Glen Mar Forest Products
Strategy and Implementation Summary
Glen Mar Forest Products will focus on becoming the leading provider of color enhanced mulch products.
5.1 Competitive Edge
Charles Marshall is the competitive edge of Glen Mar Forest Products. Charles has worked for both Acme Forest Products and Wilson Landscaping over the past fourteen years.
In his last position with Acme Forest Products, Charles sold wood by-products to numerous markets on the West Coast. He generated sales in excess of $4 million annually. His strength is his customer relation skills and he has been successful in expanding the range of products purchased by wholesale distributors in his sales region.
Before joining Acme Forest Products, Charles was a sales representative for Wilson Landscaping for six years. Wilson Landscaping is the largest landscaping firm in the greater Lane County area with sales in excess of $4 million annually.
During his years with both Acme Forest Products and Wilson Landscaping, Charles has made invaluable contacts with wholesale distributors, landscaping professionals, and commercial retail outlets. This gives Glen Mar Forest Products the competitive edge in introducing its new products to its target customers.
5.2 Sales Strategy
Glen Mar Forest Products will have two distinct sales approaches:
- For Wholesale Distributors: We will offer distributors a 20% discount on wholesale purchases for the first three months of operation.
- For Landscaping Professionals: We will offer landscaping professionals the wholesale price for Rainbow Mulch™ for the first six months of operation.
5.2.1 Sales Forecast
The following is the sales forecast for three years.
| Sales Forecast | |||
| Year 1 | Year 2 | Year 3 | |
| Sales | |||
| Wholesale Distributors | $209,500 | $260,000 | $310,000 |
| Landscaping Professionals | $124,000 | $160,000 | $200,000 |
| Total Sales | $333,500 | $420,000 | $510,000 |
| Direct Cost of Sales | Year 1 | Year 2 | Year 3 |
| Wholesale Distributors | $85,900 | $110,000 | $130,000 |
| Landscaping Professionals | $18,300 | $23,000 | $24,000 |
| Subtotal Direct Cost of Sales | $104,200 | $133,000 | $154,000 |
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