Cerjugo SA

From the assigned reading it becomes clear that there are a number of symptoms which suggest that beverage manufacturer and distributer Cerjugo SA is a company in crisis. The main signal that Cerjugo is not living up to its expectations is that its forecasted sales and profit targets, for its juice division, have not been met for two consecutive years this is especially troubling for a company which in the past boasted a 98% share of the beer market in Latin America. Beyond the lack luster sales numbers there are many other symptoms that Cerjugo’s juice division is ailing, such as reports that potential customers are not aware of the

The sales person along with the CEO are responsible for bringing in new business and the administrative assistant is responsible for processing payroll, accounting functions and providing general administrative support. All other employees are hired on a contractual basis and are always billable to one or multiple clients. The recruiting and labor strategy for this company allows for low over head costs and high productivity. They strive to hire mid-senior level individuals that have the ability to please the clients they serve and support internal functions when needed. Everyone who is hired has to be a team player and be able to work toward the companies goals.

distributors, brewers and retailers. A change suggested in Grolsch’s historic strategy is not to adapt the market completely in this case because it is an industry that gives importance to the country-of-origin. Markets Targeted: South Africa: Monopoly Market, No.1 SABMiller (Market Share: 98%) Brazil: Occupied by major Brewery Groups. China: Competitive Market. How to Compete: South Africa Brazil China Additional Line with SABMiller Co-Promotion with SABMiller

Political –Governments tend to exercise significant control over beer as it contains alcohol which has caused many problems in society and has addicted people. This attention from the government will affect Heineken in sale volume in the market. Many governments have imposed heavy taxes on liquor and beer imports, and with globalisation many brewers are looking for new markets where they can gain maximal profits. This proves to be a threat for Heineken. Heineken must conduct thorough research on countries policies on alcohol such as drinking in public, alcohol contents in drinks, legal drinking ages and must strategically plan their integration into these markets based on the research.

Antigua already had a successful brewery that produced Tigua beer, a popular brand in Antigua and throughout the eastern Caribbean. In 2000, the Antiguan brewery had negotiated a 15-year income tax holiday with the government of Antigua on income earned from sales of Tigua beer. The combination of the central location of Antigua in the eastern Caribbean, the success of the Tigua beer line, and the tax concession on Tigua beer made Antigua a good choice for Gera International; it purchased 75% of the Antiguan brewery, Caribbean Brewers Inc., in 2005. The remaining 25% of the common shares of Caribbean Brewers remained held by senior management and other employees. Caribbean Brewers is one of the many subsidiaries of varying sizes under Gera International’s control. The production facilities of Caribbean Brewers were expanded in 2008, thereby effectively doubling the productive capacity. This expansion was funded through a 10-year amortized loan from Gera International at a fixed interest rate of 10%. All of the production of Gera beer for the eastern Caribbean region was transferred to Caribbean Brewers after the plant expansion. The resulting production figures for Caribbean Brewers are provided in Figure 1.

Pilsener Beers are the most consumed in Brazil (98% of the market share), with only a small number of rivals. Majority of the market belongs to AmBev, the owner of the Brahma, Antarctica, Bohemia and Skol brands. Brazil's largest brewer was formed in 1999 from the merger of the

The current sales structure divides independent sales representatives into different product lines and territories. This means that an Atomic Company retailer carrying four or five different Atomic product lines would have four or five different sales representatives. Not only that, independent sales representatives typically have a fairly high turnover rate in the industry,

Matthew Marks Gallery recently opened solo show of Vija Celmins, one of the greatest contemporary female artists from United States. Celmins is well known for her precise rendered paintings, carefully copied from photographs and prints. For this exhibition, the artist presents 19 new works after 7 years of silence. There are paintings, sculptures, drawings, and prints. The entire space of the gallery is given to Celmins, since this is her first personal show with Matthew Marks Gallery.

James Sprague is the newly appointed district sales manager for the northeast. Upon arriving he had dinner with Hank Carver and John Follet, two senior sales representatives, and discussed his plans to review the company’s data prepared by the national sales manager and better the area’s profits. Carver, the most experience sales representative, took offense to analysis saying that his 34 years of experience obviously does not count for anything, and threatened to leave and go to a competitor. His district has a large number of potential accounts that are not being utilized. The sales by account and gross profit of the northeast

There are now processes in place that include the production of individual objectives, strategies and action plans. In addition, in order to create an environment of cooperation, trust and motivation for both KKLC and its licensees, the Executive Vice President at KKLC has directed the sales team to establish a “big brother system” where each of the sales team members are now assigned specifically to certain licensees around the country. As such, each sales team member has begun the process of fostering a harmonious working relationship with the sales executives from their assigned licensees. For the first time in the history of the licensee-licensor relationship, there are now defined strategies and objectives that both parties are tackling together. This is a new initiative for KKLC, and one that is necessary to foster the creation of a synergistic approach to mutual growth. If each of the five sale team members have eight personal objectives, strategies and action plans and each establishes eight additional objectives and strategies with two sales managers who we are assigned to from the licensee side, as a total company we now have approximately 120 total objectives and strategies for 2011. The framework of management by objective is now in place. Specific goals have been determined in a participatory manner, and the goals are reviewed monthly.

Under the current job function, forty-six percent of the respondents are in a front line sales role as a Patch of Land or Senior Sales Professional. Twenty percent of the respondents are in a leadership role in the sales function. Having a mix of front-line sales professionals and sales leadership provides insight in viewpoints of

Grupo Damm’s current situation is the third largest beer company in Spain. It is a large player in a market dominated by two other beer

District Sales Manager- These people are in charge of a team of around five or six account sales managers. Their main goal is to help the sales people out with whatever is need to get the job done. Whether it is talking to store managers,

During the past decade, the attitudes of Russian was changing and this lead to the sale of the beer market. According to BBC NEWs (2011), the beer sales have been increasing by 40% whereas the sales have been falling down by around 30% for vodka market in Russia, which can see from the data Russian drink more beer than

Sales and Services: This domain is covered by Members and sales-related entities, as it is used by all sales and service capabilities. The store sells products. Those are part of a transaction that involves product details, order, members, and employees, but retail sales essentially involve products.