Commercial Proposal for VECTOR

Alberto Renzi

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Current State

VECTOR is currently the largest Italian manufacturer of AC equipment.

It sells its products through agents all over Italy.
But they have recently been loosing market share.

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Summary
I

Preliminary Analysis

II

Assessment of the 60 Agents

III

CRM

11

IV Promotion

15

16

Risk Analysis

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Preliminary Analysis

Auditing

Definition of the current

business model

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Preliminary Analysis

Auditing

Lumin8 will audit VECTOR during 5

working days allocating one
consutant for every sales manager.

Definition of the current

business model

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Preliminary Analysis

Auditing

Definition of the current

business model

Focus on assessing how is the

value proposition created and what
are the target segments that
VECTOR is targeting.

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Assessment of the 60 Agents

Mystery Shopping

Financial Analysis

Incentive Procedure

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Assessment of the 60 Agents

Mystery Shopping

To determine the quality of the

service and gather information
about agents.

Financial Analysis

Incentive Procedure

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Assessment of the 60 Agents

Mystery Shopping

Financial Analysis

To identify the agents that are

underperforming.

Incentive Procedure

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Assessment of the 60 Agents

Mystery Shopping

Financial Analysis

Incentive Procedure

Revision of the incentive procedure

and assessment of the agents
contract.

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CRM
Architecture/Design

Technology selection

System Testing

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CRM
Architecture/Design

Data mapping.

Technology selection

System Testing

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CRM
Architecture/Design

Technology selection

System configuration

System Testing

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CRM
Architecture/Design

Technology selection

System Testing

User and admin training.

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Promotion

Ideation of a new marketing plan.

Lumin8 will focus on promoting Vectors product line
keeping the other components of the marketing mix
price, product and placement fixed.

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Risk Analysis
Current State Analysis

Risk Identification

Risk Assessment

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Risk Analysis

Risk Identification

Risk Assessment

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Preliminary Analysis

Risk Identification

Quantifying risk and its variance.

Risk Assessment

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Preliminary Analysis

Risk Identification

Risk Assessment

Assisting VECTOR in determining

optimal capital allocation to avoid
risk previously identified.

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