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    Case Analysis - Sales Force Integration at Fedex

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    ayush singla
    FedEx has revenues of $15 billion in 2000 and operates two main divisions: FedEx Express (air shipments) and FedEx Ground (road shipments). To better coordinate these divisions and provide a unified customer experience, FedEx is considering redesigning its salesforce compensation plan and integrating the separate salesforces. The key alternatives are to fully integrate the salesforces into one unit or to coordinate the units separately. The document recommends fully integrating the salesforces, cross-training them, appointing pre-sales consultants, and modifying compensation plans to evaluate employees on both divisions' performance.

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    Case Analysis - Sales Force Integration at Fedex

    Uploaded by

    ayush singla
    55 views6 pages
    FedEx has revenues of $15 billion in 2000 and operates two main divisions: FedEx Express (air shipments) and FedEx Ground (road shipments). To better coordinate these divisions and provide a unified customer experience, FedEx is considering redesigning its salesforce compensation plan and integrating the separate salesforces. The key alternatives are to fully integrate the salesforces into one unit or to coordinate the units separately. The document recommends fully integrating the salesforces, cross-training them, appointing pre-sales consultants, and modifying compensation plans to evaluate employees on both divisions' performance.

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    SecB_Group4_FedEx (1).pptx

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    FedEx has revenues of $15 billion in 2000 and operates two main divisions: FedEx Express (air shipments) and FedEx Ground (road shipments). To better coordinate these divisions and provide a unified customer experience, FedEx is considering redesigning its salesforce compensation plan and integrating the separate salesforces. The key alternatives are to fully integrate the salesforces into one unit or to coordinate the units separately. The document recommends fully integrating the salesforces, cross-training them, appointing pre-sales consultants, and modifying compensation plans to evaluate employees on both divisions' performance.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    55 views6 pages

    Case Analysis - Sales Force Integration at Fedex

    Uploaded by

    ayush singla
    FedEx has revenues of $15 billion in 2000 and operates two main divisions: FedEx Express (air shipments) and FedEx Ground (road shipments). To better coordinate these divisions and provide a unified customer experience, FedEx is considering redesigning its salesforce compensation plan and integrating the separate salesforces. The key alternatives are to fully integrate the salesforces into one unit or to coordinate the units separately. The document recommends fully integrating the salesforces, cross-training them, appointing pre-sales consultants, and modifying compensation plans to evaluate employees on both divisions' performance.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 6

    Case Analysis – Sales Force Integration at

    FedEx

    GROUP 4

    MEGHNA BAGRI

    NIHAL SINGH

    N I K H I L M A H E S H WA R I

    P R E R N A C H A U R A S I YA

    RY T HM B AJ AJ

    TA N YA J A I N
    5C Analysis
    Company
    started by Fred Smith in 1973

    has $15 billion revenues as on 2000

    main products are FedEx Express (87% of revenues) and FedEx Ground (13% of revenues) which takes care of shipments through air and road respectively

    Customers
    Based on the revenue FedEx obtained from customer in the previous year. On the top of the pyramid are companies like “General Electrics” and “Daimler-Chryselrs”
    with billings of more than $10 million per year. Bottom of the pyramid are companies which do a business of $6000 - $ 40000 per year

    Competition

     In ground segment main competitors are UPS (United parcel service), U.S. Postal services(USPS) and Airborne Freight. 
    Airborne freight primarily offered next-day delivery of packages less than 2 lbs and it is the third largest express carrier of US in 1999.

    Collaborators
    Independent contractors of RPS who operate the fleet of trucks and a consulting service for transportation called caliber logistics which looks after transportation,
    logistics and supply chain customer needs.

    Context
    Independent contractors of RPS who operate the fleet of trucks and a consulting service for transportation called caliber logistics which looks after transportation,
    logistics and supply chain customer needs.
    Decision Problem
    To redesign the compensation plan and unify the salesforces of FedEx
    Alternatives
    Alternative 1:
    Integrate the sales force into one
    • One shipping system
    • Single point of contact
    • Focus on consultative selling

    Alternative 2
    Coordinate the units instead of integrating the sales force
    • Will become difficult to judge the units
    • Chances of coordination problems among sales executives
    Recommendations

    1. First, ,make employees understand the goals of ARISE


    2. Merge services division
    3. Cross train the sales forces
    4. Include more parameters to evaluate compensation
    5. Appoint a pre sales consultant to facilitate the selling process
    Thank you

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