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Sales Conference 2013

JHB Team Action Plan
by

Jan Hofmeyr

on 25 January 2013

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Transcript of Sales Conference 2013

JHB Team Action Plan
2013 Gauteng Frikkie Razia Nivesh Lineo Phillip Jan Shauney Debbie Charleen Prod Cat. Gauteng
Tuft SDX 360
Tuft PP 895
Tuft SD 160
NP NBT 125
NP PBT 1 000
NP BL 710
Dura T* 70
Underlay 400
Homo 47
LVT's 90
Cushion 70
Tuft Tiles 180
Total 4 107 Goal Prod Cat.
Tuft SDX 40
Tuft PP 135
Tuft SD 15
NP NBT 5
NP PBT 50
NP BL 85
Dura T* 6
Underlay 75
Homo 4
LVT's 10
Cushion 5
Tuft Tiles 10
Total 440 Prod Cat.
Tuft SDX 50
Tuft PP 160
Tuft SD 32
NP NBT 12
NP PBT 160
NP BL 85
Dura T* 17
Underlay 65
Homo 8
LVT's 10
Cushion 5
Tuft Tiles 10
Total 614 Prod Cat.
Tuft SDX 41
Tuft PP 185
Tuft SD 32
NP NBT 10
NP PBT 165
NP BL 90
Dura T* 13
Underlay 56
Homo 8
LVT's 11
Cushion 5
Tuft Tiles 12
Total 628 Prod Cat.
Tuft SDX 57
Tuft PP 180
Tuft SD 35
NP NBT 12
NP PBT 140
NP BL 210
Dura T* 15
Underlay 70
Homo 8
LVT's 13
Cushion 8
Tuft Tiles 20
Total 768 Prod Cat.
Tuft SDX 10
Tuft PP 40
Tuft SD 10
NP NBT 0.5
NP PBT 5
NP BL 20
Dura T* 3
Underlay 20
Homo 2
LVT's 1
Cushion 1
Tuft Tiles 1
Total 114 Prod Cat.
Tuft SDX 14
Tuft PP 80
Tuft SD 17
NP NBT 2.5
NP PBT 20
NP BL 90
Dura T* 5
Underlay 40
Homo 3
LVT's 5
Cushion 5
Tuft Tiles 1
Total 283 Prod Cat.
Tuft SDX 30
Tuft PP 30
Tuft SD 5
NP NBT 30
NP PBT 200
NP BL 40
Dura T* 5
Underlay 35
Homo 4
LVT's 17
Cushion 35
Tuft Tiles 30
Total 461 Prod Cat.
Tuft SDX 40
Tuft PP 135
Tuft SD 15
NP NBT 5
NP PBT 50
NP BL 85
Dura T* 6
Underlay 75
Homo 4
LVT's 10
Cushion 5
Tuft Tiles 10
Total 440 Prod Cat.
Tuft SDX 33
Tuft PP 30
Tuft SD 4
NP NBT 8
NP PBT 60
NP BL 15
Dura T* 1
Underlay 5
Homo 4
LVT's 4
Cushion 2
Tuft Tiles 45
Total 211 Action Points:
Yarn of choice Commercial
Promo's
Mainly specs and odd direct
Specs and directs
Mainly directs and odd spec
Jurgens/TC Atlantic/C&D PTA/PBF
55% of directs & specs
Specs/directs/government
Specs/Jurgens/directs
Specs/fast track
Grow millionaires
Regional focus & activity Action Points:
SDX - Yarn of choice Commercial
PP - Summercon and other developments
SD - Not supported by my directs, only C&D
NP - PB/MX and BL Specs and directs
Duraturf - ABSA & KBF, Nedbank & hospitality
KBF & CD, National Carpets
Homo - Mainly PCI
LVT's - Growth through Specs
Need a commercial Cushion vinyl range
Tuft Tiles - Specs/fast track - new ranges and custom Action Points:
Homo - Growth through directs
Underlay - Directs
LVT - Corporates
Grass - Intercarpets project
Other - Projects - 80 000/m2
= 31000/m2 NP tiles
= 39000/m2Tufted tile
= 5000/m2 Tuftweave Action Points:
SDX - Directs & specs, promo's
Tufted PP - Cosmos & Directs, promo's
All NP - Directs, RV 550 & projects
Duraturf - Directs, need Fotakis on board
Underlay - All my directs are on board with Green and Orange
Homo - fast track through directs & specs
LVT & Cushion - directs & promo's
Tuft Tiles - fast track
Other - Regional activities i.e. silvercare, rebates, rewards, trade shows, factory visits, training, continue with customer specific promotions and advertising, product catalog
Housing developments - i.e. Conqueror Objective = 440 000/m2 Objective = 614 000/m2 Action Points:
Continue with Customer specific promo's with Carpet Brokers
Builders warehouse: promotional activities and sales training in-store
Target related promotions with millionaires
Target country customers to support vinyl, duraturf & tufted tile, grow on 2012 successes
Continue to focus on silvercare, rewards, rebates, customer specific advertising Objective = 628 000/m2 Action Points:
Continue with Customer specific promo's with Selborne, focus on his vinyl & Duraturf support
John Dore: promotional activities and possible advertising with the group
Target related promotions with millionaires
Grow relations with Professionals and specifications portfolio
Grow Botswana region
Continue to focus on silvercare, rewards, rebates, customer specific advertising with millionaires Action Points:
Continue with Customer specific promo's with Wonder Flooring & MF Wholesale
Wonder Flooring - growth in the commercial product categories
MF - focus on Duraturf and Vinyl
Directs: promotional activities and focus on growth of Tufted PP and SDX ranges
Polokwane: focus and grow all product categories with country customers
Target related promotions with millionaires
Continue to focus on silvercare, rewards, rebates, customer specific advertising
Focus on professionals in country area Objective = 768 000/m2 Objective = 114 000/m2 Action Points:
Grow my BBBEE professionals database
Focus on Government and specifications in this market segment
Focus on all product categories with my customer base i.e. SDX,Tufted PP, Needlepunch, Duraturf & Vinyl
Promotional activities and advertising
Reinforce the strength of rewards, rebates with my directs Action Points:
Focus on In-store training of sales people and remaining estimators - Cushion vinyl on all H&H and OK waterfalls possible promotions with the group
Upgrade my customer's showrooms where needed
Target related promotions with millionaires
Target country customers to support vinyl, duraturf & tufted tile, grow on 2012 successes
Continue to focus on silwercare, rewards, rebates, customer specific advertising
Focus on architects in my country area Objective = 283 000/m2 Do not wait for things to happen;
MAKE IT HAPPEN! Objective = 461 000/m2 Objective = 317 000/m2 Objective = 211 000/m2
Full transcript