Sunday, March 10, 2019
On-Time Package Delivery
Case 2 On-Time packet boat Deli rattling Michael Bushmann Erika Thompson Jocelyn Russell Katlin Eason Mark Hogan MKT 452- gross gross sales Management November 14, 2012 Overall, we felt that Wayne Jacobson Senior Vice President of Sales performed his responsibilities very well. Furtherto a greater extent, it was good to see that he was so vested into figuring out the hassles of the company. Ultimately, the negative effects that were found could be detrimental to the sales personnel, but advertise his position and the company as a whole. Jacobson conducted an effective job outline by conversing with current employees/sales staff, managers, and nodes.Additionally, Jacobson calling upon local district managers beforehand calling sales representatives or KAMs displays that he is truly a team member. Now we would wish to go into the problems, one-by- one, along with what we feel argon respect able-bodied solutions for On-Time Package bringing. Competition On-Time Pack Deliv ery is a recessional company OTPD manner of speaking services are specific to documents and small packages to be delivered strongly, reliably, and cost effective. Being the first intracity package delivery service to increase applied science prevails them a great advantage.OPTD tar turn backs a condensed Market of 4 districts east U. S. cities- New York, Boston, Washington, and Philadelphia. UPS, FedEx, and U. S. Postal Service are considered competition to an extent. However, OPTD markets towards a mountain of their leaf nodes (legal and consulting firms). OTPD has carved out a respite by focusing on express intracity package delivery. The condensed region gives OTPD no reason for decline in salesSolution Solution Ron Young founded OTPD as a solution to a problem and generated a pipeline model of highly trained delivery specialist .The trained specialist, improved technology services, and great customer service in the package delivery business is what yielded a trusty customer base. cogitate These attributes have helped yield OTPD as a company. OTPD sales forces motifs to refocus on customer service considering these attributes are what initially established loyal customers. Being OTPD was the first company to tangle with the specific market of spry reliable delivery services, this gives them an advantage. The company needs to refocus on their customer service strategy to remain established before more competitors enter the market.Competition at bottom OTPD? Setting higher sales standards within the company pass on provoke the sales force to compete amongst them selves. Lack of competition within the company. Stimulated from OTPD targeting only a 4% sales growth, when the national bonnie is 8%, Why? OTPD sales force are given cellphone phones (unlimited use), laptops, company cars, and outrageous salaries. OPTD needs to focus on exceeding their sales goals before smaller companies similar to Gold Package Delivery go quickly come about (predicate) take over the small niche market. Solution OTPD should consider removing some of the sales forces privileges.While cell phones and laptops are necessities for the delivery services, outrageous salaries and a company car should not be. Taking past a a company car and lowering salaries would trigger sales competition within the company. A company car should only be awarded to those who- reach a certain sales growth percentage establish new customers maintain a certain take aim of customer service, i. e. quick and reliable Role Perceptions Role Conflict Judy Billings was accused of needing customer service by Clark, Burton, and Bowers, one of their largest customers, but it was contributed to unreasonable demands by her DM Dan Gunther.This is placing Judy in a position of the person in the middle where she has strange expectations of her responsibility To solve this problem the job roles need to be displace out clearly for each employee to understand. There should be n o muddiness when it comes to taking care of customers. Salespeople should overly meet with their cliental on a continual basis. This leave reduce role conflict Training will also be a huge factor in solving this reduce Role Ambiguity Lynn Attaway make the mistake of making a client wait for more than five hours when their package was promised within two hoursThis was contributed to lack of randomness concerning the changes to the Package Expedite Form (PEF) which was sent through netmail for employees to see Solutions Better communication throughout the utilization place from focussing down through all take aims Training Weekly/monthly meetings where employees coffin nail learn and have a better understanding of new technology they will be working with. microphone Wagner recently visited First name Medical Centers where he heard that Gold Package Delivery service was offering similar services for a lower costCould not give them an answer as to why OTPDs costs were so ve ry much higher Felt he did not have adequate information on the competition Solutions Mentoring Someone elses insight would have been proficient in this instance just so he wouldnt front so uninformed when talking with clients On the job training nearer supervision This will reduce role ambiguity Work-Family Conflict line Role Conflict Some employees may become unsure about how they want to spend most of their time and what is most important. Employers should be touch on about their employees plateauing.Carol Klein, Key Account Manager in Philadelphia, I insure myself be torn between doing an outstanding job at the OTPD and being a mom to Alice. Solution Activities that bring the employees work and theatre lives closer. One step to a solution would be to no hourlong give Sales Representatives cars, and to save that luxury for the D and upper level personnel. Instead of cars, OTPD could give sales representatives a card to put bollocks on and maybe even a stipend for car m aintenance. This not only saves OTPD money, but it also gives sales representatives another level of incentives to work to achieve.Instead of buying all those cars, OTPD could use the money saved to have more family event and functions. Another idea would also be to have an in-house day care facility. By having these functions, OTPD will be more of a family-friendly environment. Employees would feel like their family life and their work life would be able to blend in concert more. Training Each level of employee (key account managers, sales reps and district managers) need to be trained individually. Some employees are making mistakes which are atomic number 82 to key accounts being dissatisfiedExample Lynn Attaway, Key Account Manager, make the mistake with the Strawn, Night and Squires (SNS) client regarding the Package Expited Form (PEF). This all happened because Attaway was emailed the changes to the Package Expedited Form. Attaway said that she receives hundreds of emails eve ry day and must have missed the email. I suspect that many other employees missed the email too. Attaway said, I get dozens of emails every day and that one must have slipped by me. Emailing is NOT the way to train and educate employees about changes in the business.When a change like this is made to the way packages are sent out, a meeting must be called to discuss and learn the new changes. Mike Wagner, Sales Representative in Washington D. C. District also made remarks that suggested more adequate training is required. When Jacobson asked if Wagner needed more information on the competition in order to respond to questions he replied, Yes, I did not have a good understanding of how our products compared with Golf Package Delivery On-Time Package Delivery should designate one morning every 12 weeks to educating their employees about the competition and how it has changed.This is essential in order to be able to tell clients why OTPDs products and services are superior. With our cu rrent report, we expect that OTPD implements many of our solutions to become the company that we once were. OTPD customers will love doing business with us as we deliver by maximizing our technology, high level of customer service, and new innovations will lead to more loyal clients and customers. Furthermore, we will become the premier intra-city package delivery company in the east United States and beyond
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