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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
Rotec 90 Day Planning Oct16.pdf (PDF, 1.4 MB)
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