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Samantha Hughes

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Samantha Hughes

on 18 July 2013

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Transcript of Samantha Hughes

A series of tasks or activities that need to be carried out in order to bring about a change

Project Plan: 19th June
Market Intelligence & feasibility study: 18th September
Strategy & Analysis: Requirements, suppliers, products
Business Plan & Approval: 16th October
Design & Build: training plan, documentation
Project Implementation and Initiation: 1st February 2012
Including Systems, Distribution, Products, Resources, Marketing & Launch
PROJECT
PLAN

PROJECT
TIMING
Goal
On time
Within a budget
Business needs met
PM
Manage change
Clarify objectives
Develop a plan
Analyze risk
Manage and motivate the project team
Measure success
Deal with problems
successful conclusion
Team
Project Manager
Project Sponsor
Project Stakeholders
The Business
Clear Objectives
Good communication
Realistic budget & resources
Commitment by all
Realistic planning
Competent team
Management Support
End User buy in
Defined milestones
Regular monitoring
Stakeholders
The Users
The Suppliers
10
PROJECT "X" MANDATE
To evaluate and deliver a workable model to change the route to market on the General Purpose range of products from a Distributor model to a predominantly 'direct sales' model, enabling sales of 500mt/month across all products
List any known risks - could impact on the project or business
B
R
I
E
F
Outline the Business case - the reason for carrying out the project
Define the project - background, objectives, scope and constraints (TIME)
Document the expectations - determines the quality of the deliverables
Define the acceptance criteria - what the business wants to see
Direct vs Distributor
Expertise Sell on price
Technical Service Not competent
Improved margins Shared margins
Limited range Offer a Basket
Brand loyalty Sell Competitive Products
Price control No control
VSD high Efficient distribution logistics
Resources Extensive infrastructure
Less risk Increased exposure

Distributors
(stock, sell, cut)
Falcon
Plasticworld
Maizey
Durban Plastics
Eco Signage
New
Ellaton Mining
Crystalite
Acrylform
Metro

End Users:
Sign Makers
Fabricators
Glazing
Printers
Import Cast Acrylic
Imported Extruded Acrylic from new sources
vs
Extruded acrylic (AMPA and Plexiglass)
Acrylic capped ABS (Sanware moving to this (XPS)
Basket of products:
Acrylic Capped ABS
ABS
HIPS
HDPE
Direct Sales
Local Manufacture
Target: 180mT/month
Scope
Market Intelligence - National
HUBS (currently 4)
Current Distributors + New
Internal Sales
Supply Chain
Systems
Value Proposition
Sales
Resources
Marketing
Capital
Pay Back
Alternatives
Distributors?
Product Range?
Sanware - Direct
eg. Customers
Who
Where
What
How much
Price
Substitutions
Business Case
Closed down local manufacture
Improved quality of imported product
Current VSD high
Maizey's partnership with Evonik
Maizey's reduced volumes
Evonik + AMPA JV
Need to offer Competitive pricing
Maintain & increased sales volumes
Reach end user / specifier
Differentiate offering & service
Communicate!
RISKS!
Questionaire
Success
SPECIFYING DYNAMICS
Architects
(Technical)
Interiors
15-18 calls weekly
300-400 calls monthly
8 leads per week
R14 000 per month
Renew contract?
Direct
July - August
CUSTOMERS
Identity Signs
POP SA
Durattracts
DISTRIBUTORS
Plasticworld
Mr Plastic
Falcon
HUBS
Port Elizabeth
Cape Town
TRAINING
3 Visits with Paul
SPECIFYING DYNAMICS
5 Visits with Kyle
G
o to Klerksdorp to visit Ellaton Mining
A
distribution meeting with Runga
P
lan some time with Dhava & Ronica
S
ee a few Corporates
Full transcript