Assignment 4 Case Stark Industries I Stark Industries is a medium sized manufacturing company specializing in energy efficient applications using cutting edge technology. Stark's advanced R&D team has commercialized a new line of revolutionary ultra-high efficiency refrigerator & freezer cooling units. The units consume 1/3 the power of traditional units. Stark is commencing manufacturing consumer-targeted refrigerator/freezer units to sell to consumers through traditional retail channels. In addition to those consumer channels they are also planning to sell their ultra-high efficiency cooling units (with no exterior refrigerator box or freezer box) to other manufacturers of refrigerator and freezers for installation into their own units.fl.e: Stark supplies the revolutionary cooling unit and the other manufacturer installs the Stark unit into their existing physical exterior box]. Stark's goal is to maximize their potential consumer and industrial sales as efficiently as possible. They currently have two distinct account sales forces which sell to 2 different channels of customers: Team A. This sales team focuses their efforts on selling Stark consumer oriented products to retail businesses that then sell those Stark branded products directly to consumers (For example: Best Buy, Canadian Tire, Costco etc). They have a wide level of penetration into various consumer channels. Team B. The second Stark sales team focuses exclusively on other manufacturers of refrigerators and freezers. That team sells Stark components to those businesses who then incorporate those Stark components into their own branded products. Some of those other manufacturers include companies like LG or GE that sell to the same consumer retailers as English Canada A WWW. Team B - The second Stark sales team focuses exclusively on other manufacturers of refrigerators and freezers. That team sells Stark components to those businesses who then incorporate those Stark components into their own branded products. Some of those other 1 manufacturers include companies like LG or GE that sell to the same consumer retailers as Stark but they also sell to other manufacturers that make commercial refrigeration equipment for example: True Manufacturing Corp. In the future, Stark hopes their ultra high efficiency cooling units will be suitable for use in air- conditioning units, but they aren't at this time. Stark does not currently sell to online only retailers like Amazon or eBay. This is something Stark might consider, but if so, it would take significant analysis of the market potential to justify this decision. Since this new product line follows the same consumer vs commercial split, Stark would continue this split among their sales teams. Stark's senior management is aware that they have an existing customer base, but in light of how amazing their new products are, they want to review all possible customers to determine if all customers are prioritized correctly, including existing ones. All possible target accounts should be prioritized accordingly. Based on current salesforce capacity to handle this business, Stark's senior management believes that they should target at least 5 accounts in each segment Stark's current sales force operates out of their Canadian head office in Mississauga, as well as their offices Vancouver, Montreal and Moncton. Regional sales people focus on sales within their own province, Sales outside of those provinces are usually very low. Questions What you need to do: Place yourself in the role of the salesperson in the case. I 1. Identify (Prospect) Potential Customers and Prioritize your list- Develop two prioritized (ranked) lists of S accounts each, split into the two main channels of business Stark is in: a) consumer retailers and b) refrigerator and freezer manufacturers. This is to be based on the information in the above race 2. List prioritization Explanation: Here you explain what criteria you used to rank (prioritize) the potential customers you listed Part 1 In other words: why did you list them in the order you did? For example did you use sales potential, head office location, prestige etc? How did you determine those numbers (by research, databases etc)? How did you determine the overall ranking of the customers? Your grade here will be based on your explanation of why you ranked them the way you did. 3. Questions and Rationale - Create a list of 5 generic account questions you would like to ask the potential accounts you've identified. For each question explain why you are asking that particular question? What do you hope to learn from it? Why do you feel the information you obtain is important to know? For each question note whether the question is: 1. Open versus close ended & why you chose that format. b. The question's category (reactive eto refer to Module 5) and why you chose that category Your grade here will be based on your choice of questions and reasons for them plus your corect determining of the type and category of your questions Assignment 4 Case Stark Industries I Stark Industries is a medium sized manufacturing company specializing in energy efficient applications using cutting edge technology. Stark's advanced R&D team has commercialized a new line of revolutionary ultra-high efficiency refrigerator & freezer cooling units. The units consume 1/3 the power of traditional units. Stark is commencing manufacturing consumer-targeted refrigerator/freezer units to sell to consumers through traditional retail channels. In addition to those consumer channels they are also planning to sell their ultra-high efficiency cooling units (with no exterior refrigerator box or freezer box) to other manufacturers of refrigerator and freezers for installation into their own units.fl.e: Stark supplies the revolutionary cooling unit and the other manufacturer installs the Stark unit into their existing physical exterior box]. Stark's goal is to maximize their potential consumer and industrial sales as efficiently as possible. They currently have two distinct account sales forces which sell to 2 different channels of customers: Team A. This sales team focuses their efforts on selling Stark consumer oriented products to retail businesses that then sell those Stark branded products directly to consumers (For example: Best Buy, Canadian Tire, Costco etc). They have a wide level of penetration into various consumer channels. Team B. The second Stark sales team focuses exclusively on other manufacturers of refrigerators and freezers. That team sells Stark components to those businesses who then incorporate those Stark components into their own branded products. Some of those other manufacturers include companies like LG or GE that sell to the same consumer retailers as English Canada A WWW. Team B - The second Stark sales team focuses exclusively on other manufacturers of refrigerators and freezers. That team sells Stark components to those businesses who then incorporate those Stark components into their own branded products. Some of those other 1 manufacturers include companies like LG or GE that sell to the same consumer retailers as Stark but they also sell to other manufacturers that make commercial refrigeration equipment for example: True Manufacturing Corp. In the future, Stark hopes their ultra high efficiency cooling units will be suitable for use in air- conditioning units, but they aren't at this time. Stark does not currently sell to online only retailers like Amazon or eBay. This is something Stark might consider, but if so, it would take significant analysis of the market potential to justify this decision. Since this new product line follows the same consumer vs commercial split, Stark would continue this split among their sales teams. Stark's senior management is aware that they have an existing customer base, but in light of how amazing their new products are, they want to review all possible customers to determine if all customers are prioritized correctly, including existing ones. All possible target accounts should be prioritized accordingly. Based on current salesforce capacity to handle this business, Stark's senior management believes that they should target at least 5 accounts in each segment Stark's current sales force operates out of their Canadian head office in Mississauga, as well as their offices Vancouver, Montreal and Moncton. Regional sales people focus on sales within their own province, Sales outside of those provinces are usually very low. Questions What you need to do: Place yourself in the role of the salesperson in the case. I 1. Identify (Prospect) Potential Customers and Prioritize your list- Develop two prioritized (ranked) lists of S accounts each, split into the two main channels of business Stark is in: a) consumer retailers and b) refrigerator and freezer manufacturers. This is to be based on the information in the above race 2. List prioritization Explanation: Here you explain what criteria you used to rank (prioritize) the potential customers you listed Part 1 In other words: why did you list them in the order you did? For example did you use sales potential, head office location, prestige etc? How did you determine those numbers (by research, databases etc)? How did you determine the overall ranking of the customers? Your grade here will be based on your explanation of why you ranked them the way you did. 3. Questions and Rationale - Create a list of 5 generic account questions you would like to ask the potential accounts you've identified. For each question explain why you are asking that particular question? What do you hope to learn from it? Why do you feel the information you obtain is important to know? For each question note whether the question is: 1. Open versus close ended & why you chose that format. b. The question's category (reactive eto refer to Module 5) and why you chose that category Your grade here will be based on your choice of questions and reasons for them plus your corect determining of the type and category of your questions