Strategy and Implementation Summary
During the first two months of operation, the company will focus on completing and testing beta copies of Royal’s Inventory Basic and the MAS 90 portable data collection interface. Sales will begin in May and grow steadily for the next 10 months.
5.1 Sales Strategy
Royal’s Software will not do any direct selling, instead it will work closely with Pursuit Solutions’ VARs to sell and service Royal’s Inventory Basic. The two owners have existing relationships with a number of VARs through their existing positions, and since this product is unique in its price range, it is not expected that it will be difficult to find VARs to represent it.
MAS 90 customers will be developed by the CPA firm, Johnson and Roe. It is projected that the MAS 90 product will have over a 100 customers by June of 2003. A large number of small- to medium-sized businesses use MAS 90 in their dealings with Johnson and Roe, and it is expected that sales will be healthy through this channel.
5.1.1 Sales Forecast
The following is the sales forecast for the next three years.
|Year 1||Year 2||Year 3|
|Royal’s Inventory Basic||$179,000||$220,000||$270,000|
|Direct Cost of Sales||Year 1||Year 2||Year 3|
|Royal’s Inventory Basic||$5,370||$6,600||$8,100|
|Subtotal Direct Cost of Sales||$11,190||$13,500||$16,500|