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Rotec 90 Day Planning Oct16 .pdf



Original filename: Rotec 90 Day Planning Oct16.pdf
Title: Rotec 90 Day Planning Oct16

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90 Day Plan – Summary of
output
Rotec Hydraulics – October 20th 2016

SALES & PROFIT

FINANCIAL SECURITY

£5m Turnover
10% min net Profit

£800k Cash Reserves
£2.5m in 12 month forward contracts

PROFESS’L ACCREDITATION

CULTURE

Better access to blue chip customers through ISO
14001 & 18001 accreditation

Professional, ‘Can Do’, Customer First culture.
Team-spirited
An aspirational, fun and enjoyable place to work

ROTEC
HYDRAULICS
2018

CUSTOMER MIX

SALES MIX

1000 Active Customers.
No customer accounting for more than 20% of
total turnover

Active in Marine, Aerospace and Mobile Utility
Market Spaces. Product range suitable for wider
Mobile Utility and Marine markets. Expanded
Presence in each sector.

TEAM
Committed, Professional & Well-Trained. Skills fit
for purpose. Motivated, passionate & dynamic.
Roles and Responsibility clearly understood.
Strong QA, Procurement & Sales Teams

BRAND / REPUTATION
First Choice in the South West for hydraulic
systems and services. Reputation for technical
ability, responsiveness, service reliability, quality
customer relationships. Associated with market
leading Brands. Premier Parker Distributor

Where the hell are we?
2018

69%

66%
58%

56%

63%

66%

53%
48%

Sales &
Profit

Finc’l
Security

Prof
Accr’n

Culture

Cust’r
Mix

Sales
Mix

Team

Brand/
Reput’n

What COULD you do next?
PROFESSIONAL ACCREDITATION
• Commit to Gap Analysis
• Form dedicated team across
departments
• Invest in external consultancy help
• Recruit Quality Manager

CULTURE
• More positivity from above : praise and
good news
• Team building events
• Cross departmental co-working
• Incentive scheme
• Company newsletter
• Quarterly ‘How are We Doing’ briefing

SALES MIX
• Increase sales representation, based on
job description specific to market needs
• Write sector-target press releases
• Understand why 2000/2500 customers
are dormant
• Improve skill sets for target markets
• Improve Parker product knowledge
through training
• Gap Analysis towards developing own
products (Evaluate Yacht product)
• Cross-selling focus (existing customers
and cross-company

TEAM









Recruit Skilled Engineers
Recruit Sales Staff
Recruit in Purchasing
Invest in Electrical training for
Engineers
Invest in Product Awareness training
for sales
Carry out Appraisals
Internal newsletter to promote good
news stories
Recruit Quality & Ops Manager

CUSTOMER MIX
• Increase sales representation.
• Trade counter gathering all customer
information captured
• Marketing to dormant accounts
• Focus on follow up on leads &
promotions
• Customer hospitality & open days
• Have complete customer database

BRAND/REPUTATION
• Improve customer feedback mechanism
& analysis
• Improve response times overall
• Support fundraising & charitable events
to increase brand visibility
• Generate internal PR topics and share
with marketing
• Agree SLA on quote response times

90 Day Plan – what you WILL do
Strategic Priority 90 Day Goal

Owner

Culture

Produce and distribute a company newsletter, agreeing regularity of issue

SH

Culture

Initiate a ‘Positivity Drive’ from the top.

PP

Brand/Reput’n

Agree SLA on quote turnaround. Review current systems and implement
new standards and systems to support and measure

AR

Customer Mix/
Team

Recruit external sales representative(s), with particular attention on fitfor-purpose skills and market experience

RL

Prof’l Accredit’n

Commit to ISO Gap Analysis

PP

Sales Mix

Investigate dormant accounts, and agree 2017 action plan to deal with
them

SA

Sales Mix

Evaluate opportunities for own products. New Product Development Plan
for 2017/18.

DN

Team

Carry out appraisals and Personal Development plans across the business

AP

90 Day Planning
• Named ’Owners’ are responsible for ensuring that the goal is
met through the team, not for doing all the work themselves !
• Until 7th November, Goal Owners should pull together a project
team, and complete an outline weekly action plan with named
responsibilities
• 90 Day Plan Cycle – 7th November 2016 – 3rd February 2017
• SH to find a suitable collaboration tool so that Goal Owners can
update progress weekly
• Projects will all be reviewed by whole management team at
monthly meetings

90 Day Plan – a (made up) example
GOAL – Carry out appraisals and PDPs across the business (AP)
ACTION

RESP

Review Appraisal & PDP
system

AP

Train Appraising Managers

XY

Appraisal forms issued to all
staff

ALL

Appraisal dates diarised

ALL

All Appraisals completed

ALL

Manager Review

ALL

PDP review & training
proposals

AP

W1

W2

W3

W4

W5

W6

W7

W8

W9

W10

W11

W12

W13


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