close

Вход

Забыли?

вход по аккаунту

?

Business Profile: National Office Machines

код для вставкиСкачать
Business Profile:
National Office Machines
• Manufacturers of cash registers, electronic data
processing equipment, adding machines, and other
small office equipment
• Domestics sales: $1.4 Billion
• Foreign sales: $700 Million
• Operates in United States, western Europe, the
Mideast, and some part of the Far East
Business Profile:
National Office Machines Continued
• In the United States, has the most aggressive
and successful sales force
• Highly competitive industry
• Recently entered into a joint venture with Nippon
Cash Machines
Business Profile:
Nippon Cash Machines
• Old-line cash register manufacturing company
organized in 1882
• Japan sales: $9 Billion yen; 15% loss from last
year
• Only produces cash registers
• Needs managerial leadership
• High competition: Fourteen companies compete
such as IBM, NCR, Unysis, and Sweda
Situation Analysis / Decision Situation
• Sales compensation plan (straight commission,
straight salary, or mix)
• Sales people need strong incentives
• Motivation
• High Competition from fourteen companies
compete such as IBM, NCR, Unysis, and Sweda
• Japanese Distribution Systems based on
reciprocity
– on: favor of any kind that must be repaid
Traditional Labor-Management
Relations
• Traditional labor-management relations are a
problem
– Lifetime employment,
– Promotion through seniority
– Single company unions with contracts that act like the
force of law
– Dismissal only for just cause such as theft or other
major infarction
– Receive many fringe benefits through the company
Traditional Sales Force
•
•
•
•
Predominately order takers
Paid straight salary
Bonuses given semiannually
Offered extensive benefits (loans, mortgages,
discounted necessities)
• Offered little incentive to surpass basic sales
quota
What should NABMC offer—
incentives or straight salary?
• Incentive-based salary or Split percentage
of straight salary and commission
– Changing attitudes of lifetime employment by
employers and younger employees and
recent grads
– Life Goals Chart
35.4
Japan
US
6.2 5.1
UK
11.2
France
13.9
16.4
Phillipines
21.7
0%
3.4
11.9
3
10.5 1.6
33.3
20%
16.2
26.3
46.2
16.7
22
63.2
40%
To acquire
social
position
To live as I
choose
7.5 3.4
76
9.6
7.5
10.9
84.8
22.3
7.7
5.5
72.3
6.7 5.1
To get rich
8.6 2.9
62.2
9.2
India
Brazil
10.8
9.5 1.8
60.6
Sweden 2.51.7
Australia
6.8
63.4
17.8
7.1
Switzerland 3.7
41.2
77.3
9
Germany
5.8
60%
1.8
0.5
11.9 0.5
80%
100%
To work on
behalf of
society
No answer
How Do You Motivate Salespeople and
Get Them to Compete Aggressively?
• Continue to stress and enforce traditional Japanese
business values
– Offer and stress the fringe benefits with the offer
of employment for life
• Recognition systems
• Idea of “teamwork” and the overall success of the
firm as a whole
• Non cash incentives (holidays, vacation)
• Set realistic and challenging goals
Program for Motivation and
Compensation with Implications
• Reward programs and pay as part commissions
• Challenges:
– Senior employees
– Union challenges
– Japan distribution system
• Solutions:
– Emphasize the goals for the company with some
emphasis on individual production
New Pay System
• Hybrid pay structure
• Base salary at xx% with xx% commission
based on sales
• Bonuses
– One based on company performance
– Second based on individual performance relative to
others including seniority
Motivation and Aggressiveness in
Japan
Cultural Norms
• Collectivist Culture
• Politeness
• Harmony
• Reciprocity
Motivation and Aggressiveness in
Japan
Implications
• Less likely to compete against each other
• Less likely to be forceful and aggressively
go after the sale
• Less willing to disturb or upset system of
reciprocity and “on”
Principles of Motivation in Other
Countries
• Promote competition both within the firm and
between the company and competitors
• Develop a sense of loyalty to the company
• Be as explicit and detailed as possible when
informing employees of the payment system, and
clearly and thoroughly express the benefits of such
a system
• Use cultural values of specific country to help
design the best methods of motivation (i.e.
individualism in U.S. and collectivism in Japan)
Документ
Категория
Презентации
Просмотров
19
Размер файла
67 Кб
Теги
1/--страниц
Пожаловаться на содержимое документа