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Company Forum

Company Forum. Consumer Sales 12 Nov 2012. RATIONALE FOR CHANGE. Focus Areas Improve Profitability (Payphones) Decline in Revenue Base Reduction Discontinued physical phonecards Investigating efficiency improvements Grow Broadband Gated Complexes Line Sales 3 rd Party Channels

harding-mercer
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Company Forum

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  1. Company Forum Consumer Sales12 Nov 2012

  2. RATIONALE FOR CHANGE • Focus Areas • Improve Profitability (Payphones) • Decline in Revenue • Base Reduction • Discontinued physical phonecards • Investigating efficiency improvements • Grow Broadband • Gated Complexes • Line Sales • 3rd Party Channels • External Sales Agents • Retailers

  3. CURRENT STRUCTURE - 1 x M5 - 10 x Sales Reps – AR / S6

  4. 2011/12 Sales Rep Comm & STE Performance Note: 1. High Rev Premier (threshold = 75%) – 2 x reps made comm 2. High Rev Mass (threshold = 75%) – 0 x reps made comm 3. Premier Contracts (no threshold) – reps made comm 4. Line Sales (no threshold) – reps made comm STE - Reps did not qualify for STE in 2010/11, 2011/12

  5. PROPOSED FUNCTIONS Non-Sales Functions • Merchandising for retail channels • Over the shoulder training (products/services and systems) • Organise & manage in-store and gated complex sale promotions • Arrange for infrastructure in non-viable gated complexes • Drive sales in retail stores, ESAs and gated complexes with low penetration Incentive Reward - Lines - PIS

  6. Still remain petrol fleet SALES VS NON-SALES PACKAGE STRUCTURE PLUS – Incentive Rewards for PIS

  7. - 76% of TP SALES VS NON-SALES PACKAGE STRUCTUREexample • Financial Implications • - R75,000 Commission at risk – on 76% of TP example • (Note: currently not achieving comm – 8% performance on sales in 2011/12) • Advanced Commission already paid to Sales Dispensation in April – Sept 2012

  8. Thank you

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