THE MAIN PURPOSE OF A LABOR UNION / TUTORIALOUTLET DOT COM THE MAIN PURPOSE OF A LABOR UNION / TUTORIALOUTLET | Page 91

Being in finance at Grumman, driving profitable revenue growth is
his primary objective. He operation is heavily supported by IT/IS so
he knows the potential benefits of technology use in a business. When
his father retires in 10 years he will likely become CEO. 1 | P a g e
The Strategic Plan
The strategic plan is to grow the company from current sales of $33
Million/year to $72 Million in three years by aggressively expanding
into southern California and the Mountain states. Jim Donner, a 27
year veteran employee and rising sales star, has been chosen to lead
the effort in the Mountain States. A mixed model of direct and
independent sales representatives supported by inside sales has
worked well for the company over many years so the intent is to
continue the model. The company has no sales offices – The Sales
Reps all work from home or an office of their own choosing. Sothern
California will have a small satellite office in LA or San Diego and
the new Mountain States Region will have a regional office in
Denver. C- Level Executives Operations Finance & Accounting
HR Marketing Admin Sales IT
Current Staffing Headquarters Office San Jose 4 5 4 1 1 3 Field Sales
10 + 1 RSM Inside Sales 4 Apps Engineers 2 1 Technician (addition
of 1 senior manager and 2 staff planned) 3 Year Expansion Plan
Southern California Mountain States LA or San Diego Denver 0 0 0 0
1 (Doubles as Office 1 (Doubles as Office Manager) Manager) 0 0 0 0
0 0 Field Sales 10 Field Sales 10 + 1 RSM Inside Sales 4 Inside Sales
4 Apps Engineers 2 Apps Engineers 2 0 0 In this type of business,
long term relationships are very important. Sales reps tend to bring
their best customers with them as they move from distributor to
distributor. Rock Solid is intending to leverage this fact to grow very
quickly by sticking to an experienced independent sales representative
model with only a few direct sales people for large critical key
accounts. Sales Staffing Table Revenue Sales Headcount
Accounting/Office Mgr Year 1 $40 Million 17 2 Year 2 $55 Million
35 2 Year 3 $72 million 50 2 The company plans to use technology to