Professional Documents
Culture Documents
Memorandum
To: From: CC: Date: Re:
Thank you for the opportunity to assess your sales data in order to provide recommendations for increasing your sales. The analysis and recommendations below are based on the data you provided, which covers a period from May 2004 through June 2006. The analysis below is based on this data alone. Therefore, our recommendations should be tempered by your knowledge of business realities and your market. Please let OnPoint Consultants know if we can answer any questions concerning the analysis or the recommendations provided.
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2004 2005
Recommendation OnPoint recommends that Buchanan be advised and counseled on substandard performance that can lead to termination of employment. Productive sales representatives should be considered for this position. Creating competition amongst top sales representatives such as Peacock will prove to be
beneficial. Northwind Traders should also start a mentoring system in which the top sellers if willing can give tips to the lower lever sales reps in order to improve overall sales without interfering with the top sellers productivity. Having incentive programs for the top seller and protg will also add to the sales.
Analysis The top selling countries have had the benefit of having higher discounts which has led to high sales in those regions. Poland, Norway and Argentina have not been major consumers of Northwind Traders due to the discount rates being $0 in those countries. By comparing Norway and Mexico you can see the sales are nearly five times higher and the discount value is less than $500 in Mexico.
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Mexico Total
Italy Total
Ireland Total
Germany Total
France Total
Finland Total
Denmark Total
Canada Total
Brazil Total
Belgium Total
Austria Total
Recommendation
Argentina Total
OnPoint recommends increasing the discount rate to the low selling countries in order to spark sales in those regions. If people feel as if they are getting what they need for less, then they will spend more money more frequently. Sales representatives must pitch harder to those countries as well as keep good customer relations with the businesses that are buying Northwind Trader products creating a more comfortable business dynamic.
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Country
Sum of Net Revenue Category Name Total Beverages $267,868 Condiments $106,047 Confections $167,357 Dairy Products $234,507 Grains/Cereals $95,745 Meat/Poultry $163,022 Produce $99,985 Seafood $131,262 Grand Total $1,265,793
Recommendation OnPoint suggest that Northwind Traders do more marketing research in each country in order to find out what type of product that is in demand and then provide those products at a discounted price. Produce must be
shipped by air as in order to preserve the quality of the product. Grains/Cereals must be tailored to each counties cultural preference in order to create a higher demand for those products worldwide.
SELF ASSESSMENT
From completing the Excel project, I have learned to identify the various file formats and applications in which the spreadsheet can accept incoming data such as *.csv, *.mdb, *.doc and *.txt files. Also to import the data into a spreadsheet using the appropriate data conversion tool. Prepare the data for analysis in the spreadsheet using appropriate string processing, pasting and formatting functions. Identify the appropriate spreadsheet features for analyzing data such as pivot tables, what-if analysis, scenarios, lists, 3-D formulas, multiple worksheets and graphs. Analyze data using the appropriate spreadsheet features, showing appropriate titles and labels for the components of the analysis. Prepare a report or email to management which summarizes the analysis and makes a recommendation.