Sunday morning in Mr. Hide’s office
– Morning folks. Hope you weren’t up too late last night, as we now will continue our demanding group-works. A, B and C are you all here?
– Yes Sir.
– I’ve summarized your findings from yesterday. Here they are:
– As you can see, our key accounts are only twelve and their turn over reaches 47% of our total turn over but they consume eighty percent of our total discounting. This chart also shows the figures for mid-sized accounts as well as for the ad hoc accounts. Based on this knowledge we’ll now complete this chart with the corresponding sales costs. Direct costs as well as indirect costs. Groups remain the same A group, you continue with the key accounts. B group does the same for mid-sized accounts and finally the C-group does it for ad-hoc accounts.
– Ok, off you go and we’ll meet here at lunch for presentations and sandwiches.
Dedicated his full life to business in Sweden as well as in the US, Germany and Switzerland. Also a number assignments all over the world.
Experiences; salesman, sales leader, marketing director, vice president and CEO.