SALES MANAGEMENT OF 2 MILK COMPANY (NEW ZEALAND) 19 19 SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)

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SALES MANAGEMENT OF a2 MILK COMPANY
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SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)1
SALES MANAGEMENT OF a2 MILK COMPANY

SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)2
Table of Contents
Introduction....................................................................................................................3
Discussion......................................................................................................................4
Section A: Prospecting...............................................................................................4
About Company.........................................................................................................4
Product type, product range or service...................................................................5
FAB as Buying Guide............................................................................................6
Selling Potential of Buying Firm...............................................................................8
Ideal Customer Profile...........................................................................................8
Identification of different business firms...............................................................9
Justification of Businesses Fitting the Ideal Customer Profile..............................9
Section C: Personal and Territory Management......................................................15
Territory and Personal Annual Sales Goal Design..............................................15
4-Quadrant Opportunity Matrix Deign................................................................17
Section D: Territory Analysis and Account Classification......................................19
Portfolio Analysis with Justification....................................................................19
Territory Routing Maps........................................................................................19
Organizational Structure of Sales Team..............................................................22
Individual Activity Plans..........................................................................................23
Conclusion....................................................................................................................31
Bibliography.................................................................................................................32

SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)3
Introduction
The paper aims to discuss the process of sales management of a2 Milk Company in
Australia branch. It focuses on the sections like prospecting, the selling potential of the firm,
territory management, and territory analysis with team activity management. The paper
discusses the company background of the a2 Milk Company, its vision with values along
with the product range. The features, benefits and advantages of the type of products of a2
Milk Company on comparison with two other competitor brands for assessing the
competitive market position of the company. The paper also aims to discuss on the process of
how a customer profile is designed for five different business as well as the territory
management with goals set and team activity plans are structured to meet the goals.

SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)4
Discussion
Section A: Prospecting
About Company Company image
The company has a goodwill image in the corporate sustainability with a carbon
neutral supply chain, having globally recognized animal welfare and protection rights,
seventy-eight percent of farms are directed towards biodiversity plans. The products
have eco-friendly packaging with 95% recycle materials used. It has highly efficient
water conservation and waste disposal system with 95% diversion of waste. There is
product safety through unique QR codes for product verification. Company vision
To enrich the lives of peoples by enhancing the nutritional value and harnessing
benefits to customers
 Number of offices distributed worldwide:
a. United States of America
b. Australia
c. New Zealand
d. China
e. Singapore
f. Vietnam
g. Singapore
h. South Korea Number of company facilities
The company operates in Estimated sales turnover for the year 2019
Total revenue recorded is $1.3 billion with an increase of 41.4 %. The EBITDA is of
$413.6 million. The turnover as per countries are:
Australia and New Zealand consist $842,695 million.
United States consist of $34,560 million.
Greater China and Asia consist of $405,667 million.
United Kingdom consisted of $21,574 million Current Market Position

SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)5
The company is a premium milk nutrition brand with 82.4% increase in research and
development investment and raising $142.3 million in the annual year of 2019 raising
at a level of 41%. There is diversity in the company with 40% of women
representation in leadership. It has an ethical supply chain with premium grants
provision to farmers. In the environmental sustainability scale, it has 100% carbon
neutrality across its supply chain. Competitive Environment
There has been strategic partnership alliances in Synlait, Fonterra and China State
Farm. The a2 Milk is a market leader in nutritional product in Australia supermarkets
capturing huge market share. The a2 platinum has been dominating the infant
nutrition market at grocery and pharmacy sector. In core markets, Australia-New
Zealand, Greater China and USA are highest in product market growth. The UK and
European market are challenging to capture with less market growth. Company Background
The a2 Milk Company operates with five values namely the- bold passion, humility,
pioneering spirit, respect and integrity. With a drive of creating products and
delivering products ethically along with the willingness to learn throughout the
process is necessary. The company thrives on outcome driven policy with an open-
minded diverse culture. The differences are respected and right thing in right time for
the right people is appreciated by the company policies.
Product type, product range or service
The product type is a2 platinum.
There are 5 ranges of this product.
a. The a2 platinum premium infant formula is for bottle fed babies right from birth within
first 6 months. 1 level scoop is of 7.5 g of powder. It should be mixed with cooled boiled
water and the number of feeds decrease from 5 to 3 times as the baby grows up.
b. The a2 platinum premium follow on formula is for 6 to 12 months babies. 1 level of
scoop is 8.5g. The number of feeding increases from 3 to 4 times a day.
c. The a2 platinum toddler milk is for toddlers from 1 to 3 years to take as supplement with
the normal diet. It can be taken with drinking water with 2-3 serves each day.

SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)6
d. The a2 platinum premium toddler milk is for kids from 3 years of age to take as
supplement with normal diet. Taken with drinking water, it can be given for 2 times a
day.
e. The a2 platinum pre, during and post pregnancy formula is for women during their
pregnancy period and breastfeeding stage. It should be taken one month before
conception and 3 months after pregnancy.
FAB as Buying Guide
The features, Advantages and Benefits of the products of a2 Milk Company
along with other two competitors chosen as examples to recommend a suitable buying
guide for the customer is :
Company Compet
itor1
Compet
itor2
a2 Milk
Company
Abbott Nestle
Product 1 Product
1
Product
1
Feature A2 Nutrition
for mothers
Similac
Mom
Baby &
Me
1 Pre
pregnancy
2 During
pregnancy
During
pregnan
cy
During
pregnan
cy
3 Post
pregnancy
Post
pregnan
cy
4 Breastfeedin
g
Breastfe
eding
5 Not for
infants and
young
children
Not for
infants
and
young
children
Not for
infants
and
young
children
6 To be taken
one month
before
conception
and 3
months after
pregnancy
To be
taken
during
concepti
on and
after
concepti
on for 3-
4
months
To be
taken
during
concepti
on and
after
concepti
on for 5
months

SALES MANAGEMENT OF a2 MILK COMPANY (NEW ZEALAND)7
Advantag
es
1 Rich source
of iron,
iodine and
zinc for
cognitive and
nerve
development
of child
DHA,
Lutein
and
Vitamin
E for fast
brain
develop
ment of
children
DHA,
iron and
choline
for brain
develop
ment of
child
2 Rich source
of folic acid
for curbing
neural risks
and shocks
of child
23
vitamins
and
minerals
to
support
nutrition
100%
vegetari
an
supplem
ent
3 Reduce
fatigue of the
mother with
rich source in
vitamin C
and
magnesium
Manage
sugar
levels
during
pregnan
cy
Comes in
vanilla
flavour
Pricing High Moderat
e
Less
Delivery Chemist
warehouses
Departm
ental
stores
Departm
ental
stores
Supermarket
s
Pharmac
y stores
Pharmac
y stores
Pharmacy
stores
Superma
rkets
Superma
rkets
Benefits
1 No added
sucrose
Lowest
fat
content
Rich in
probiotic
s
2 Contains
omega-3
Rich in
zinc
Rich in
vitamin
A
3 Rich in
calcium
Rich in
calcium
Rich in
vitamin
E
4 Rich in
vitamin D
Rich in
vitamin
Rich in
vitamin