1. Team E Michael Spychalski, Mia Millevoi, James Kishbaugh, Jenna Germeroth, & Yuan-Yu Cheng Dr. George Chressanthis, Sales and Sales Management – MKTG 3504

2. Table of Contents  The Company and It’s Products  Research and Analysis  Recommendations  Implementation  References

3. Clean the Air  Non-toxic, eco-friendly, fragrance free, extremely effective air purifier that absorbs odors, bacteria, harmful pollutants and allergens  Use anywhere like your car, gym bag, diaper bag, etc.  100% Moso bamboo charcoal  Alternative to standard air fresheners

4. The Products  Residential and commercial use  Three different sizes - 50g Mini Moso Bag - 200g Moso Bag - 500g Moso Bag  The charcoal that is inside of Moso Bags is made out of timber bamboo from China

5. Company Structure Eric Ecker: CEO, Sales Manager Julie Bosak: Sales Rep, Operations Management Subcontracted Sales Reps (11) Jana, Vital Force, Eureka, Twist, Hazen, GFS, Tommy, Jerry, ES, Tony, Progressive Our Sales Contact

6. Sales by Channel Hypothesis: The sales force needs to be more focused and targeted to drive consistent sales Based on info from 2012 financial statements

7. The Client/Revenue Retention Results are Inconsistent

8. Tradeshow Sales Results & Their Effect on the 80/20 Rule  The 80/20 Rule showed that 80% of their business came from.9% of their customers. These customers came from the Chicago Trade Show.  This makes the company itself very volatile.  Our suggestion is to strengthen their other sales channels and create a more consistent sales force.  The 80/20 Rule showed that 80% of their business came from.9% of their customers. These customers came from the Chicago Trade Show.  This makes the company itself very volatile.  Our suggestion is to strengthen their other sales channels and create a more consistent sales force.

9. Sales Effectiveness Drivers (Currently Lacking or Non-Existent) Definers Sales Force Size Sales Force Structure and Roles Training Design Shapers Recruiting Learning & Development Coaching Culture Sales Management Team Leadership Compensation & Incentives Enlighteners Customer Research Targeting Data & tools Customer Relationship Management Leveraging Information Exciters Culture Leadership Compensation & Incentives Motivation Programs Meaningful Work Controllers Culture Sales Managers Compensation & Incentives Performance Management Goal Setting & Forecasting Coordination & Communication Current Sales Manager is an excellent Salesperson… Great Sales Reps do not make Great Sales Managers!

10. Recommendations  Option 1: Train Current  Option 2: Hire New

11.  Sales and Sales Management training  Management and Leadership training for business owners and senior executive  Negotiations training  Customer Service training  Inside Sales and Support training  Coaching and Mentoring  Sandler Training  12 Week Course  $1800  40 years in Business  220 Locations  CRM System Option 1: Train The Current Sales Manager Formal Training Programs: Online & Classroom Setting

12. Learning & Development: The Key to Delivering Sales Results  Efficient and effective sales training will provide the necessary skill set to help better manage the sales team  Currently no training in place as well as no formal training for the CEO  CEO should take sales management training class in hopes of bettering the sales team which is lacking in consistency  According to The Journal of Personal selling & sales management, “a significantly higher percentage of small companies than large reported that marketing managers served as instructors in the sales management training programs.”  There should be a manager with some background to help build selling skills and be more of a coach

13. Option 2: Hire an Experienced Sales Manager  Changes company structure to alleviate pressure on current employees  Allocates workload in a more focused approach  Implements Sales Effectiveness Drivers Uninterrupted by Operations  Starts the in-house sales team recruitment process  More expensive but better long term results

14. Plan to Implement New System in Order to Train Sales Reps for New & Existing Accounts  Rotate reps during trade shows to ensure a more uniform sales force and enforce L&D through company culture  Track and monitor sales reps using a new CRM system to ensure they’re hitting goals  Use new knowledge to help build the sales forces’ grasp on selling B2B  Daily updates for salespeople to show what sales are being made on a day to day basis along with monthly, quarterly and annual goals

15. References  http://www.marketingprofs.com/5/syrett10.asp

16.  Contact Info  Julie Bosak (sales rep)  Email: julie@mosonatural.comjulie@mosonatural.com  Phone: 877-322-6911  (Just ask for Julie)  Web: mosonatural.com