Professional Documents
Culture Documents
BEVERAGE SALES
REPRESENTATIVE
Presented by:
Group No. 2
Sagar Chande 04
Aniket Kumar 20
Nilay Shah 39
Shivam Dubey 114
Ajinkya Raut139
Summa
ry
Lawrence Binsky,
president of Advantage
Food & Beverage, had
hired and fired 3
sales representatives
for the Columbus, Ohio,
market.
Management review
for the new retail
format detected
problems with the
selling process and
the compensation
issues.
Company Background
Founded in 1995 by 2
brothers: Lawrence & Daryl
Binsky.
Company offered traditional
vending machine services
to businesses in Columbus,
Ohio.
In 2010, company entered
into contract with Avanti
Market System (Avanti
Kiosk).
AF&B established 2 separate
divisions: Avanti Kiosk
Division & Vending
Division.
Company Background
PROFIT & LOSS STATEMENT (in $)
JUNE 2010 TO MAY 2011
Net Sales Revenue
4,43,557
Cost of Goods Sold
1,98,297
Selling & General Administrative (SGA)
Expenses:
Salary
82,177
Transportation
18,523
Commission
6,725
Promotion
10,500
Other SGA
10,418
Total SGA expenses
Net Profit
performance:
Objective
Prospecting
Pre-approach
Approach
Presentation
Close
Follow-up
Glitches in Selling
Process
Verifying the
percentage
of
temporary
and parttime
employees.
Amount of
work
required and
creating a
suitable
space slowed
the process.
Need to
remodel the
existing
space.
Sales
representativ
e spends
about four
to six
weeks
prospecting
to clothing.
Solution by AF&B
Providing cases, shelving, point-of-sale
technology and security cameras.
Providing a gift basket of some items
of Avanti Kiosk ranging $20 for each
for the decision makers.
Research
Continuous
Improveme
nt
Reinforceme
nt &
Measureme
Program
Developme
nt
Delivery
Sales Training at
AF&B
Lawrence
Hiring
Sales
Repof Sales
experienced with
selling to businesses
The Sales
Representative would
shadow Lawrence
Representative
Individualistic decision
by Lawrence
Sales Training
One to Two Weeks
The Problem
No sales
Imprompt
representative
u firing of
had lasted
Sales
more than
5
Definitely
a flaw
Reps
months
There must be an
Flaw in
expectation to deliver
Sales
immediately
Training No substantial
Process?
measurement
standards
Compan
Mismat
y Fit as
ch of
said by
culture
Lawrence
More time to
shadowing
Learning from
other
departments
Looking to hire sale
representatives outside of the
preferred domain
Sharing
Success stories
SELLING STRATEGY
Problems: No proper training
Compensation not addressed
formally
Frequent hiring and firing of
sales rep.
Sr.
Management
All Members
Lawrence