AMT Computers
Management Summary
Our management philosophy is based on responsibility and mutual respect. People who work at AMT want to work at AMT because we have an environment that encourages creativity and achievement.
6.1 Organizational Structure
- The team includes 21 employees, under a president and four managers.
- Our main management divisions are sales, marketing, service, and administration. Service handles service, support, training, and development.
6.2 Management Team
Ralph Jones, President: 46 years old, founded AMT in 1984 to focus on reselling high-powered personal computers to small business. Degree in computer science, 15 years with Large Computer Company, Inc. in positions ending with project manager. Ralph has been attending courses at the local Small Business Development Center for more than six years now, steadily adding business skills and business training to his technical background.
Sabrina Benson, VP Marketing: 36 years old, joined us last year following a very successful career with Continental Computers. Her hiring was the culmination of a long recruiting search. With Continental she managed the VAR marketing division. She is committed to re-engineering AMT to be a service and support business that sells computers, not vice-versa. MBA, undergraduate degree in history.
Gary Andrews, VP Service and Support: 48 years old, 18 years with Large Computers, Inc. in programming and service-related positions, 7 years with AMT. MS in computer science and BS in electrical engineering.
Laura Dannis, VP Sales: 32, former teacher, joined AMT part-time in 1991 and went full-time in 1992. Very high people skills, BA in elementary education. She has taken several sales management courses at the local SBDC.
John Peters, Director of Administration: 43, started with AMT as a part-time bookkeeper in 1987, and has become full-time administrative and financial backbone of the company.
6.3 Management Team Gaps
At present we believe we have a good team for covering the main points of the business plan. The addition of Sabrina Benson was important as a way to cement our fundamental re-positioning and re-engineering.
At present, we are weakest in the area of technical capabilities to manage the database marketing programs and upgraded service and support, particularly with cross-platform networks. We also need to find a training manager.
6.4 Personnel Plan
The Personnel Plan reflects the need to bolster our capabilities to match our positioning. Our total headcount should increase to 26 this first year, and to 31 by the third year. Detailed monthly projections are included in the appendix.
| Personnel Plan | |||
| 1996 | 1997 | 1998 | |
| Production Personnel | |||
| Manager | $36,000 | $40,000 | $40,000 |
| Assistant | $12,000 | $13,000 | $14,000 |
| Technical | $12,500 | $35,000 | $35,000 |
| Technical | $12,500 | $35,000 | $35,000 |
| Technical | $24,000 | $27,500 | $27,500 |
| Fulfillment | $24,000 | $30,000 | $30,000 |
| Fulfillment | $18,000 | $22,000 | $22,000 |
| Subtotal | $139,000 | $202,500 | $203,500 |
| Sales and Marketing Personnel | |||
| Manager | $72,000 | $76,000 | $80,000 |
| Technical Sales | $60,000 | $63,000 | $85,000 |
| Technical Sales | $45,500 | $46,000 | $46,000 |
| Salesperson | $40,500 | $55,000 | $64,000 |
| Salesperson | $40,500 | $50,000 | $55,000 |
| Salesperson | $33,500 | $34,000 | $45,000 |
| Salesperson | $31,000 | $38,000 | $45,000 |
| Salesperson | $21,000 | $30,000 | $33,000 |
| Salesperson | $0 | $30,000 | $33,000 |
| Subtotal | $344,000 | $422,000 | $486,000 |
| General and Administrative Personnel | |||
| President | $66,000 | $69,000 | $95,000 |
| Finance | $28,000 | $29,000 | $30,000 |
| Admin Assistant | $24,000 | $26,000 | $28,000 |
| Bookkeeping | $18,000 | $25,000 | $30,000 |
| Clerical | $12,000 | $15,000 | $18,000 |
| Clerical | $7,000 | $15,000 | $18,000 |
| Clerical | $0 | $0 | $15,000 |
| Subtotal | $155,000 | $179,000 | $234,000 |
| Other Personnel | |||
| Programming | $36,000 | $40,000 | $44,000 |
| Other Technical | $0 | $30,000 | $33,000 |
| Subtotal | $36,000 | $70,000 | $77,000 |
| Total People | 26 | 27 | 31 |
| Total Payroll | $674,000 | $873,500 | $1,000,500 |
6.5 Other Management Considerations
Our attorney, Frank Dudley, is also a co-founder. He invested significantly in the company over a period of time during the 1980’s. He remains a good friend of Ralph and has been a steady source of excellent legal and business advice.
Paul Karots, public relations consultant, is also a co-founder and co-owner. Like Dudley, he invested in the early stages and remains a trusted confidant and vendor of public relations and advertising services.
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