Account Management
Case Study
AGENDA FOR THE PRESENTATION
AM’s Performance Measurement
Framework
Seller’s Classification
Seller Evaluation Framework
Challenges Faced – Sellers
Prespectives
Account Management
Initiatives to Increase Sales
[SNAPDEAL Actions]
Initiatives to Increase Sales
[Sellers Actions ]
Proposed structure - “AM – Sellers” alignment
Account Manager
Number of Sellers Handled
Rishi
272
Omi
445
Akki
42
Sid
16
Vinod
5
Account Manager
High Revenue Account
Sid
•
•
Unit Sales
Rishi
14532273
Omi
21441775
•
Akki
71406108
•
Sid
162822341
Vinod
276000
•
•
Akki
Medium Revenue
Account
Rishi
Omi
New
Accounts
Vinod
Current Account Management Team is currently aligned on total revenue size or
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This will help to judge the performance of the sellers across different matrix
Top 25 Sellers Performance Selection Criteria
• Order Completion Rate
• This is the number of order delivered divided by the total order placed with the sellers
• Order Cancellation
• This is the number of order cancelled divided by the total order placed with the sellers irrespective of the cancellation reason
• Order Stock Out Rate
• This is the number of order was stock out by the seller and was fulfilled by a different vendor divided by the total order placed
• Refund Rate
• This is the number of order for which the refund was provided out by
B. b. Perfect order measure/fill rate: This method measures the error-free rate of each step in the supply chain. Error occurs when the customer has an unsatisfactory experience with the power tool they purchased because of errors and delays in the supply chain. The complexities of an extended supply chain make the odds against fulfilling a perfect order challenging.
|(Example) | | | |If the inventory turnover is high, this means the hospital does not have enough inventories on hand to |
“...if the amount of future rebates or refunds cannot be reasonably and reliably estimated, a liability (or deferred revenue) shall be recognized for the maximum potential
Account for the numerical sequence of invoices, shipping documents, and credit memos (S‑5; S‑6; S‑7).
Key Issue 2: Is $1b appropriate to enhance UST’s firm value and ultimately shareholder value?
(i.e. products that they get to order only once because of long supplier lead times). First they determine a forecast for an item and then they have a process for converting that forecast into an order quantity.
The following transactions took place during the year (all purchases and services were acquired on account):
d. Trace the date, check number, and amount of outstanding item – Occurrence & Completeness. (AU-C 315.A114 a.i-ii)
Low Inventory Trunover: the product sits 255 days on average in inventory before being sold;
If line 9 is larger than line 10, then congratulations, you will be getting money back from Uncle Sam.
Barbara Printup has done an adequate job creating data related to price models and demand scenarios in order to provide thoughtful analysis for
In the Fixed-Order Quantity Model (Q-Model), every time that the stocks reach a specific level an order is placed. Q-Model requests a constant monitoring in inventory levels. The risk of stock out only occurs during the lead time, thus the safety stock is less than in P-Model for the same service level. Reorders are placed when stocks reach (R), and the safety stock that must be reordered is:
Dr Pepper could always do nothing at this time. During the stand down they could evaluate mergers, joint ventures, or buyouts as they market strengthens.
The keys to the company’s future value and growth are profitability (ROE) and the reinvestment of retained earnings. Retained earnings are determined by dividend payout. The spreadsheet sets ROE at 15% for the five years from 2006 to 2010. If Reeby Sports will lose its competitive edge by 2011, then it cannot continue earning more than its 10% cost of capital. Therefore ROE is reduced to 10% starting in 2011.
when a wide range of goods is put into each shipment and it offsets the smaller volume of bulk orders.