Question

Topic: Strategy

Sales Targets Not Able To Achieve

Posted by Ali Mustafa on 8/1/2010 at 6:02 AM ET 300 Points
Hello

We are a small electronic retailer in the Middle East and sell laptops on installment
Our target market is Asian community who cannot afford to buy in net cash.

Our monthly target is to sell 150/- units.

And every month we end up in selling 60 to 70 units.

My question is that with extensive advertising in the newspapers and TV channels we are still short on our target, is there anything we can do to achieve our target.
To continue reading this question and the solution, sign up ... it's free!
SUBSCRIBE
Or, SIGN IN

RESPONSES

  • Posted on 8/1/2010 at 8:26 AM Moderator
    Reduce the target so that it's more realistic.
  • Posted by Ali Mustafa on 8/1/2010 at 8:57 AM Author
    you are right mgoodman.

    we have already done that now we are only focusing on single asian community that is Filipinos.But still no luck
  • Posted by Jay Hamilton-Roth on 8/1/2010 at 10:08 AM Accepted
    Have you offered a referral bonus to all your existing customers?
    Have you interviewed your recent customers to find out WHY they purchased from you (instead of any of your competition)?
    Have you interviewed people who didn't purchase from you to find out WHY they didn't?

    Your sales teams needs better focus and understanding of your market.
  • Posted by Ali Mustafa on 8/1/2010 at 10:25 AM Author
    hi jay

    yes we do have referral bonus for our existing customers for each customer they provide.

    people buy from us because we provide the best installment scheme and no other retailer does so, as for the people who didn't buy from us complaint that we are charging very high price, but its not the case we don't charge high price but have a flat amount as interest every month and we have given lot of facility to the customers in terms of payments.
  • Posted by Ali Mustafa on 8/2/2010 at 7:03 AM Author
    hi friends

    I'm still waiting for some suggestions and ideas,

    i will keep this question open for few more days.

    regards
  • Posted on 8/2/2010 at 10:55 AM Accepted
    Does the Filipino community have specific churches, community groups or other gathering centers? If such places exist in your area, consider advertising in their bulletins and program books, or being a sponsor for an event they might celebrate.

    Try to go directly to your target audience(s); make yourself stand out more clearly.

    Also, if their children go to certain schools or they all live in specific neighborhoods you can look into sponsorships for sports teams and the like.

    A highly targeted approach will be more work at the start, but you might also find these initiatives to be less expensive and more productive over time.

    Good luck.
  • Posted on 8/2/2010 at 10:56 AM Accepted
    Does the Filipino community have specific churches, community groups or other gathering centers? If such places exist in your area, consider advertising in their bulletins and program books, or being a sponsor for an event they celebrate.

    Try to go directly to your target audience(s); make yourself stand out more clearly.

    Also, if their children go to certain schools or they all live in specific neighborhoods you can look into sponsorships for sports teams and the like.

    A highly targeted approach will be more work at the start, but you might also find these initiatives to be less expensive and more productive over time.

    Good luck.
  • Posted on 8/2/2010 at 11:35 AM Accepted
    as you told that target market is asian community -Filipinos. Then instead of extensively spending on newspapers ads and TVC's, more focus on sales team.
    Hire sales people having good negotiation skills, give preference to Philippians or someone having know how about their language. Then assign sales quota or targets , e.g. 30 - 40 units to each sales person in a month. Then, it's sales person's duty to manage clients and carry of sales process.
    In this way your advertisement cost also reduced and more units will be sold.
    In technical/electronics products, especially when sales in installments, there is a need to develop better relationship with customers and close relationship. That is only done by sales people.
    Then you can create a competition among sales people and increase sales of units. By personal visits by sales team, more customers are attracted and loyalty creates.
    Thanks
  • Posted by CarolBlaha on 3/7/2012 at 2:01 AM Member
    Ok while you are waiting for responses you have already awarded points. Hmm, why respond.

    You need simply four laptops to make your goals and you are blaming it on economy. How many people in your community are buying laptops-- right now. At this minute. Now think, why isn't it you.

    That is your core answer. Is economy a reason or excuse.

    There are lots of programs to bring computers to those who cannot afford. Are you tapped in? Start there.

    Then figure why those are buying computers -- and you know they are -- but not from you. Maybe it's subsidized programs as my last statement, maybe it's another reason?

    Until you figure the exact cause don't put any further resources into advertising.

BACK TO TOP

Post a Comment

Related Discussions

Community Info

Top 25 Experts
(Strategy)