CRESTLIGHT PAPER COMPANY

Presented by: Parun Bansal Ramandeep Sharma Rupesh Shahi

History
USA based company, started in 1940s.

Started business in UK through licensing.

In 1964 crestlight had moved onto the acquisition trail and added a specialty paper merchant and a major form printing house.

Crestlight Education Division

Education division formed in 1970s to cater the increasing demand from education sector for special paper. In 1979 firm carried a range of 1000 items which directly sold to: Local education authorities(LEAS) Central supply department Universities Polytechnics Large schools

Profit margin
Profit margin was different from order to order.

40% came from LEAs.

26% came from Wholeselers and central purchasing stores .

Education division market and sales by products

Market estimates
1978 Special paper 3600 1977 3050 1978 696

Sales
1977 560

Reproduction supplies Reproduction equipment

2200 1300

1850 1100

401 363

311 311

Total

7100

6000

1460

1208

Campbell

Thompson Anderson

Randall Prince Vereker

Bindon Jennings

Halbert

TERRITORY DISTRIBUTION
Territory Sec. and higher level Estimated potential Salesman Area(000s sq km) pupils 1987(millions) acconts 1.6 1.6 570 Greater London Halbert

South East South west & wales Midland East

Jennings
Bindon

25.6
44.6

2.27
1.55

1060
934

Vereker

28.2
13 7.3 15.4 15.4 78.8 229.9

1.18
1.24 1.65 1.16 0.83 1.32 12.8

653
566 699 531 423 529 5965

West Midlands Prince North West Humberside North Scotland Total Anderson Randall Thompson Campbell

TERRITORY DISTRIBUTION
Territory Sec. and higher level Estimated potential Salesman Area(000s sq km) pupils 1987(millions) acconts

Greater London
South East South west & wales Midland East

Halbert
Jennings

1.6
25.6

1.6
2.27

570
1060

Bindon
Vereker

44.6
28.2 13

1.55
1.18 1.24

934
653 566

West Midlands Prince

North West
Humberside North Scotland Total

Anderson
Randall Thompson Campbell

7.3
15.4 15.4 78.8 229.9

1.65
1.16 0.83 1.32 12.8

699
531 423 529 5965

TERRITORY DISTRIBUTION
Territory Sec. and higher level Estimated potential Salesman Area(000s sq km) pupils 1987(millions) acconts 1.6 1.6 570 Greater London Halbert

South East South west & wales Midland East

Jennings
Bindon

25.6
44.6

2.27
1.55

1060
934

Vereker

28.2
13 7.3 15.4 15.4

1.18
1.24 1.65 1.16 0.83

653
566 699 531 423

West Midlands Prince North West Humberside North Anderson Randall Thompson

Scotland
Total

Campbell

78.8
229.9

1.32
12.8

529
5965

TERRITORY DISTRIBUTION
Territory Sec. and higher level Estimated potential Salesman Area(000s sq km) pupils 1987(millions) acconts 1.6 1.6 570 Greater London Halbert

South East
South west & wales

Jennings
Bindon

25.6
44.6

2.27
1.55

1060
934

Midland East

Vereker

28.2
13 7.3 15.4 15.4 78.8 229.9

1.18
1.24 1.65 1.16 0.83 1.32 12.8

653
566 699 531 423 529 5965

West Midlands Prince North West Humberside North Scotland Total Anderson Randall Thompson Campbell

Sales force performance

1978 Acconts Gross calls sold margin made 239 75 1230 509 79 1168 476 59 1051 353 41 1409 413 55 1196 398 39 1450 202 50 1171 364 47 1220 317 53 1135 498

Name Halbert Jennings Bindon Vereker Prince Anderson Randall Thompson Campbell

Sales 258 239 156 112 154 112 142 123 143 1439

Sales 217 198 129 98 123 97 125 101 123 1211

1977 Acconts Gross sold margin 279 69 539 69 503 48 356 36 382 43 412 34 198 42 323 39 326 46 426

calls made 1260 1194 1018 1290 1185 1410 1293 1163 1088

Sales force performance

1978 Acconts Gross calls sold margin made 239 75 1230 509 79 1168 476 59 1051 353 41 1409 413 55 1196 398 39 1450 202 50 1171 364 47 1220 317 53 1135 498

Name Halbert Jennings Bindon Vereker Prince Anderson Randall Thompson Campbell

Sales 258 239 156 112 154 112 142 123 143 1439

Sales 217 198 129 98 123 97 125 101 123 1211

1977 Acconts Gross sold margin 279 69 539 69 503 48 356 36 382 43 412 34 198 42 323 39 326 46 426

calls made 1260 1194 1018 1290 1185 1410 1293 1163 1088

Sales force performance

1978 Acconts Gross calls sold margin made 239 75 1230 509 79 1168 476 59 1051 353 41 1409 413 55 1196 398 39 1450 202 50 1171 364 47 1220 317 53 1135 498

Name Halbert Jennings Bindon Vereker Prince Anderson Randall Thompson Campbell

Sales 258 239 156 112 154 112 142 123 143 1439

Sales 217 198 129 98 123 97 125 101 123 1211

1977 Acconts Gross sold margin 279 69 539 69 503 48 356 36 382 43 412 34 198 42 323 39 326 46 426

calls made 1260 1194 1018 1290 1185 1410 1293 1163 1088

Remuneration & Expenses

Name
Halbert Jennings Bindon Vereker Prince Anderson Randall Thompson Campbell

Salary 12/31/78 5800 4800 4200 3800 4900 5100 5200 4000 5000 42800

Commissions Total 1978 remuneration 3870 9670 3585 8385 2340 6540 1680 5480 2310 7210 1680 6780 2130 7330 1845 5845 2145 7145 21585 64385

Expenses 1978 1980 2810 5010 3820 2600 1940 3400 3200 3300 28060

Sale 258 239 156 112 154 112 142 123 143

Remuneration & Expenses

Name
Halbert Jennings Bindon Vereker Prince

Salary 12/31/78 5800 4800 4200 3800 4900

Commissions Total 1978 remuneration 3870 9670 3585 8385 2340 6540 1680 5480 2310 7210

Expenses 1978 1980 2810 5010 3820 2600

Sale 258 239 156 112 154

Anderson
Randall Thompson Campbell

5100
5200 4000 5000 42800

1680
2130 1845 2145 21585

6780
7330 5845 7145 64385

1940
3400 3200 3300 28060

112
142 123 143

Remuneration & Expenses

Name
Halbert Jennings

Salary 12/31/78 5800 4800

Commissions Total 1978 remuneration 3870 9670 3585 8385

Expenses 1978 1980 2810

Sale 258 239

Bindon
Vereker Prince Anderson Randall Thompson Campbell

4200
3800 4900 5100 5200 4000 5000 42800

2340
1680 2310 1680 2130 1845 2145 21585

6540
5480 7210 6780 7330 5845 7145 64385

5010
3820 2600 1940 3400 3200 3300 28060

156
112 154 112 142 123 143

Salesman

Age

Year Joined

Educational Qualifications

Previous Experience

Halbert, Russell

54

1965
Higher National Certificate

Textile salesman (10 years) Accounts clerk (7 years)

Post office Teleprinter salesman (4 years) Equipment Maintenance (16 years)

Jennings, Frederick

42

1973

Bindon, Harold V.

33

1971

B.A (Geography)

joined as sales trainee

Vereker, John Prince, Alan

Anderson, Graham Randall, John

29 57
37 48

1975 1976
1969 1951 B. Tech

Head storeman (3 years)

Dispatch clerk (3 years)

Salesman, etc. (35 years)

Production scheduling (5 years) Joined as clerk in original Crestlight unit Appointed salesman 1964
Wallpaper sales rep (4 years) Research technician (2 years)

Thompson, Herbert

33

1975

B.Sc (Metallurgy)

Camplbell, Ian

43

1971

B.A (English)

Teacher (12 years)

Analysis
= Account sold/total account available

Analysis
= No. of calls/ No. of accounts

Analysis
= Expense / Sales

Wesley Macfarlanes comments on salesmen.

Russell Halbert

Russel

Star Salesman, experienced, knows central area, reacts well to new ideas Halbert & well liked by customers. Very sound man, systematic & conscientious & well dressed. Knows the technical aspects. Very large area but really gets round it. Presents himself well. Sales coming along nicely. Could go a long way in the company. Sales not really very high. Young man with a lot to learn. Probably as a young man-a about-town is taking time off for other things. Grandad of the team. Will not readily adopt new approaches, but you cannot teach an old dog new tricks. No really formal education, Doing quite acceptably.

Frederick Jennings

Harold Bindon

John Vereker

Alan Prince

Wesle Macfarlanes comments on salesmen.

Graham Anderson John Randall Disappointing sales results. Technically competent. A good worker and a rather engaging personality. Bright and attractive personality. Good salesman type. Always thinking up new ideas . Fairy lazy and sales below what they might be. Keen to perform. Will take some time to develop the polish of the true salesman. Needs guidance from sales manager about sales technique. Very solid and unexciting. Always quiet of sales meetings. Suspect he will never make an outstanding salesman. Knows the Scottish educational buying scene very well.

Herbert Thompson

Ian Campbell