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2. The Environment
The business environment is in a constant state of change. Thus to remain in business, to survive and to
gain competitive advantage, a company has to adapt to the environment around it. Thus restructuring
actions need to be implemented, where necessary.
The existing system JBA is an old method of doing invoicing and stock check but with
upgrading technologies and tools, organization need to invest in a new way, that can
makes it sales department gain instead of loosing time.
Those issues should always be considered before making any changes in the organization
planning.
2.2.1 Strengths
Selling a worldwide brand
Well structured company
Selling force (Skillful & Trained Salesmen)
Parking facilities
2.2.2 Weaknesses
Poor delivery services
Lack of teamwork spirit (within marketing and sales dept and other dept)
Stakeholders: Issues from shareholders is that they always wants to invest in other activities,
decide to cut all subsidies, fundsthat are compulsory for our different strategies; Ex no funds
to stock our MEGAMAN lights , cables ad even for training.
Nowadays as competition is increasing, selling is becoming more and more an art. Salesmen
need to work very hard to achieve their sales objective but sometimes lost their times due to the
finance dept who sees the business in a different way and this created Clashes. The main issues
we can encounter is cash flow. Finance department, within their rights, logically warns sales
department to focus on debtors recovery in order to balance the level of cash flow in the bank
account. This is the best way to proceed with payment (suppliers and expenses). Using
suppliers credit terms and bank overdraft are other ways but could be expensive. So if we change
the human being behaviour then clashes will be no more.
Competition
Is competition good or bad?
Nowadays buyers decide what & where to buy they purely based themselves on price.
In the electrical field there is lot of competitors that are doing there best to prospect by giving
products at extremely good price and even if product are not conform to standard or event of
inferior quality, people with their purely set of mind for cheaper price go for it.
Questions that we need to ask if ever we want to compete are:
Our services appropriate and is it as per the client satisfaction
Are we well structured or is there modification that need to be operate.
Are our salesteam strong enough, do they have all requirement tools to perform the right
job, are they well motivated.
.
Above are points that we need to work on so that we can stay competitive otherwise we will lose
the market.
Before creating a new strategy planning we need to know the causes and effect of changing
environment on our structure and marketing team.
o Initiates Action : Leader starts the works by communicating to its subordinates the plan
and ways of doing it.
o Motivation: A leader should be able to motivates his subordinates economically and
non-economically to get good result and work done in time.
o Providing guidance: A leader should not only supervised but he must be also someone
that is a model for other employees, instructing how to do the work efficiently.
o Creating confidence: To create confidence a leader should be able to congratulate his
subordinates when they perform well. A leader should be also attentive to employees
complaints and problems.
o Building Morale: A leader should have the ability to boost its subordinates morals even
if they are down. This will contributes to help its employees to perform with best of their
abilities as they work to achieve goals.
o Builds work environment: Getting things done from people include that a leader should
have a good human relationship with his employees, he should listen to their issues and
problem and he should accordingly try to resolve their problems. This will help in
creating a good working environment.
o Co-ordination: This could be achieved by reconciling personal interests with
organization goals. This should be a priority to leader as its will help in creating a good
relationship in work.
Managers can review decisions, action and Leaders can only listen and has not the
4.0
making changes accordingly. capacity of changing things or take actions.
Marketing Team consist of four sales person, each one has a different task in the organization.
Each Salesman has a different role, each role are different but by the end of the month the main
objective is bringing profit.
The market has changed dramatically, customers eventually want more than good pricing, they
also want a good service and technical guide. To meet the needs and wants of customers, the
organization should take the initiative to give formation to sales person so that they got the
technical aspect that customers is expecting. Delivering of materials, respecting deadline and
promises to client are very important. The delivery services has lot of failures, lot of customers
complaining about receiving materials late, that they lost their time waiting in showroom to get
their materials, they feel annoyed. This situation should be clear out sooner for not losing
customers to competitor benefits. Loss of materials within our premises, item is shown on JBA
system but physical not in store. This happen a lot of time, client feel unsatisfied with this type
of problem, lot of credit note has to be issued, uses of more papers that is extremely costly. Al
those little things associated create big issues and need to be solved.
As most of issues have been listed above, it is very urgent to see how restructuration should be
introduced for better efficiency of our marketing Team. For the delivery of materials on site / to
hardware shop, a new transport should be purchased so that we get a better coverage over the
island, this will also help in improving our delivery time frame. One important aspect is that the
organization must use a democratic management style to keep in touch with the team and give
the team the chance to explain their point of views, as they are in the front line and sees the
problem in a different angle. Inventory should be done in store to keep update of materials list
available