PowerPoint Presentation

HANOVER-BATES CHEMICAL CORPORATION

Introduction

Qualitative Facts

Quantitative Facts

Accounts and Call Frequency

$20,000 or more in yearly SalesTwo calls per month$11,000 to $19,999 in yearly salesOne call per monthLess than $11,000 in yearly SalesOne call every two months

Problems

Performance Index 93% 3rd highest in sales but worst in profitsPerformance Index 84%

Growth in profits were rendered by almost equal increase in expenses with increase in sales.

Core Problem

Exhibit Analysis

Income Statement Analysis

Sales performance (Per Rep)

Gross Profitability Comparison

Sales Expense Concentration

Ratio Analysis Account Penetration Ratio

DistrictABCNortheast0.590.550.49North Central0.700.640.44

Loss Account RatioThis ratio indicates how well salesperson maintains active accountsDistrictABCNortheast0.410.450.51North Central0.300.360.56

Sales per Account RatioThis ratio indicates salesperson success per account averagely.

DistrictABCNortheast25896120073882North Central26821140274486

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