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Problem Statement
The major problem, which needs to be resolved, is the inability of such a company as Global Environmental Technologies to strengthen its position in Critical Environments markets. This firm specializes in selling, installing and maintaining air handling equipment (conditioning, heating). GET has recently faced stiff competition from other enterprises and now it cannot effectively promote its products to pharmaceutical manufactures, hospitals, or research laboratories. In turn, this gives rise to considerable loss of profits and hinders the growth of the firm. According to preliminary research, these difficulties are due to many factors; however, the most crucial ones are the lack of knowledge about CE markets, inability to cooperate with potential customers and the failure to present the products properly.
Recommended Interventions
This is the list of recommendations, which may possibly alleviate the situation:
- Employees Performance.
- Increase the awareness of the sales of representatives of the various niche markets and the structure of subsequent organizations, in particular, medical institutions, pharmaceutical companies etc. This can be achieved by providing lectures and training courses to the employees.
- Coordinate the works of sales representatives and technicians (Weiss, 189). They must be knowledgeable about the tasks, principles and operations of one another.
- Improve the technical knowledge of sales staff members in order to avoid misunderstanding and controversies with the customers.
- Conduct annual assessment of employees performance.
- Stimulate the person by giving them extra bonuses for successful performance.
- Decrease the turnover of the sales personnel.
- Niche market.
- The company should establish several focus groups, which would analyze the situation in niche markets.
- Establish long-term contacts with potential clients
Conduct statistical surveys among clients. It is of the crucial importance to get a clear idea of their needs and preferences. Furthermore, it is necessary to identify the underlying causes of their dissatisfaction with GETs products or services.
Rationale
These measures may possibly help the company to increase the sales rates and gain the palm of supremacy in this sphere. We have proposed several steps, now we need to give rationale for them. 1) The first group of recommendations addresses the work of sales representatives and acquaints them with new industries and markets. Secondly, new policies will help to present the products more effectively. We insist that GET should diminish sales personnel turnover, because, this rotation leads to the shortage of qualified employees, especially given the fact that the training cycle lasts for more than a year. 2) Niche market recommendations are aimed to improve the relations the firms with its former, current and potential clients. The management should attach primary significance to research (Weiss, 87). Subsequently, statistical surveys may point out the defects in the companys operations, and most importantly, they can give insights into the strategies of the competitors. The policies can yield results only in the long term, but the management of Global Environmental Technologies cannot expect the rapid growth of sales in no time.
Measurements
The effectiveness of these recommendations will be measured according to numerical and qualitative characteristics. As a rule, the companies pay special attention to qualitative characteristics, in other words, income rates. However, we urge not to overlook the customer’s feedback, and the suggestions that they can make in the future.
Bibliography
- Alan Weiss. “Million dollar consulting: the professional’s guide to growing a practice”. McGraw-Hill Professional, 2002.
- Peter Block. “Flawless Consulting: A Guide to Getting Your Expertise Used, Flyer”. John Wiley & Sons, Incorporated, 1998.
Do you need this or any other assignment done for you from scratch?
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