1. business and industrial

Business Strategy Review (BSR)
Planning Template Outline Page
Purpose: To Engage our key customers in the Planning Process.
The BSR should be completed by the PPG Sales Rep and Dealer together.
Self Analysis: Focus on this past year
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How did PPG perform?
How did the Dealer perform?
What have we both learned?
What changes can be implemented?
Strategic Path Forward: Focus on next year with timelines
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How or what has changed in the Dealer’s business?
Are there strategic changes that need to be made?
How can PPG assist?
Part 1:
General Information
Part 2:
Dealer Service Area
Part 3:
Competitor Analysis
Part 4:
Dealer Statement of Strengths
Part 5:
Market Analysis
Part 6:
Drawing conclusions and Identifying Opportunities
Part 7:
Strategies
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Part 8:
Outside Selling Plan
Sales / Advertising Plan
Personnel Needs
Personnel Training Plan
Product Lines Needed
PPG Purchase Goals
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Part 1: General Information
Territory and Dealer Information (please print legibly):
Year:
PPG Sales Rep Name:
Dealer Name:
Principle/Owner:
City and State:
Brands Sold:
Part 2: Dealer Service Area
Briefly summarize the area that is serviced by the dealer including counties served,
market conditions and competitors. What recent changes in the business environment
has there been and what impact have these changes had on the dealer’s performance
and past strategies.
2
Part 3: Competitor Analysis
How do you rate in the eyes of the customer? Dealers need to objectively scout
their competitors and design effective strategies to get to our goals – more customers,
more sales, and more profit.
Rate Each Element
A = Superior
You
B = Good
Comp 1
C = Fair
Comp 2
D = Poor
Comp 3
Name of Competitor
Customer Convenience
Consider store hours, location, parking, lighting, etc. in your rating.
Customer Appeal
Consider curb appeal, housekeeping, personnel, advertising,
customer service, ease of checkout, merchandising, interior and exterior signage.
Merchandise Offering
Premium Consumer Paints (Pro & DIY)
New Home Construction (Builder Paints)
Commercial / Contractor Paints
Industrial / Protective Coatings
Industrial / OEM Manufacturing Paints
Brushes & Rollers
Sundries
Rental Equipment
Other
Strongest Department?
Relative to your competitors and based upon your objective ratings compiled above, rate each
store’s overall place in the market.
Overall Rating
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Part 4: Statement of Strengths
The purpose of this worksheet is to identify key unique strengths which can be used as
building blocks to improve your business and identify areas that need to be corrected as
soon as possible.
What are you good at?
What can you improve?
Very successful dealers usually have something which “sets them apart” from the
competition. It could be a dominant assortment in a certain product line or something
special about services offered to their customer.
What sets your business apart from the competition?
What is your Value Proposition?
4
Part 5: Market Analysis (to be completed by PPG rep)
I
Based on the counties served, use Market Analysis Worksheet (located on Sales
Connect) to provide market demographics that will help you with this section.
Estimate the market size and dealers % share for the following segments?
Premium Consumer Paints (Pro & DIY)
$
%
New Home Construction (Builder Paints) $
%
Commercial / Contractor Paints $
%
Industrial / Protective Coatings $
%
Industrial / OEM Manufacturing Paints $
%
Which segments do you believe are growing?
II
What is the dealer’s current customer mix? (% of total paint sales)
%
%
%
%
%
Premium Consumer Paints (Pro & DIY)
New Home Construction (Builder Paints)
Commercial / Contractor Paints
Industrial / Protective Coatings
Industrial / OEM Manufacturing Paints
100
%
The following segments the dealer’s purchases of PPG products for prior year and
Prior 12 Months based on gallons. (YTD and PYTD can be used as substitutes)
III
Prior Yr or
YTD Gals
Prior Year or
YTD % of Total
Prior 12 Mths or
PYTD Gals
Prior 12 Mths or
PYTD % of Total
Residential Repaint
Commercial
Industrial
New Home Construct
True Finish
TOTAL
IV
Which segments represent growth opportunities for the dealer’s business? (Y or N)
Premium Consumer Paints
Builder Paints
Commercial / Contractor Paints
HPC and Amercoat Coatings
True Finish
5
Part 6: Drawing Conclusions and Identifying Opportunities
Why do customers shop your store?
What do your most important competitors do better?
How can you improve your services compared to the competition?
How do your hours of operation compare to the competition? Open early? Open on
weekends?
How can your store be more attractive to customers? Easier to shop?
Is your current advertising strategy driving growth? How can it be improved?
Are your employees properly trained?
Are you getting the most out of your employees?
Is your financial condition healthy? Are you poised for growth?
Do you have enough warehouse space to meet your growth goals? How can you
manage your current inventory more efficiently?
Are you making the profit you expected for your investment?
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Please place a check next to the statement that is the most
accurate description of your business?
(CHECK ONE ONLY)
Planned
Expansionist
Planning to open new locations soon, willing to take risks
to grow
Business Builder
Business is financially sound, interested in growth but not
planning new locations, seeking to minimize risk
Market Leader
Has some market dominance, business has developed its
own brand equity in the local market
Harvester
Owner is planning to retire within the next 5 years and not
actively trying to grow the business, averse to risk,
protecting the status quo
Struggler
Sales are stagnating or shrinking despite the dealer’s
efforts to build the business
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Part 7: Strategies
OUTSIDE SELLING PLAN:
Total hours per week outside selling:
Identify Target Accounts that will be tracked over the next 12 months:
Up to 5 Top Target Accounts
Potential Sales
1
$
2
$
3
$
4
$
5
$
PPG Commitment in support of this plan:
PERSONNEL TRAINING PLAN:
List training needed for personnel employed by the Pinnacle dealer:
Dealer Personnel Name
Training Needed
PPG Commitment in support of this plan:
8
Target
Completion
Date
SALES / ADVERTISING PLAN:
PPG co-op allowance $
Advertising $’s above co-op allowance: $
TOTAL SALES / ADVERTISING BUDGET: $
Detail your Sales & Advertising customer initiatives you plan to achieve this strategy.
Include any special marketing ideas you plan to implement such as product promos,
BBQ’s, cookouts, fishing tournaments, golf outings, contractor breakfasts/lunches, etc.
Types of Advertising
Budget / Timetable
PPG Commitment in support of this plan:
PERSONNEL NEEDS:
List new positions needed such as drivers, paint mixers, store managers, counter
people, salespeople, etc.
Job Title / Target Person
Where Employed
PPG Commitment in support of this plan:
9
Target
Completion
Date
PRODUCT LINES NEEDED:
List new product lines that are needed to meet competition in the market.
Product Line Needed
Is There
Adequate
Space in the
Store for this
Line?
“Yes” or “No”
PPG Commitment in support of this plan:
10
Has a
Business Plan
been done to
establish a
strategy for
this line?
“Yes” or “No”
Target
Completion
Date
Part 8: PPG Purchase Goals FOR CURRENT YEAR
Purchase History is used as a basis for setting Purchase Goals. Purchase History
should be Prior Year or Prior 12 months.
History
Goal
Result
History
Goal
Result
History
Goal
Result
History
Goal
Result
History
Goal
Result
History
Goal
Result
$’s:
TOTAL PPG PURCHASES
Gallons:
$’s:
PITTSBURGH PAINTS
Gallons:
PORTER PAINTS
$’s:
Gallons:
HPC – PMC
$’s:
Gallons:
OTHER ________________________ $’s:
Gallons:
QUARTERLY SALES GOAL FOR
CURRENT YEAR:
1ST quarter:
1st half:
1st three quarters:
Final End Of Year:
Dealer
Signature of Agreement / Date
PPG Sales Representative
Signature of Agreement / Date
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