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Question:

Identify the purpose of Develop a sales plan,Train staff members on sales plan and Review sales plan?

 

 

Answer:

Develop a sales plan

Product details

Coles is one of the second largest super markets of Australia after Woolworths. The company is been looking introduce to manage the new collection of fashion rage for men in order to create niche products with its rival contemporaries. The Coles is looking to introduce the new line classy, upscale and versatile range of the chinos in the market in order to diversify its business and creates large market place for itself in Australian region.

Objectives

  • Establishing the large market share and fund appropriate niche market  to satisfy the need of the consumers
  • Provide value pricing of chinos in compare to its competitors like Zara and Gap
  • Based upon the market growth expectations, generating healthy sales  revenue in 1, 2 and 3 years
  • Reinvesting the profits for the market share growth in the international apparel industry.

Research market needs and market size

Coles Plc is looking to launch a new range of clothing line called chinos for the men and women starting from the age of 18-45. Chinos are one of the most popular wearing and are currently in fashion in all over the world.

 

Market size for the chinos in Australian market

Clothing line market demand 

2012

2013

Shirts

32%

30%

Chinos

14%

24%

Denim

31%

18%

Trousers

22%

12%

Active wears

18%

16%

Suits

16%

11%

T-shirts

24%

10%


Graph1: Demand for the menswear since 2012

The market and market needs of the chinos are risings because of its comfort level and stylish. Due to globalizations the trend in fashion is changing frequently in all over the world frequently.

Current market needs, customer profiles

As per the above graph, it has been found that, most of the consumer are looking for comfort, quality , fashion within the value pricing which is why the Coles has found an opportunity in the means apparel market.  The names of the chinos line will be “obsessions” and the tag line would be “Men will be Men”.   Men’s from the age of 18-45 can wear the chinos as per their comfort base. Coles will also be looking to expand its business of chinos line in UK and the EU market to target the new opportunities.

 

Chinos growth rate

Growth rate of menswear

2013

Denim

14%

Chinos

12%

T-shirts

9%

Trousers

9%

Shirts

8.34%

Suits

7%

Winter wear

5%

 


Figure1: Growth rate of menswear

Appropriate KPI

Target market

Segmentation bases

 

Target customers segment of Fast food industry  

Geographic

Region

NSW, Northern territory , western Australia and Queens land

 

Density

Rural and Urban (14 million)

 

Age

Age 18-45

 

Gender

Male, females and others

 

Income

High ,Low and middle income groups

 

Occupation

Employees and professionals , students

Demographic

Social status

Working class, middle class and higher class

 

Family size

Single, nuclear, joint family

Psychographic

Lifestyle

Moderns

 

Occasions

Regular  and other Festive seasons

Behavioural

Benefits

Price advantages and quality products under one roof.

 

Occasions

Parties , offices and normal wearing


Target customer age per and income group

Income group per month of  consumers

Market shares (%)

$5000-$10,000

34.01%

$10,000-$20,000

28.09%

$20,000-$35000

31.03%

$35000-$40,0000

19.1%

$40,000-$50,000

11.08%

Above 50,000

 


Age group

Target Age group for Cloes Chinos

Targeting (%)

Below 16

6.02%

16-25

10.11%

25-32

41.1%

32-40

48.1%

Above 40

23.3%

All

38.8%


Time line

Activities

Durations (days)

Order confirmations

3 days

Size break down

8 days

Fabric booking

2 days

Size set ready

35 days

PPM

3 days

Cutting

16 days

Garment shade

12 days

Production started

(Knitting, trims and  colouring)

4 days

Production complete

(Green labeling)

10 days

Final inspections

7 days

Outlet

 3 month 12 days

 

 


Price of the products

Coles is looking for penetration pricing in order to sustain the current market trends. As the rise in the inflation population of Australia re very much concern about their spending with  low price and high quality chances of booming of the sales is higher in compare to its competitors who are using price skimming or premium pricing.

Place:

The distribution channel for the chosen product sold by the Coles has higher chances of selling within its own stores because of the Coles has more 2.04 million customers.  Its has wide network in all over the Australia as a part of grocery chain. Therefore it would be easier for the company to sell its chinos in the market.

Budget

Expected budget

Particulars

2016 AUD $

2017 AUD $

2018 AUD $

Sales

655290

714,266

778550

COGS

65529

71427

77855

Gross profit

589761

642839

700695

Expenses

 

 

 

Payroll

243000

250,290

273,712

Administrative expenses

14400

13000

9350

Marketing expenses

13761

15000

26523

Wastage

25000

25750

18440

Insurance cost

7500

7875

8269

Travel and vehicle cost

15000

16500

18150

Rent and utilities

17500

18375

19294

Miscellaneous expenses

4915

5357

5839

Payroll taxes

36450

37544

41057

Total operating cost

377526

389,690

378,768

EBDITA

21,2235

253149

321927

Taxes

80650

90811

100595

Depreciation expenses

5893

5893

5893

Interest expenses

13107

12197

11202

Net profit

112,586

148,165

164,129

 

Labor

Amount AUD $

 Total output per day

1250

Manpower

32

Working time

600

SAM

8.90

Target hour

173

(129 =60% efficiency)

(86=40% efficiency)

Labour productivity

39

Machine productivity

66

Line efficiency

58

 

 


Observation:

Train staff members on sales plan

Staff members for the chinos manufacturing

Total number of staff requires for the line management is 26. The layout arrangement   of the production is would e fully automated like Zara. The designer of the chinos will be designing the chinos are designed as per  the current trend and   creates fashionable apparels in order attract the men. Engineers and engineering technicians will be playing vital part  to choose the textile which will be Crylon. The industrial and mechanical engineers will be using technology called CAD (computer assisted design software). Lastly, accounting supervisors and the mangers will be making the budget and conduct financial feasibility in order assess the projected sales and total budget. 

Identify support resources

Human resources:

Staff: most of the labour will be hired as per their expertise in the areas which helps the chinos manufacturing smoothly. The staff will be hired and the role and responsibilities will be given as per the qualifications.

Staff

Members

Production

Manager

3

 

Labour

22

632

Helper

15

856

Operator

19

1011


Training and development: Proper training and development given to each and every staff to manage their work and increase the efficiency for the higher productivity for the Coles.

Product knowledge: The Coles will hiring the personnel form the reputed company who has expert to at least more than 15 years in the fashion industry in order to make the products more stylish and comfort. 

Finance: It is life bold of the any project. Coles has number of options for financings.

Review sales plan

Monitoring the success

Sales plan

Particulars

2015

2016

2017

Sales

36450

43740

50301

% Increase

-

20%

15%

Months

4

5

4

Sales/month

9113

8748

12575

Sales day

1302

1250

1796


From the above, it has been found that, Coles will selling the Chinos in 2015 with 36450 . this benchmark  for the setting for the Coles . Less than this would create the problems for the company in future.

Identify specific interest and objectives

Plan

Analysis

Members

Strategies

Penetration pricings  and product differentiation in terms of comfort and style

Owners

Tactics

Strengthen the customer relationship with help of E-CRM. Promotion procedures via various activities

Sales Managers

Store layout

Merchandising and innovative racking of the chinos

Interior designer

Social media

Face fan page and twitter accounts along with YouTube innovative videos

Sales manager

 

Promotional strategies

Expenditure (%)

Social media (Face book, Twitter, and YouTube)

58.01%

TV

32.02%

Websites

28%

Newspapers

21.03%

Magazines

14.11%

Offers, free discounts coupons

9.07%

 

Graph 4:  Promotional strategies

(Source:

Develop risk management strategies

With help of Price 2 methodology, Coles will be able to manage the risk. Prince 2 methodologies will be helpful in managing risk within the company from manufacturing to selling. There is five step processes which will help in managing the risk.

Major risk can be existed in the operational efficiency. Apart from that, wastage of the materials and thirdly while final is to maintain the output.

Figure 2: Risk management techniques used by the Coles

Develop contingency plan 

Contingency planning aims to prepare an organization sot respond well to an emergency and its potential humanitarian defaults or machine defaults.  With the help of contingency plan, company will be able to overcome with existing operational risk.  The guide start from the planning to reviewing of the project will give a company back plan if any contingency happens in future.

Figure 3: Contingency plan process for the Chinos manufacturing by the Coles

 

 

Contingency planning will give list off various process in each department under human resources plan in order to assess whether the people are enough capable of producing the expected production of chinos as per the consumer demand.

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