The Stretch ‘r Wings company sales plan is a comprehensive analysis of businesses that rely on the aircraft technology to go about their business. The product mix of the company mainly includes medical interior equipment for organizations that require installing medical units in their transport facilities. Some of the most critical aspects of the sales plan include the market analysis, the goals of the company, financial analyses which provide the performance indicators as well as milestones that the firm is to achieve in sales.
Stretch ‘r Wings is a small business in the aircraft industry that is focused on supplying interior medical equipment for aircraft industries and medical companies that use airplanes. The principal marketing strength of the organization is that it provides its products at cost effective prices and targets the right consumer; hospital flight units and airplane companies (Stretch ‘r Wings, n.d.). The firm adopts a sales approach in which it begins with the planning of its sales strategy extensive research that is commonly present in business to business sales. Stretch r Wings focuses its sales strategies on a year by year prediction which guides its current sales activities. Within the business to business approach, the company’s product mix includes lightweight designs that meet FAA guidelines. The market needs for aircraft products are uniform across the market; all the consumers want aircraft medical units that are lightweight, convenient and easy to store. With most of the clients and consumers being large corporations, marketing ventures using mails, brochures, e-commerce and demos characterize some of the strategies that a company may adopt to attract sales (Davies, Ryals & Holt, 2010). Stretch r Wings takes a similar consultant sales strategy where the company places itself as an expert provider of the best option of products.
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Some of the primary factors to consider when deciding a sales plan include the ability to advance into new situations in which the role of the seller transforms considering the market requirements. Stretch ‘r Wings sales report uses an inbound approach. According to Kupler, (2009), the inbound sales strategy is usually focused on the buyer actions, and the firms often use buyer and seller data to make predictions that determine sales strategies that create a “seamless experience” for the buyers. The sales approach captures consumer data, competitor data and the seller information that suggests its sales approach as a business to business organization (Zimmerer, Scarborough & Wilson, 2005). From the business plan, Stretch ‘r Wings are primarily using the consultant approach in which the organization makes sufficient analysis of the market segmentation, market needs and consumer expectations for aircraft that require installing of medical units. Within a strategic business plan, the firm should include objectives which are based on the sales forecast for the company (Cravens & Piercy, 2006). The business plan also includes a personnel layout that shows the forecast for expenditure that the company is to incur due to their operational activities. Further financial planning included Break Even Analysis, projected profit, and loss as well as the cash flow which may result from the sales.
The sales approach that characterizes the plan by Stretch ‘r Wings may be categorized among corporate sales approaches. The main features of a corporate sales approach are that they provide a comprehensive analysis of the company SWOT, goals, performance indicators and financial forecasts (Frattini, 2007). In the sales report, the sales forecast and the analysis of market strengths and competitiveness are aligned to the consumer needs in the market. The report includes organizational sales objectives which are not only consumer focused but imply an inclination of the organization’s activities towards satisfying consumer needs and becoming a major player in the market. To achieve the sales objectives, the management has to ensure an effective start-up budget of which the sales plan makes a preliminary estimation as to the operating expenses in anticipation of the sales. Moreover, the plan includes a personnel plan which shows the remunerations and the duties of the critical cadres that will have an impact on the sales of the company. However, since the plan is broad in its information and includes financial projections of cash flow, ratio analysis, and forecasted expenditure. Sahlman (2008) suggests that a significant sales plan would be much more efficient through an explanation of the tabulated calculations concerning the projected financial situation of the company. Moreover, the sales plan does not adequately explore the duties of the personnel that will be involved in marketing and sales but rather focuses on the operational costs of maintaining the workforce.
In conclusion, Stretch ‘r Wings is a company that is well strategized to acquire sales in the air transport industry through its medical unit products. The company therefore mainly targets the market segments of health providers, military and travels companies that require medical units for their airplanes. The sales plan involves a summary of the company’s products and states their competitive advantage over other products within the market. Moreover, the management includes financial plans and milestones in the management activities that will ensure achievement of the sales objectives. The sales plan is, therefore, a comprehensive analysis of the business to business consumer needs and the ability of the company to fulfill them.
References
Cravens, D. W., & Piercy, N. (2006). Strategic marketing (Vol. 7). New York: McGraw-Hill.
Davies, I. A., Ryals, L. J., & Holt, S. (2010). Relationship management: A sales role, or a state of mind?: An investigation of functions and attitudes across a business-to-business sales force. Industrial Marketing Management , 39 (7), 1049-1062.
Frattini, G. (2007). Improving business reporting: New rules, new opportunities, new trends . Milano: Giuffrè.
Sahlman, W. A. (2008). How to write a great business plan . London, Harvard Business Press.
Stretch ‘r Wings. (n.d.) Aircraft Equipment Maker Business Plan. Bplans.com . Retrieved from, http://www.bplans.com/aircraft_equipment_maker_business_plan/executive_summary_fc.php
Kuiper, S. (2009). Contemporary business report writing . Australia: South-Western Cengage Learning.
Zimmerer, T., Scarborough, N. M., & Wilson, D. (2005). Essentials of entrepreneurship and small business management . London, Pearson/Prentice Hall.
