+ we found this all by running 'correlations,' using LINEAR REGRESSION
STOP.
PRODUCTION talk
STILL on "SF PRODUCTIVITY" SLIDE
FAMILIARITY EFFECT sales just discussed: =
Don't change models so much
Weakens return on advertising + sales force;
Why is this? Probably retailers (our consumers) don't want to change bottles all the time.
This makes more sense the bigger our purchasers are.
More small purchasers = weaker familiarity effect
Fewer large buyers = strong familiarity fx
= don't waste money on too much advertsg ditto sales force number of sales people.
HOW has production been anyway?
NEVER HAD LAYOFF COST from idle lines = GREAT
Carry inventory most times but this also good
Reduces "stockout cost" ie damage from running out.
Storage not that expensive; inventory not too high.
Inventory should clear in high sales seasons, =
Plant is running as smoothly as possibly could given sales.
Will increase lines but need to see increase in sales volume FIRST,
or ends up in LAYOFF COST = BAD.
= Production is exactly where it should be now, until sales increase.
R&D however, has not really produced any major savings:
= Maybe spending too much on that right now too,
= Can still get same value for less perhaps, improve profitability BOTTOM LINE.
WHAT ABOUT SERENO? Go to Sereno slide
Team 3 has major sales in Sereno;
They also have highest number of sales force in Sereno;
This cuts down on their transportation cost, but Just having a factory DOES NOT GUARANTEE SALES
= if we can OUTSELL THEM down there, their factory = a LIABILITY, not an asset.
We could improve profitability cutting transpo cost by building plant down there,
But NEED SALES FIRST
In order to be viable, or else
THAT WOULD BE HUGE LIABILITY having unused plant w / no sales.
Just the fact that they have factory, DOES NOT EXPLAIN why their SALES are too high,
UNLESS there is a "Home Town Loyalty" effect,
Which also may explain higher sales at home for the Merica regions.
= "Made in Sereno" may help them, but if we don't have sales, = DON'T BUILD PLANT THERE NO
and also in GENERAL.
JUST EXPANDING PLANT does NOT = MORE SALES.
Would be BAD MISTAKE until sales picks up.
Hence LOWER PRICE, = trying to take over MARKET SHARE.
But from FAMILIARITY effect / i.e. damaging sales cost of MODEL CHANGE,
= DON'T CHANGE MODEL; until sales pick up.
Stop. Next = Finance.
Pop'n Bottles, Inc.
PNB
AGENDA, Quarterly Management Report 1
I. Introductions and thanks: Board of Directors; Shareholders
II. CEO's Introduction, "Notice"
III. VP Sales: Past, Future: Using real information to recapture market share.
IV. VP Production: Performance update; necessary factors for growth
V. VP Finance: Performance indicators Year 1; How to improve, dial those in.
VI. Summary Question & Answer
VII. Thank You for Joining Us for Year 2!
QMR 1 Presentation.
Pop'n Bottles: Well, here we are: As always, THANK the BOARD for their time
I. Situation Audit
("situation audit" required in assig't)
BILLY:
So, What have we learned so far? How have we adapted to a competitive and changing environment? Were doing fine, at first; What happened?
Were doing fine: 2nd place; sales good; indicators good etc.
What happened?
"Notice."
Someone played a trick on us all..
We responded to that; how?
(DECIS TREE, handout in packet: DO YOU STILL HAVE? I CAN'T FIND!!!)
We realized they couldn't PROVE it was bottles (drink in bottles; other foods, etc.)
BUT, Wanted to be prepared, responsible to our shareholders in case legal battle,
= Diversified risk over larger share pool = less fx on EPS;
We sold 1.4 million new shares, went from 6 mil. To 7.4 mil.
Took out 1 mill bond just in case, "responsibity to shareholders"
The goal was to minimize damage per share. This is what we PLANNED on doing!
This gave us cash for the alleged "trust fund" demanded by (Notice), as a show of good faith on our part, and also to cover legal costs for a challenge, which we planned on doing, but then it disappeared. Nevermind!
But we could also use that cash anyway, for expansion or a sales push, an agressive increase in sales force on the ground, which we did.
BUT: that didn't work: WHY?
-we switched to new product, as demanded by "Notice."
-we chose premium product, = higher cost.
= higher price.
>> we found out that higher price cut into sales, very much.
= customer does not necessarily want higher quality.
-problem is can't go back from that.
The other problem was, no one else responded.
= our sales plummet;
= our stock price plummets; but no one elses'.
=...
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