Hauler Food Products Company

Background

It's a leading producer and marketer of infant foods in the US

Leader in the field

Products known for their high quality, well known to most consumers.

Most of their clients are major food chains

Good distribution Network- provided directe delivery

They work in a small segment of the market : children food.

Business Problem

In the 1980s and 199s:

Decrease in the birth rate , sales projections had to be altered

People more concerned about Food additives

Increase in competition in the food market - private brands competing on the basis of price against nationally advertised brands.

Drop in Sales of 3% in a year.

Problem

Brenda Cooper, a regonal sales manager for Hausser, needs the support of the people below her - managers at district level. She fails to get this support.

Current methods of selling products are not adequate. People in the field don't help with new ideas or approaches to selling.

CV of Brenda Cooper

MBA Graduated

After graduation Assistan product manager in a large non-food consumer products

After 4 years had an offer as a Regional Sales Manager in HFP. Six district managers reported to her.

Question:

How can Brenda obtain the help she needs to face the challenges at hand?

0. Brenda should talk with Jay and try to have him by her side. All the sales representators trust and like him as a District Sales Manager.

1. Sales plan preparation - Sales time should take part in the elaboration of the Annual sales plan

Sales plan is based in extrapolations of the previous year's figures, with some adjustments.

The salespeople know their respective territories best and are in great position to offer relevant information that would have positively impacted the sales plan development process

2. Sales performance

Boyar Team consistently comes in at 10% above plan.

Team members are not motivated to get more than 10%...