I.M.A.G.E.

INTERNATIONAL
DYNAMIC SALES TEAM
FACT SUMMARY

BEGAN EXPORT TO US in 1991.
MARKET SHARE IN US IN 2000 EST. AT 6%

MARKET SHARE RESULT OF
ADVANCED TECHNOLOGY
AGGRESSIVE SALES ORGANIZATION
EXCELLENCE SERVICE CAPABILITY
PRODUCT DESIGN, FUNCTIONALITY AND RANGE


WORKFORCE

MARKETING FUNCTION : 20

SALES FORCE : 200 MEN & WOMEN

DISTRICT SALES MANAGERS : 25

REGIONAL SALES MANAGERS : 5

MARKETING MANAGER : 1

SERVICE MANAGER : 1

PARTS & DISTRIBUTION MANAGER : 1

SERVICE & DISTRIBUTION : SEVERAL HUNDREDS

SALES DIRECTOR : HOBART REYNOLDS
SALES FORCE WELL PAID BY INDUSTRY STANDARD

SALES REP : USD 78000 SALARY 50000 COMMISION AND 13000 BONUS

DISTRICT SALES MANAGER : USD 130,000 AND USD 65,000 BONUS & COMMISION

ALL BUSINESS EXPENSES REIMBURSED

MEDICAL
INSURANCE
MATERNITY MALE 1 MONTH & FEMALE 6 MONTHS
VACATION : 1 MONTH
COMPANY LEASED CAR

CONVENTION - MORALE BUILDING

PROGRAMME

ARRRIVAL SATURDAY
PLAY GOLF WEEKENDS
MONDAY & TUESDAY MORNING : MEETING
MONDAY & TUESDAY AFTERNOON : GOLF & OTHER RECREATION
WEDNESDAY : CHECK OUT

PAID FOR GOLF LESONS

PAID FOR ROOMMATES FOR SINGLES

COST : 412 PEOPLE / $ 1.2 MILLION

SALES CONTESTS

UP FOR GRABS : 2 WEEK ALL EXPENSES PAID TRIP TO ROME, FLORENCE AND
VENICE.

WINNERS : 4 SALESMEN, 4 MANAGERS ALL WITH SPOUCES.

COST : $ 200,000

ALTERNATIVE SUGGESTED : BRANDED LUGGAGE

ALLEGATION THAT SAME PEOPLE GET IT EVERY YEAR.

REYNOLDS COUNTER POINT : CONTESTS PRODUCE GREAT SHORT TERM RESULTS.
THAT TOP RESULT PRODUCERS ARE CONSTANTLY ON THEIR TOES TO WIN AGAIN.
NEW IDEA OF POKER TOURNEY

NEWSLETTER

COST : $ 5000 PER YEAR

REYNOLDS LISTS ADVANTAGES

KEEPS PEOPLE CONNECTED
SALES STANDINGS
PROMOTIONS
GOSSIP
MARRIAGE/ENGAGEMENTS & CONDOLENCES
NON USAGE OF CONVENTIONAL QUOTA SYSTEM

REYNOLDS USES

LAST YEAR SALES BY PRODUCT GROUP x % INCREASE BASED ON
INDUSTRY ANALYSIS AND TRADE DATA PLUS GUT FEEL.

DOESENT WANT TO PUT NUMBERS ON INDIVIDUALS BECAUSE

INCENTIVE ALREADY IN PLACE
TRAINING ALREADY IN PLACE
TOO MUCH BURDEN ON PERFORMERS AND LOO LITTLE ON WEAKLINGS

FURTHER ARGUES AGAINST USING REGRESSION AS IT BASES ON
HISTORICAL FIGURES.

REGRESSION GIVES WHAT SALESMAN WILL GET RATHER THAN WHAT HE
SHOULD GET.


CONTINUED

REYNOLDS : ARGUES THAT EVEN FOR COMPARISON THE HARD FIGURE
REGRESSION SYSTEM IS FAULTY.
BECAUSE
IT USES BASE OF EXISTING DATA
EX.
1) EVERYONE WITHOUT COPIER
2) WITHOUT 10 COPIERS
3) ALL BUSINESS WHAT COMPETITION HAS LOCKED UP
4) BUSINESS AVL SALESMAN LACK OF SKILL AND LUCK
5) BUSINESS AVL PRODUCT SHORTCOMINGS
6) QUESTIONS BASIS OF CALCULATION WITH ONLY 6% MARKET SHARE

IT PLACES TOO MUCH BURDEN ON WEAKER PEOPLE AND TOO LIITLE
CHALLENGE ON STRONGER ONES.

REYNOLDS METHODOLOGY :
USE HISTORICAL DATA TO MAKE SHIPMENT SCHEDULES
USE MODIFICATION OF BUYING POWER INDEX FOR OFF EQPMT.
USE FIGURATIVE DATA ONLY WITH SENIOR MANAGERS
USE PERSONAL OBJECTIVES NOT ARBITRARY QUOTAS

METHOD
ANALYZE MAJOR CUSTOMER AND PROSPECT ACCOUNTS AND DEVELOP DOLLAR
TARGETS

AT END OF YEAR
RESULTS WAY OVER OBJECTIVES SO FROECASTING CANNOT BE USED.
PERSONAL OBJECTIVES NOT USED FOR FORECASTING.


CALCULATION OF MONTHLY STANDING

ASSIGN POINTS TO CATEGORIES
CUMULATIVE SALES YEAR TO DATE
PERCENTAGE SALES GAIN OVER SAME MONTH LAST YEAR
PERCENTAGE CUMALATIVE SALES GAIN AGANST TERRITOTY BPI
ONE CHANGING VARIABLE PRODUCT FOCUS / SERVICE CONTRACTS / SLOW ITEM

SEPARATE RANKING FOR ROOKIES


TOP 10 SALES REP. AND TOP ROOKIE AND DISTRICT MANAGERS WIN ALL EXPENSES
PAID TRIP WITH SPOUCES TOSUPER BOWL.

TOP SALESMAN AND DISTRICT MANAGER IN EACH REGION GO TO OVERSEAS TRIP