Wentworth Industrial

Cleaning Supplies

Problems and Issues facing by Griffith

Slow down in growth of sales

Cash flow expectations were not met

Outdated JDs of Area Sales Managers

SSDs had a view that WICS products are not better than others

High sales costs/distributor margins

No complete coverage in Premium and Average classes

Limited product line with premium prices

Less motivation to the SSDs

Issues and Problems in relation to AMs

AMs had outdated JDs

AMs invested 80% of their time on the current sales

They invested very little time to secure the new business

Very limited scope of the Business Management role for the AMs

Issues and Problems in relation to SSDs

High sales costs make the jobs of SSDs difficult in selling the products

Very limited product segments hampering the growth

No proper motivation for the SSDs

Pressurizing and forcing the SSDs to sell only WICS

No dedicated people management for SSDs

Alternatives open to Griffith

To increase the number of SSDs or AMs to increase the sales

To change the incentive system to AMs and SSDs to motivate them

Examine and evaluate the JDs of AMs in order to clarify their roles and
responsibilities

Expansion of the business lines as there is very limited reach for WICS

Reduction in prices of the products in order to reduce the sales costs and
distributor margins

Advantages and Disadvantages of

alternatives
Alternative 1:
Advantages:

Sales will be increased as the SSDs or AMs will be increased

Disadvantages:

Hiring costs of the new SSDs or AMs

Increased work load for TMs

Alternative 2:
Advantages:

SSDs and AMs will be motivated with the new incentives which may lead to the new sales or
increased sales

Disadvantages:

More pressure for the distributors to work more

Advantages and Disadvantages of

alternatives
Alternative 3:
Advantages:

AMs will be clear of the roles and responsibilities and their time management is improved

Alternative 4:
Advantages:

Expansion of new business lines will help company to increase their reach

Existing SSDs can include them and no new SSDs are required

Disadvantages:

WICS is perceived as the high quality brand and entering into economy segment may challenge
the perception of people

Advantages and Disadvantages of

alternatives
Alternative 5:
Advantages:

Reduction of the prices help the company to reduce the distributor margins and sales costs

Disadvantages:

Weakens the consumer perception regarding the quality of the products

Changes in WICS to correct market share

Evaluate the JDs of AMs to increase their productivity and improve the time
management

Increase the coverage in the existing segments by motivating the SSDs and
AMs with proper incentive systems

Expanding into new business lines by reducing the prices as there is only 40%
reach in premium segment

Motivate and manage the SSDs in a structured manner which helps in the
increase of the existing sales and new sales

THANK YOU!