in the countryside near the town of Bournemouth in the South West of England. The Ringwood Arms has a restaurant and a bar, which are open to non-residents. There are also function and conference facilities which can be booked by individuals and companies. Publicity The hotel's main method of advertising is via the internet and in Town and Country magazine (published monthly). It also places advertisements in the local, weekly, free Advertiser newspaper. It does have an entry in www.thomsonlocal.net. It also has links from tourist board websites, magazines, etc. However, Sally Chester, the owner, is always looking for ways to attract guests to the hotel. Sally’s son, James, runs the reception area and is able to use the guest database to analyse the type of guests, using the lengths of stay, home regions, etc., thus allowing Sally to target promotions. To attract local people to use the hotel restaurant, a number of special events are organised, such as Murder Mystery weekends. James uses a desktop publishing package to produce posters that are displayed in the hotel and in the local area. A smaller version is also sent as an advertisement to the local, free Advertiser newspaper....

Words: 2446 - Pages: 10

Premium Essay

Travelling in Britain

...To grow, Britain needed good reliable, extensive, cheap transport systems. Heavy raw materials such as coal, cotton and iron had to be brought to factories. Then the finished product had to be delivered all over Britain and abroad. As well as the goods businessmen and woman had to be able to travel to sell their goods.  Between 1750 and 1900 many types of transport were used on the roads: packhorse trains, wide wheeled wagons and mail coaches. Soon many problems grew: road traffic grew rapidly. there were pot holes to fall into. there was no spring in the wheels of the carriages so it made it an uncomfortable ride. the roads weren’t smooth and wheels got caught on rocks. when the soil got wet it went into mud and it was very hard to get the wheels through. the roads were getting damaged. footmen sometimes had to walk in front with an axe to clear the way of bushes and trees. journeys in wagons took twice as long in the winter than in the summer. the fastest coach took six and a half days from London to Newcastle. There was danger of Highway men (people who mugged carriages for goods). Soon the roads were improved when business people and local people joined together to form turnpike trusts and parliament gave them control over a section of road. The people set up gates and toll houses and charged people to use the roads. The money that they raised was used to improve the roads or even build new ones. The number of turnpike trusts grew quickly and......

Words: 1049 - Pages: 5

Premium Essay

Principles of Economics

...Principles of Economics Tommy R. Session Principles of Economics-ECO 100 Professor Dr. James Butikofer 11 Nov 10 1. You own a local sub shop in a college town. You primarily serve two groups of people: local residents (both students and other local residents) and visitors to your town. Devise a price discrimination strategy that will increase your revenues compared to a single-pricing strategy. First the groups must be divided according to their willingness to pay. The first group will be the students. Must students expect to receive some type of discount just because they are students. The average student does not work a full time job so their income is usually lower than the other local residents. Any student with a current student identification card will receive 10% off their purchases. The second group will be the non-student locals, most of this group will familiar with any competitors and they will have a choice to which business they will patronize. This group will receive a 10% discount on any combination meal after their first combo meal purchased on the same visit. This special pricing will be offered occasionally and will mainly be used when the college population is usually not in town (semester breaks, holidays & normally school closings). The third group will be the town visitors, this group will have no special pricing plan because they are usually not willing to drive around to look for competitors’ establishments.   2.     ......

Words: 702 - Pages: 3

Free Essay

Textiles: the Birth of a Revolution

...revolution Textiles have been around for centuries, since the beginning of time. Our cavemen used animal hide to shelter themselves from the harsh elements of climate; rain, hail, and snow. including carding, spinning and weaving.  James Hargreaves developed the Spinning Jenny, a device which replaced eight hand spinners in one operation.  Richard Arkwright assembled these processes and started the first factory on the Derwent River in Cromford, England in 1771. Following the American Revolution, several founding fathers felt manufacturing should remain in England.Alexander Hamilton felt otherwise and wanted to establish a model mill village in Paterson, New Jersey.  His ideas were ahead of their time.  The "National Manufactory" went out of business in 1796.Samuel Slater of Rhode Island visited several mills owned by Arkwright and associates, memorized the essential features and returned to the US.  In 1792, he opened a yarn spinning mill in Pawtucket, Rhode Island, the first successful automated yarn spinning in the US.  In 1814, James Cabot Lowell of Boston built a factory in Waltham, up the Charles River from Boston.  Later, the Boston Associates built an entire mill town on the Merrimack River, and later named it  "Lowell" in memory of James Cabot Lowell 1793 - Eli Whitney and Hogden Holmes developed a simplified method of removing the cotton lint from the seed.  Whitney’s, and especially Holmes' saw tooth gin, revolutionized the cotton industry by......

Words: 604 - Pages: 3

Free Essay

Impact of the Transport Revolution

...the year, practically impossible. It became a law that every parish had to look after the ‘roads’ that ran in it. Men were meant to work for 6 days each year to clean and repair them. However, very few villagers travelled on roads, therefore workers weren’t particularly interested in maintaining the roads as it seemed to offer them no benefits. In 1663, parliament passed what was known as The Turnpike Act. This was originally only used in 3 counties, to see if it worked. This allowed magistrate to charge people for using these roads and the money raised was spent on properly maintaining the roads. The success of this meant that this system spread throughout the entire country. Private companies called Turnpike Trusts were soon established, the first one created in 1706. These private companies adopted similar methods to the government, in which they also charged people for using the roads and split the money between profits and maintaining the roads. However many people objected to...

Words: 1264 - Pages: 6