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SYSTEM
OVERVIEW
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Strategic Advantage)
TKCS
designed a system that registers client and dealer information,
and manages the rebate process. An integral component of the
system is the ability to generate comprehensive and timely
management reports, which include a series of queries for
scenario planning.
Component
1 - Customer and Contract Management: Agfa sells through
dealers to customers such as hospitals, laboratories and veterinary
clinics. An Agfa account executive oversees each client, but
the majority of the communication is between the dealer and
the customer. Although very effective, this distribution channel
requires a considerable amount of coordination, administration
and reporting.
The system
compiles information such as contact information, business
and shipping addresses, and buying group details. Contracts
are usually multi-year agreements that guarantee product volumes
and offer price protection, and may include equipment leases.
Each contract requires purchase monitoring and coordination
of the rebate program.
The direct
benefits of the system are demonstrated in its reporting and
scenario planning capabilities. The Calgary office easily
generates reports for Agfa's head office. Executives receive
reliable management information pertaining to committed vs.
actual sales levels, pending or expired contracts, account
executive and dealer results, buying group negotiations, production
requirements for both film and chemistry, and outstanding
liabilities pertaining to rebates and accrual funds.
Component
2 - Rebate Management: The rebate program has become considerably
simpler to manage. The program includes features such as purchase
price protection, rebates, and equipment financing terms.
All rebates are dependent upon purchase volumes, and follow
a pre-determined disbursement schedule. The TKCS database
simplifies rebate cheque processing and accrual fund tracking.
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