Aloefield-SLCM-Analysis

Missing sales target Main symptom Inadequate training courses Lack of professions Taking long time to close the deal... Target sales Carton Actual Sold Carton Ave.. Price per Carton T

Team Member IRN

Table of Contents

I Company’s Profile 2

1 Basic Information 2

a Name / Vision / Mission 2

b How to contact 2

c Range of Operation 2

d Warranty 2

e Certifications 3

2 Organizational Structure 3

3 Products 4

II Supply Chain Analysis 5

III Symptoms 6

IV Problem 8

V Alternatives 9

1 Wilson Learning 10

2 Vengreso 10

3 Sandler Training 10

4 Emotional Intelligence Training 11

Final Group Report

Aloefield Co.,Ltd

BUS 359 OPERATIONS AND SUPPLY MANAGEMENT

Lecturers: Mr Kha Kieu

Ms Tram Nguyen

Ms Duong Ninh

VI Ultimate Solution 11 References 12

*Notes: Some pieces of information are private and not allowed to be publicized

I Company’s Profile

Aloefield Beverage Co., LTD has expertise in producing fresh, healthy, and nutritional drinks They utilize their own in-house laboratory to create drinking formulas especially tropical healthy drinks Moreover, they are able to customize samples compared to actual products to satisfy clients’ demands Each client can require product designs to create their own brand names Specifically, they can also keep track of the process of making sample products

1 Basic Information

a Name / Vision / Mission

Name: ALOEFIELD BEVERAGE CO., LTD was established in March 2017

The company is operating in the Beverage Manufacturing (Main and Core Operation)

Vision: “To be the leading Beverage Company in Viet Nam by enhancing the value for our

customers, associates and communities.”

Mission: “We love the freshest, purest and the most natural drinks from Vietnam We are honored

to share our passion with you and hope you will love it too.”

b How to contact

Address: C24E, Nguyen Chi Thanh Street, Binh Phuoc Town, Binh Nham Ward, Thuan An City, Binh Duong Province, Vietnam

Website: aloefield.com.vn

Phone (Office):(+84) 274 2 232 888 | (+84) 274 2 223 968

Email: Ms Tina – WhatsApp: 0084 8683 78992 – tina@aloefield.com.vn

c Range of Operation

Product Line: 10 lines

Maximum Transportation: 189 containers/month – 2,500 cartons per container

Export: 60 countries

d Warranty

- Free Samples – Develop customers’ own products formula FOR FREE by in-house LAB

- Free Label Design – Experienced designer team, who will help customers save thousands

of dollars on the artwork

- High Quality Products – Natural Sources of Materials

- Best Price Guaranteed – Co-operative and competitive prices for Clients

e Certifications

- ISO 22000 – International Organization for Standardization

- HACCP Certificate

- HALAL Certificate (requested for Muslim-majority countries and in Western countries)

- FDA Certificate (Food and Drug Administration – requested for the U.S)

- CASE (Centre of Analytical Services and Experimentation HCM)

2 Organizational Structure

Aloefield is a start-up being established by the inspiration of the core-founder (private

information) The idea comes from the non-stop emerging demand for different types of fresh

and healthy drinks not only in the domestic market but also in the global range for customers’

demands The idea is not new, while the way of operating and serving to customization is a

break-through process that makes it to be popular The above is the structure of decentralization,

while the CEO will allocate the duties and power to responsible departments to carry out their

tasks

CEO

Sales &

Marketing LAB and R&D

Factory Management Finance

Departments

3 Products

Aloefield produces two kinds of beverage brands namely YOLO and NESTA These brands include many kinds of products with high quality: fresh fruit juice, coconut water, aloe vera drink, chia and basil seed, energy drink, coconut milk, coffee drink, soft drink, sparkling drinks, etc With YOLO, this brand is destined for export and the least amount of products (MOQ – Minimum Order Quantity) is 300 cartons The brand for the domestic market is NESTA but products are sold in bulk instead of retailing The price of products from both brands from $5.5

to $11 per carton

II Supply Chain Analysis

Farmers (fruits)

TIER 1

Ultimate Users TIER 3

TIER 2 TIER 1

TIER 1 TIER 1

Ultimate suppliers

Aloefield

Shipping Companies Materials Suppliers Bottle; Label &

End-users Retailers Wholesalers &

Distributors

In Aloefield, it is operating follow the frame of ETO (Engineering to Order) and MTO (Make to Order) In the supply section, the company buys raw materials (fruits), and components (flavors, cans, bottles, etc.) Afterward, these components are assembled and outsourced to manufacture new products Then through service companies or traders, the finished products will

be transported to customers (distributors, wholesalers, retailers & end-users)

III Symptoms

After interviewing Aloefield staff, we can conclude that there are some obvious

symptoms causing a downturn in staff performance, in this case, is salespeople There are

several symptoms that can be seen clearly in Aloefield: monthly sales target is not achieved well; the turnover rate is high There is a key symptom that we have noticed which is transparent to recognize, in this case, the symptom illustrating the problem the most is missing sales target achievement Followed is the diagram for our illustration, along with the table to show the company performance in the half-year of 2019, which directly shows the consequences of the problem

Missing sales target

Main symptom

Inadequate training

courses Lack of professions Taking long time to close the deal

Target

sales

(Carton)

Actual Sold (Carton) Ave Price (per Carton) Target Sales Actual Sales Percentag e

Septembe

Note: 2,500 cartones / container => 12,500 cartones = 5 containers

As we can see from the given table above, the general trend of actual sales fluctuated around over 50% Although achieving actual sales over the average the sales target, this is considered to be missing monthly sales target The sales increased slightly in the very last months of the year but it still remainded roughly over 50% Depending on different companies, the actual sales should be from 80% in comparison to the sales target at least However, Aloefield’s figures showed that it remained gradual low sales compared to the minimum target

IV Problem

Training Program

Target Missing

Deal Commit-ment

Professions Shortage Training

Course

In general, these symptoms above are consequences of one major problem at Aloefield

company, it should be considered and carefully introduced to all employees – Training

Program

In more specifically, Aloefield doesn’t conduct careful training programs and has no future plan for projecting up-coming problems that its staff might struggle with Every time salespeople face difficult situations, they will ask the team leader or director for solutions in terms of closing deals and other related actions to that This takes a long time and makes staff feel less independently to deal with customers

This is obvious and in our group discussion, we come up with some suggestions for tackling it

V Alternatives

To cope with, company should give the salespeople the clear sales process

In more detail, a sales process is a sequence of stages, each including a set of repeatable steps that your sales reps perform to convert a potential customer from being a lead to a paying customer It acts as a roadmap to keep your team members on track so they always know what to

do next without hesitation There are 7 steps of the successful sales process [ CITATION Max19 \l 1033 ]:

1 Preparation and research: Research on the competitor; spend time to understand your

customers’ concern, want and need; skim your businesses’ knowledge

2 Prospecting: Reach out to find potential customers that match your ideal customer

profile

3 Discovery/ Needs assessment: Ask yourself some related questions that show off yours

understand about customers’ needs or wants: is your product the best fit for the prospects? Do they need what you are selling?

4 Presentation: Clarify the unique value they will experience when they use your products

5 Objection handling: Answer question confidently and neatly; manage objections

6 Close the deal: Send a proposal, get signatures and finalize the sales

7 Follow up: Take care of customers, ask for feedback, offer some good promotions for the

next purchase

 For different methods and techniques, we find out some training programs for turning salesperson into the best version of them and successfully achieve their

KPIs[ CITATION Sal18 \l 1033 ]

1 Wilson Learning

Purpose: Helping sales professionals achieve excellence for more than 50 years, Wilson

Learning enables businesses to grow revenue, improve margins, and expand market share

The company provides hyper-customized consulting, training, coaching, and skills reinforcement services to ambitious organizations in 50 countries and 30 languages

Topics Covered: Training programs cover crucial topics such as

[CITATION Wilnd \l 1033 ]

2 Vengreso

Vengreso is the digital sales transformation company enabling B2B sales organizations to create more sales conversations with more qualified buyers, to build more sales pipeline through content for sales strategies, LinkedIn Profile Makeovers for teams and digital sales training

Course Content:

Selling with LinkedIn for Teams or

Individuals

Selling with LinkedIn Sales Navigator for Teams

or Individuals Selling with Video for Teams LinkedIn Profile Makeovers for Teams

Selling with Social Networks

[CITATION Vennd \l 1033 ]

3 Sandler Training

With more than five industry-blazing decades already under its belt, Sandler Training continues to provide innovative insights into the world of selling excellence

The company’s learning methodology pioneered the concept of “reinforcement training” which remains a crucial component of the most effective sales training programs on the market

A steady stream of fresh content and actionable coursework make the Sandler Training library one of the most popular destinations among sales practitioners

The Sandler Selling System is embraced by B2B organizations of any size — from small companies to Fortune 500 enterprises

[ CITATION Sannd \l 1033 ]

4 Emotional Intelligence Training

It is the way that salespersons can manifest to customers, control themselves emotions, read the customers' emotions, and respond to customers sympathetically This skill plays an important role in the sales industry, it helps the salespersons breaking the barriers with new customers, build relationships and connections

Staff can learn some ways to develop these skills:

1 Responding instead of reacting: Staff need to make good decisions and related to their words and actions

2 Listening to customers actively: Staff need to understand what are they being said before responding to customers, for the purpose of preventing misunderstandings and showing respect

3 Be sociable and approachable: Smile and acknowledge positively customers to radiate an attitude positively

[ CITATION Bus20 \l 1033 ]

VI Ultimate Solution

 We choose Wilson Learning for the best solution In particular, each sales person in the company will be well-schooled in selling skills and customer service instead of being guided by leaders’ experience

Wilson Learning is a global company and founded in 1965 [ CITATION Linnd \l 1033 ] This company has a reputation for Sales Effectiveness, Leadership Effectiveness, Leadership Development, Sales Training, Leadership Training, Workforce Development, and Organizational Development

In terms of the problem of Aloefield Company, there are 4 main reasons why we choose Wilson Learning for improving the sales training program

- Wilson Learning gives information that is flexible and responsive to client needs

- They provide research-based, proven content that our sales teams can save time when they learn the skills and knowledge about customer service

- They offer customized solutions designed to meet clients’ specific needs and award-winning reinforcement and sustainment approach [ CITATION Trand \l 1033 ]

- Wilson Learning wins one gold and one bronze Stevie award in sales and customer service at the 14th annual Stevie Awards for Sales & Customer Service In addition,

Wilson Learning was named to the 2020 training industry top 20 sales training company list for the 12th consecutive year [ CITATION Wilnd1 \l 1033 ]

 Therefore, thanks to online courses from Wilson Learning, the problem of our company can be solved adequately

References

Altschuler, M (2019, June 12) Sales Hacker Retrieved from Everything you need to know

about building & scaling your sales process: https://www.saleshacker.com/sales-process/

Business.com (2020, April 15) Retrieved from 5 reasons why emotional intelligence matters in

sales: https://www.business.com/articles/why-eq-matters-in-sales/?

fbclid=IwAR1HIWvqe1Y5q4eRTn4xzyoJz_0nSwQLzbV9CIIWz59NNptfEsN4QM4WO no

Linkedin (n.d.) Retrieved from Wilson Learning:

https://www.linkedin.com/company/wilson-learning/about/

Sales Hacker (2018, September 05) Retrieved from 40+ of the World’s best sales training

programs to get your team into shape: https://www.saleshacker.com/best-sales-training-programs/

Sandler Training (n.d.) Retrieved from https://www.sandler.com/

Training Industry (n.d.) Retrieved from Wilson Learning:

https://trainingindustry.com/supplier/sales-wilson-learning/

Vengreso (n.d.) Retrieved from More sales conversations: https://vengreso.com/?

utm_source=prweb&utm_medium=referral&utm_campaign=2018-05

Wilson Learning (n.d.) Retrieved from Comprehensive list of sales programmes:

https://www.wilsonlearning.com/wlw/sales/programs/list/en-gb

Wilson Learning (n.d.) Retrieved from Awards and Recognition:

https://www.wilsonlearning.com/wlw/about/awards/en-gb