Example Of Hausser Food Products Company Essay

Executive summary

Hausser food products company leading producer and marketer of baby foods in the United States facing a problem of falling market share due to decreased birth rate and new age parenting bringing the focus of baby food additives, dyes and preservatives.
Launch of new complementary products and strengthening of sales team with infusing new young blood into the Regional sales management team.
The 10% above sales line of Florida team consistently and the sales strategy this team follows to reach their individual and overall team target.
The lucrative trade line with old folks with almost same problem of teeth and supplement of essential proteins and vitamins via Hausser baby food products.

Problem statement

Pushing of new increased sales plan for Regional Manager leading to district managers to complain,
increased competition from private players on the pricing of products
finding ways and means to increase the national sales figures

Data analysis

Traditional market share of HFP: 60%
During 1980 – 1990 the market share increased by 15% compounded yearly.
Recent market share after drop in birth rate and increased competition from private players: 03%
Key decision criteria
The entire market of USA under Sales Director is broken up into seven regions under Regional Sales which decides the next increased plan.

Innovation in the existing market and new product line launch to increase market share.

Alternative analysis
Analyzing the Florida sales team performance which gives 10% higher than the prescribed sales target and implement the same for all sales regions of USA

Recommendations

Make use of Florida sales insight and implement the same all over USA
People with teeth problem and old age needs to be encouraged to take same food products for better supplement and easy digestion

Give more incentive and recognition for innovative ideas to sales team

Action and implementation plan
New product line which will play complementary role to existing food products
Sensitive approach to sales team incentive plans
Better recognition for sales team and their innovative ideas
Exhibits
Retrieved from file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Downloads/Session%2013%20-%20Hausser%20Food%20Products%20Company%20(2).pdf
Exhibit 2

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