Barro Stickney, Inc.

Presented by: M. Rayhan Sheikh Waqar Mahmood Fahad Masood Hijab Qamar

Introduction
Small Manufacturers Representative Agency Four Sales People and Sales of $5.5 million Efforts regarding principals signing on with BSI

Johns contribution in sales = $1.75 million

Bills contribution in sales = $1.5 million

J.T.s contribution in sales = $2 million

Exclusive Territory Assignment: Pennsylvania, New Jersey, Delaware Area

Core Issue

Is growth possible if BSI expands its territory, Salesforce, or number of its principals as requested by Franklin Key Electronics and R.D. Ocean.

Problems
1. Plane Crash of Franklins rep in Virginia 2. Competitors computerized equipment is more preferred 3. BSI losing its prominent market position

Quantitative Analysis
Exhibit 1 illustrates Focus more towards high generating revenue customers Customers that require high level of marketing investment should be eliminated More attention towards the volume of sales rather than the percentage of commission

Exhibit 2
Commission should be larger for higher volumes to make it more motivating The following table shows the proposed volume of sales and the commission percentage
Volume of Sales 0-500,000 500,000-1M 1M-1.5M 1.5M-2M Commission Percentage 5% 10% 20% 30%

2M or greater

40%

Exhibit 3
The market saturation of customers which are low and medium can be exploited more.

More attention should be paid towards the expansion into the Oceans product line as little effort is required