CRESTLIGHT PAPER COMPANY

Presented by:Parun Bansal

Ramandeep SharmaRupesh Shahi

History

• USA based company, started in 1940s.

• Started business in UK through licensing.

• In 1964 crestlight had moved onto the acquisition trail and added a specialty paper merchant and a major form printing house.

Crestlight Education Division

• Education division formed in 1970s to cater the increasing demand from education sector for special paper.

• In 1979 firm carried a range of 1000 items which directly sold to:-

Local education authorities(LEA’S)Central supply departmentUniversities Polytechnics Large schools

Profit margin

• Profit margin was different from order to order.

40% came from LEA’s.

26% came from Wholeselers and central purchasing stores .

Education division market and sales by products

Market estimates Sales

1978 1977 1978 1977

Special paper 3600 3050 696 560

Reproduction supplies 2200 1850 401 311

Reproduction equipment 1300 1100 363 311

Total 7100 6000 1460 1208

Campbell

Thompson

Anderson

Randall

Vereker

Prince

Bindon

Jennings

Halbert

TERRITORY DISTRIBUTION

Territory Salesman Area(000s sq km)Sec. and higher level pupils 1987(millions)

Estimated potential acconts

Greater London Halbert 1.6 1.6 570

South East Jennings 25.6 2.27 1060South west & wales Bindon 44.6 1.55 934

Midland East Vereker 28.2 1.18 653

West Midlands Prince 13 1.24 566

North West Anderson 7.3 1.65 699

Humberside Randall 15.4 1.16 531

North Thompson 15.4 0.83 423

Scotland Campbell 78.8 1.32 529

Total 229.9 12.8 5965

TERRITORY DISTRIBUTION

Territory Salesman Area(000s sq km)Sec. and higher level pupils 1987(millions)

Estimated potential acconts

Greater London Halbert 1.6 1.6 570

South East Jennings 25.6 2.27 1060South west & wales Bindon 44.6 1.55 934

Midland East Vereker 28.2 1.18 653

West Midlands Prince 13 1.24 566

North West Anderson 7.3 1.65 699

Humberside Randall 15.4 1.16 531

North Thompson 15.4 0.83 423

Scotland Campbell 78.8 1.32 529

Total 229.9 12.8 5965

TERRITORY DISTRIBUTION

Territory Salesman Area(000s sq km)Sec. and higher level pupils 1987(millions)

Estimated potential acconts

Greater London Halbert 1.6 1.6 570

South East Jennings 25.6 2.27 1060South west & wales Bindon 44.6 1.55 934

Midland East Vereker 28.2 1.18 653

West Midlands Prince 13 1.24 566

North West Anderson 7.3 1.65 699

Humberside Randall 15.4 1.16 531

North Thompson 15.4 0.83 423

Scotland Campbell 78.8 1.32 529

Total 229.9 12.8 5965

TERRITORY DISTRIBUTION

Territory Salesman Area(000s sq km)Sec. and higher level pupils 1987(millions)

Estimated potential acconts

Greater London Halbert 1.6 1.6 570

South East Jennings 25.6 2.27 1060South west & wales Bindon 44.6 1.55 934

Midland East Vereker 28.2 1.18 653

West Midlands Prince 13 1.24 566

North West Anderson 7.3 1.65 699

Humberside Randall 15.4 1.16 531

North Thompson 15.4 0.83 423

Scotland Campbell 78.8 1.32 529

Total 229.9 12.8 5965

Sales force performance

1978

Name SalesAcconts

soldGross

margincalls

madeHalbert 258 239 75 1230Jennings 239 509 79 1168Bindon 156 476 59 1051Vereker 112 353 41 1409Prince 154 413 55 1196

Anderson 112 398 39 1450Randall 142 202 50 1171

Thompson 123 364 47 1220Campbell 143 317 53 1135

1439 498

1977

SalesAcconts

soldGross

margincalls

made217 279 69 1260198 539 69 1194129 503 48 101898 356 36 1290

123 382 43 118597 412 34 1410

125 198 42 1293101 323 39 1163123 326 46 1088

1211 426

Sales force performance

1978

Name SalesAcconts

soldGross

margincalls

madeHalbert 258 239 75 1230Jennings 239 509 79 1168Bindon 156 476 59 1051Vereker 112 353 41 1409Prince 154 413 55 1196

Anderson 112 398 39 1450Randall 142 202 50 1171

Thompson 123 364 47 1220Campbell 143 317 53 1135

1439 498

1977

SalesAcconts

soldGross

margincalls

made217 279 69 1260198 539 69 1194129 503 48 101898 356 36 1290

123 382 43 118597 412 34 1410

125 198 42 1293101 323 39 1163123 326 46 1088

1211 426

Sales force performance

1978

Name SalesAcconts

soldGross

margincalls

madeHalbert 258 239 75 1230Jennings 239 509 79 1168Bindon 156 476 59 1051Vereker 112 353 41 1409Prince 154 413 55 1196

Anderson 112 398 39 1450Randall 142 202 50 1171

Thompson 123 364 47 1220Campbell 143 317 53 1135

1439 498

1977

SalesAcconts

soldGross

margincalls

made217 279 69 1260198 539 69 1194129 503 48 101898 356 36 1290

123 382 43 118597 412 34 1410

125 198 42 1293101 323 39 1163123 326 46 1088

1211 426

Remuneration & Expenses

Name Salary12/31/78

Commissions 1978

Total remuneration

Expenses 1978 Sale

Halbert 5800 3870 9670 1980 258Jennings 4800 3585 8385 2810 239Bindon 4200 2340 6540 5010 156Vereker 3800 1680 5480 3820 112Prince 4900 2310 7210 2600 154

Anderson 5100 1680 6780 1940 112Randall 5200 2130 7330 3400 142

Thompson 4000 1845 5845 3200 123Campbell 5000 2145 7145 3300 143

42800 21585 64385 28060

Remuneration & Expenses

Name Salary12/31/78

Commissions 1978

Total remuneration

Expenses 1978 Sale

Halbert 5800 3870 9670 1980 258Jennings 4800 3585 8385 2810 239Bindon 4200 2340 6540 5010 156Vereker 3800 1680 5480 3820 112Prince 4900 2310 7210 2600 154

Anderson 5100 1680 6780 1940 112Randall 5200 2130 7330 3400 142

Thompson 4000 1845 5845 3200 123Campbell 5000 2145 7145 3300 143

42800 21585 64385 28060

Remuneration & Expenses

Name Salary12/31/78

Commissions 1978

Total remuneration

Expenses 1978 Sale

Halbert 5800 3870 9670 1980 258Jennings 4800 3585 8385 2810 239Bindon 4200 2340 6540 5010 156Vereker 3800 1680 5480 3820 112Prince 4900 2310 7210 2600 154

Anderson 5100 1680 6780 1940 112Randall 5200 2130 7330 3400 142

Thompson 4000 1845 5845 3200 123Campbell 5000 2145 7145 3300 143

42800 21585 64385 28060

Salesman Age Year JoinedEducational

Qualifications Previous ExperienceHalbert, Russell 54 1965 Textile salesman (10 years)

Accounts clerk (7 years)

Jennings, Frederick 42 1973Higher National

Certificate Post office

Teleprinter salesman (4 years)

Equipment Maintenance (16 years)

Bindon, Harold V. 33 1971 B.A (Geography) joined as sales traineeVereker, John 29 1975 Head storeman (3 years)

Dispatch clerk (3 years)Prince, Alan 57 1976 Salesman, etc. (35 years)

Anderson, Graham 37 1969 B. Tech Production scheduling (5 years)Randall, John 48 1951 Joined as clerk in original

Crestlight unit Appointed salesman 1964

Thompson, Herbert 33 1975 B.Sc (Metallurgy) Wallpaper sales rep (4 years)

Research technician (2 years)

Camplbell, Ian 43 1971 B.A (English) Teacher (12 years)

Analysis

= Account sold/total account available

Analysis

= No. of calls/ No. of accounts

Analysis

= Expense / Sales

Wesley Macfarlane’s comments on salesmen.

Russel HalbertRussell Halbert Star Salesman, experienced, knows central area, reacts well to

new ideas & well liked by customers.

Frederick Jennings Very sound man, systematic & conscientious & well dressed. Knows the technical aspects.

Harold Bindon Very large area but really gets round it. Presents himself well. Sales coming along nicely. Could go a long way in the company.

John Vereker Sales not really very high. Young man with a lot to learn. Probably as a young man-a about-town is taking time off for other things.

Alan Prince Grandad of the team. Will not readily adopt new approaches, but you cannot teach an old dog new tricks. No really formal education, Doing quite acceptably.

Wesle Macfarlane’s comments on salesmen.

Graham Anderson

Disappointing sales results. Technically competent. A good worker and a rather engaging personality.

John Randall Bright and attractive personality. Good salesman type. Always thinking up new ideas . Fairy lazy and sales below what they might be.

Herbert Thompson

Keen to perform. Will take some time to develop the polish of the true salesman. Needs guidance from sales manager about sales technique.

Ian Campbell Very solid and unexciting. Always quiet of sales meetings. Suspect he will never make an outstanding salesman. Knows the Scottish educational buying scene very well.