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Company Forum

This document outlines a strategic shift in the company's sales approach aimed at improving profitability in light of declining revenue from payphones. Key areas for improvement include discontinuing physical phone cards, investigating efficiency enhancements, and expanding broadband services. The current sales structure involves ten sales representatives with specific performance thresholds, and the proposal emphasizes non-sales functions like merchandising and in-store training. The emphasis is on driving sales in underperforming retail outlets and gated complexes while restructuring incentive rewards for sales personnel.

harding-mercer
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Company Forum

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Presentation Transcript

  1. Company Forum Consumer Sales12 Nov 2012

  2. RATIONALE FOR CHANGE • Focus Areas • Improve Profitability (Payphones) • Decline in Revenue • Base Reduction • Discontinued physical phonecards • Investigating efficiency improvements • Grow Broadband • Gated Complexes • Line Sales • 3rd Party Channels • External Sales Agents • Retailers

  3. CURRENT STRUCTURE - 1 x M5 - 10 x Sales Reps – AR / S6

  4. 2011/12 Sales Rep Comm & STE Performance Note: 1. High Rev Premier (threshold = 75%) – 2 x reps made comm 2. High Rev Mass (threshold = 75%) – 0 x reps made comm 3. Premier Contracts (no threshold) – reps made comm 4. Line Sales (no threshold) – reps made comm STE - Reps did not qualify for STE in 2010/11, 2011/12

  5. PROPOSED FUNCTIONS Non-Sales Functions • Merchandising for retail channels • Over the shoulder training (products/services and systems) • Organise & manage in-store and gated complex sale promotions • Arrange for infrastructure in non-viable gated complexes • Drive sales in retail stores, ESAs and gated complexes with low penetration Incentive Reward - Lines - PIS

  6. Still remain petrol fleet SALES VS NON-SALES PACKAGE STRUCTURE PLUS – Incentive Rewards for PIS

  7. - 76% of TP SALES VS NON-SALES PACKAGE STRUCTUREexample • Financial Implications • - R75,000 Commission at risk – on 76% of TP example • (Note: currently not achieving comm – 8% performance on sales in 2011/12) • Advanced Commission already paid to Sales Dispensation in April – Sept 2012

  8. Thank you

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