Individual Sales Report
Horseshoe Press Inc and Flight Centre North America Account
Plan
Prepared By: Irene Chou
Prepared For: Philip Ho, Kwantlen Polytechnic University
MRKT 4160
Date of Submission: November 27, 2012
Account Plan
Flight Centre North America Account Plan
Prepared By: Irene Chou 100189540
Prepared For: Dickey Tam, Owner of Horseshoe Press Inc
Kwantlen Polytechnic University
Date of Submission: November 27, 2012
2
Executive Summary
Horseshoe Press Inc is a Canadian family-owned and operated business in Vancouver,
BC since 1988. They do many types of printing like brochure, booklets, pamphlets and
folders for companies, and they have the most advanced technology to produce the high
quality products.In their press room, they have one machine that other print companies do not
have in Western Canada which is the Heidelberg Speedmaster XL 105-6 + LX . Also,
Horseshoe Press is interested in obtaining Flight Centre North America as one of their key
account, so this report will contain analysis on these two companies.
This report has a detail description on the Flight Centre’s business profile, their S.W.OT,
and their ideal supplier profile. In addition, it will have the Horseshoe Press SWOT analysis,
their positioning analysis and competitive analysis. With all these information, there are four
sales objectives that are created for the key account which are:
1.
Able to do all the print design products for all Flight Centre business locations which is
more than 300 stores across the North America continent in the next five years.
2. Getting approximately 26% of profit margin return from the account’s business in the
next three years.
3. To establish long term relationship with Flight Centre for longer than 3 years by
achieving and maintaining outstanding customer services.
From these sales objectives, sales strategy and action plans are created to acquire this key
account.
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Table of Contents
Executive Summary .................................................................................................................... 3
Business Profile .......................................................................................................................... 5
Mission ............................................................................................................................... 5
Vision.................................................................................................................................. 5
Values ................................................................................................................................. 5
Strategic Plan ..................................................................................................................... 6
SWOT Analysis .................................................................................................................... 6
Strengths .................................................................................................................... 6
Weaknesses................................................................................................................ 7
Opportunities ............................................................................................................. 7
Threats ....................................................................................................................... 8
Ideal Supplier Profile .................................................................................................................. 8
Procurement Criteria ......................................................................................................... 9
Stakeholders....................................................................................................................... 9
Future Needs ...................................................................................................................... 9
The Company’s SWOT .............................................................................................................. 10
Strengths .......................................................................................................................... 10
Weaknesses...................................................................................................................... 11
Opportunities ................................................................................................................... 12
Threats ............................................................................................................................. 12
Positioning Analysis.......................................................................................................... 13
Competitive Analysis ........................................................................................................ 13
Sales Objectives ....................................................................................................................... 14
Location & Product Mix ................................................................................................... 14
Sales Strategy ........................................................................................................................... 15
Action Plan ............................................................................................................................... 16
Control Process ........................................................................................................................ 17
Learning Experience ................................................................................................................. 19
Appendices............................................................................................................................... 20
Appendix 1.1: SWOT Analysis for Flight Centre North America ...................................... 20
Appendix 2.1: SWOT Analysis of Horseshoe Press Inc ..................................................... 21
Appendix 3.1: Competitive Analysis ................................................................................ 21
Appendix 4.1: Tangible Resources ................................................................................... 22
Appendix 5.1: Action Plan ................................................................................................ 24
Appendix 6.1: Interview Questions .................................................................................. 24
Appendix 7.1: Bibliography .............................................................................................. 25
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Business Profile
Flight Centre Ltd is a leading retailer of travel products and services for the leisure and
corporate markets. The company operates in retail, corporate and wholesale brands,
internationally. Their brand networks are spread in many large countries with global staff of
12,700 team members. (Flight Centre, 2012) In February 2008, Flight Centre Ltd.
acquired Liberty Travel which is one of United States' largest and most recognized travel
agency groups. After the acquisition, it merged its three North American companies: Flight
Centre Canada East, Flight Centre Canada West and Flight Centre U.S.A. into one North
American. Now, Flight Centre North America has more than 300 stores and business and over
3000 staffs across the continent. (Flight Centre: Our Story, 2008)
Mission
Flight Centre’s mission is to be committed to social responsibility and positively
contributing to our community both within and outside the organization. (Flight Centre's
Commitment to Corporate Social Responsibility, 2012)
Vision
Flight Centre’s purpose is "To be the world’s most exciting travel company, delivering
an amazing experience to our people, customers and partners.” (Flight Centre Travel Group,
2012)
Values
Flight Center’s value is to assist all employees in their dealings with each other,
competitors, customers and community. The values endorsed include: honesty, integrity,
5
fairness and respect. These values are incorporated into the company core philosophies and
considered equivalent as Code of Conduct as it sets out the standards expected for all
employees. (Flight Centre, 2012)
Strategic Plan
Flight Centre’s current strategy is their multi-channel distribution which sets itself apart
from their competitors. Their clients have the choice of dealing with their travel agents either
directly or through online booking engine. It means that customers do not need to go to any
Flight Centre locations to do any booking for their flights or making any changes to their
flights. They can choose the way that they think that is the most convenient for them. Also,
they try to customize their business travel services for small and medium sized business, such
as trying to suit the specific needs of these business people and to create the best value for
them on travel spending. They guarantee the lowest airfare for customers and beat any price
that other travel agencies that offer. (Flight Centre, 2012)
SWOT Analysis
Since Flight Centre Ltd operates in many countries, the analysis will be based on Flight
Centre North America which is the three companies that are merged together in North
America: Flight Canada East, Flight Centre Canada West, and Flight Centre U.S.A. Appendix
1.1 will show the graphical representation of the SWOT analysis.
Strengths
Although there are many competitions for travel agencies around North America, Flight
Centre still can stay strong in the market and continue to expand on their operation. In
February 2008, Flight Centre Ltd. acquired Liberty Travel which is one of the USA’S largest
and most recognized leisure and wholesale operation. (Flight Centre, 2012) Also, at the same
6
time, it helps Flight Centre expand in to the USA market, and it result in the emersion of the
three North America companies. Flight Centre also has many locations and staffs on duty
across the continent. Many people would be able to recognize and get their travel services
done from the company. In addition, Flight Centre has set a multi-channel distribution
strategy and customizes their travel services for small to medium sized business. (Flight
Centre, 2012) It will give more flexibility and choices for the customers to book their plane
tickets or to deal with any travel services. The variety of travel services that they provide are
what most customers would need when they go travel, so customers would not need to need
to find more companies for extra services like car rentals, rail and cruises since they would
get everything that they need from Flight Centre. (Flight Centre, 2012)
Aside from the quality services that Flight Centre provides, they are also travel manager
for many Canadian sport and entertainment organization which means that they are really
involved in the community, and they are following their mission which is to be positively
contributing to the community. (Flight Centre, 2012)
Weaknesses
Every company has internal weaknesses, so even Flight Centre would have weaknesses.
Their websites are all in English, so if there are other language people who would like to get
a flight ticket or travel services from them and do not understand English, they would not be
able buy the flight ticket or any travel services from them. Their target market leans more
towards people who are able understand and read English. As a result, it causes Flight Centre
to lose a portion of market share.
Opportunities
Flight Centre North America mainly focuses their locations in Canada, and most of their
locations are open in Canada more than being opened in the United States. Flight Centre
7
should consider having more locations in the United States because they can spread their
business location to rural places where some travel agencies may not have interest to open
their business there.
Also, they should have headquarter located in the United States because any decisions or
things that would happen needs to go through headquarter in Canada before the business
locations in the United States can take action. If they have headquarter in the United States, it
would lessen the work that headquarter in Canada would need to deal with and it would
increase the efficiency of the decision being made.
Threats
Flight Centre is not the only travel agencies that are trying to provide unique services
and lowest price to consumers. There are many travel agencies around the world that could be
providing the same services with low price too. Competitors are everywhere across the
continent of North America, and in each city, people have many choices to choose from of
which travel agencies that they want to buy their services from. On the other hand, there
could be some routes that some travel agencies could provide while Flight Centre could not.
Also, some travel agencies could be specializing in few specific services or flight routes
while Flight Centre is trying to capture most of the cities that are around the world. Also,
since economic are only recovering from the recession, there could be a chance where the
society is really slow. Consumers could probably be not spending as much money on
vacation or taking flights to other places because they would use that money on other things
that they want.
Ideal Supplier Profile
The ideal Supplier Profile that Flight Centre looks for are: high quality products,
8
Delivered product on time, advanced technology, lower than company’s offered price,
responsible and share similar culture value
Procurement Criteria
The procurement criteria are: large in size of operation, meet the standards, high
standards in quality and certification on environmental safety
Stakeholders
Internal
Flight Centre’s internal stakeholders are: Administrative staffs, Managers and
Supervisors of their locations Shareholders and Sales people
External
Flight Centre’s external stakeholders are: Customers, Government, Service Suppliers
and Vendors
Future Needs
Flight Centre North America could want quality products with low pricing from the
company that they order services from. They would want innovative products for their
advertisements such as banners, store panels and flyers for their locations if they order a
design being made, so their company will be different from other travel agencies. Also, they
would like companies that have certification of being environmentally friendly since their
mission is to be socially responsible and positively contributing to our community within and
outside the organization. Potential
According to the “Flight Centre, Our story”, Flight Centre North America’s earns an
annual income of $667 million which is more than other Flight Centre in other countries.
(Flight Centre: Our Story, 2008) Having over 300 stores across the continent of North
9
America and all the business locations are under one big company, there is a potential for
Horseshoe Press to capture all the business that is around North America because Flight
Centre’s headquarter location is in Vancouver. Therefore, most of the decisions or any
services that they would be looking for would be from Vancouver. (Flight Centre: Our Story,
2008)
The Company’s SWOT
The SWOT analysis of Horseshoe Press is relevant to their company’s mission statement
and their vision. Their mission statement is to deliver the best printing experience possible
and being environmentally responsible. (HorseShoe Press, 2012) Their vision is “to
delivering the best of what we do and satisfied clients and loyal suppliers.” (HorseShoe Press,
2012) From the the mission statement and vision of Horseshoe Press would be an ideal
supplier to Flight Centre North America since Horseshoe Press share many common values
with the account and meet what they need according to the ideal supplier profile. (HorseShoe
Press, 2012) See Appendix 2.1 for graphical representation of SWOT analysis of Horseshoe
Press.
Strengths
During the interview, the interviewee has pride their company Horseshoe Press at having
fast turnover customer services. (Chui, 2012) It is one of the ideal supplier profile trait that the
account would like to have. Being able to provide fast customer services to customers, it
would satisfy them and makes them think that the company is concern about their business. It
would differentiate themselves from their competitors who might not be able to provide as
quick services as they can.
The prices that Horseshoe Press charges is a reasonable price and the product that they
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produce are quality. (Chui, 2012) There are other competitors who charge higher price with
the same quality. There could be also companies that would be charging lower price, but they
do not provide the same high quality product in which the customers could be looking for.
Horseshoe Press should have no problem in adapting of what Flight Centre wants which is
lower than company’s offered price and quality products.
In addition, Horseshoe Press helps customers do their design if they ask and pay them.
The design that they make fits the requirement that the customers want, and they try to
make it different from the market. (Chui, 2012). Also, Horseshoe Press is certified with FSC,
PEFC and Greenworks, and these certification are given to company who has proven to be
responsible in managing the use of their resources. (HorseShoe Press, 2012) This certification
fits with Flight Centre’s mission to be socially responsible to the community.
Weaknesses
However, Horseshoe Press does have their internal weaknesses as like other companies.
Even though their prices that they charge for their printing service is one of their strength, it
is also one of their weakness. The price that they charge is not the cheapest among their
competitors because there are some other companies that could be charging lesser for their
printing service. (Chui, 2012) However, the quality printing and certification of
environmentally friendly will give Flight Centre a better reason to choose them.
Another weakness that they have is they only have business location located in
Vancouver while Flight Centre has business locations all around the continent in North
America which includes United States. Flight Centre could this as inconvenient for them to
order services from Horseshoe Press because they could be paying more money and take
longer time to have their printing products to be delivered to United States and other
provinces in Canada. Also, Horseshoe Press would need to pay extra shipping fee if the other
11
company will not be paying, and they will need to give extra care on the print products if they
need to ship out of Canada.
Opportunities
The opportunity that Horseshoe Press can take is to keep up with the advance technology,
so it can continue to provide printing services that other company could not be providing. It
would make the company more outstanding from their competitors, and it would give them a
better advantage for Flight Centre to choose them as the supplier for their print products.
Since Horseshoe Press is already supporting few famous charities, local people would know
about this company, and if they continue to supporting more charities like the international
ones, their company would be better known in the international. If Horseshoe Press has the
opportunity to be the print supplier for Flight Centre, they could have more brand awareness
than before because Flight Centre is a well known travel agency around the world
Threats
According to the interviewee from Horseshoe Press, she said the company faces a few
competitors who provide same printing services as them in a lower price. (Chui, 2012) Some
customers would try to find companies that will give them lower price than Horseshoe Press
and ask Horseshoe Press to provide either lower than that or they would choose their
competitors. (Chui, 2012) Also, interviewee from Horseshoe Press is stating that the printing
services from other countries like China are much cheaper even if they include the shipping
fees, but the quality cannot be match. (Chui, 2012) Since Flight Centre looks for company
who provides quality product and is environmentally friendly, Horseshoe Press can use these
two traits to convince to Flight Centre that they are the ideal supplier.
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Positioning Analysis
Horseshoe Press have not change their market position for awhile, so their past and
present market position has been the same. Their market position is: providing Quick Quality
Services, Medium Pricing, High quality product and Environmental Friendly. The current
market position that Horseshoe Press has, fits with the mission statement and the ideal
supplier traits that Flight Centre is looking for.
Competitive Analysis
Horseshoe Press has three main competitors which are Rhino Print Solutions, Best Color
Press Limited and Hemlock Printers. (Chui, 2012). Each of the companies has their own
different uniqueness and competitive advantages. However, Horseshoe Press still has the
better advantage than the other companies when acquiring the account Flight Centre North
America.
Horseshoe Press is in the middle among their competitors in the rating as shown in
Appendix 3.1 of the different weightings for the company and each of the competitors. The
first and second weighted factors are low price and quality products which is one of Flight
Centre’s future needs. According to the table in Appendix 3.1, it shows that Rhino Print
Solutions and Best Color Press Limited charge higher price and Horseshoe Press and
Hemlock Printers charges lower price. The reason that the two companies could be charging
higher in price is Hemlock is known as one of the environmental friendly certified for six
year in a row. Rhino Print Solutions has the most updated technology to produce their product.
(Rhino Print Solutions, 2012) (Helmlock, 2012) Horseshoe Press is in the middle of all the
competitors because they don’t charge a high price, but they still have the technology to
produce quality products. As for Best Color Press Limited, they may charge lower price, but
their technology may not reach the standard of providing the quality services since they have
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limited amount of staffs. (Best Color Press Limited, 2012) The third factor is environmentally
friendly certified which most companies do have, but Best Color Press Limited is the most
recognized with different awards and certifications. Hemlock is the second most recognized
from earning most Environmentally Progressive Printer in Canada by PrintAction
Magazine for the sixth year in a row with few other rewards. (Helmlock, 2012) On the
other hand, Rhino and Horseshoe are certified with environmentally friendly, but they do not
have rewards like the other companies.
Sales Objectives
1. Able to do all the print design products for all Flight Centre business locations which is
more than 300 stores across the North America continent in the next five years. It is a big
order and profit for Horseshoe Press if they are able to capture that many business
locations.
2. Getting approximately 26% of profit margin return from the account’s business in the
next three years. Horseshoe Press should be able to get around 26% profit margin return
with they are able to do the printed products for all the business location of Flight Centre
and still make a profit even if Flight Centre would ask for a more lower price than the
price that is given by Horseshoe Press
3. To establish long term relationship with Flight Centre for longer than 3 years by
achieving and maintaining outstanding customer services. Horseshoe Press have good
turnaround customer services and fast services, so they should be able to deliver on time
and answer any questions that Flight Centre may have with their order.
Location & Product Mix
The four main products that Horseshoe Press prints are booklets, brochures, catalogues
14
and folders. These print products make up majority of the business that Horseshoe Press get,
and the products that Flight Centre would be ordering from Horseshoe Press would mostly be
brochures and catalogues that they have for customers to take at their business locations.
Appendix 4.1 shows Horseshoe Press’s advance technologies that they use to make their
printed products and their functions.
Sales Strategy
Short Term: First two years
During the first year, Horseshoe Press will make contact with Martin Bussell, who is the
Chief Executive Officer at the Vancouver headquarter office. He makes most of the final
decision on which company to use to make their print products for their business locations
across North America. At the beginning of second year, Horseshoe Press will try to set up
meetings to discuss about the different print products that they can do for Flight Centre, and
the company would try to sell themselves such as telling them that Horseshoe Press has the
technology to produce what Flight Centre would want within a reasonable price.
Long Term: After the second year
Horseshoe Press should try to get Flight Centre to make a trial order on their print
products for their business locations, and they would make any changes or improve their print
products from the feedback that they will be getting after the trial order. At the end of the
third year, Horseshoe Press would try to get them do an actual order after they have done
some changes and improve on their printed product which would satisfied Flight Centre’s
need. After they get the actual order, Horseshoe Press would want to maintain their business
relationship with Flight Centre to continue getting business from them, and they would want
to inform Flight Centre any changes that they would be making with their prices in the future
15
if needed.
The sales strategy for Horseshoe Press is to slowly approach the account, do a trial order
and make any changes or improve their print products from the feedback that they will be
getting from Flight Centre. It does contribute to their overall corporate strategy which is to
deliver the best that they could and the company’s mission because Horseshoe Press has the
advance technology and fast turnaround customer services to make the changes and
improvement on their print products.
Horseshoe Press have fast services with advance technologies which allows them to do
their business order as fast as they could while maintaining the quality of the print products.
They are also environmental friendly certified. These value propositions helps add value to
improve the business with Flight Centre because Horseshoe press would be able to high
quality products that Flight Centre would be looking for, and Horseshoe Press use friendly
environmental resources/technologies which align with Flight Centre’s mission statement.
Action Plan
This action plan is developed for the first twelve months of what Horseshoe press will
be doing to get the first trial order from Flight Centre North America and a table is shown in
Appendix 5.1. During the first three months, Horseshoe Press will be doing some relevant
research about Flight Centre, and they would put all the information together in a proposal.
Each week, they would have meetings to go over all the information in the proposal, and
they would start determining how they would be able to secure this account with the
resources and technology that they have. In the next two months, they would find ways to
contact with the chief executive officer at the headquarter office in the Vancouver locations
because he makes most of the decisions. In the sixth month, they would set up their first
meeting with Martin Bussell assuming that they got a hold of contact with him and during
16
the first meeting, they would introduce each other and Horseshoe Press would propose
what they can deliver for Flight Centre. At the month of seventh month, they would start
preparing for the second meeting by compiling their past work samples that they can show
and making a proposal of the cost and benefits of doing business with Horseshoe Press. At
the end of the eighth month, they would have their second meeting with Martin, and they
would show him all the work samples from the past and the proposals, and they would try
to ask for a trial order. In the ninth month, Horseshoe Press would start doing the trial order
if Flight Centre has place an order. If they did not place trial order, Horseshoe Press would
continue to negotiating with them because large key accounts requires long sales process
before they start ordering from the company.
Control Process
Business
Horseshoe Centre will need everyone in the company to work together to fully
contribute to the key account: Flight Centre North America. During the process, the company
would try to only involve people who have the knowledge on all that details about this
account.
Contacts
Horseshoe Press will keep in contact with the employees in the headquarter office while
they are working with the account. The company would want to keep in touch with the key
contacts at the headquarter office, so they could get any updated and recent information that
they could have miss during the monthly meetings.
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Information
The boss of Horseshoe Press will the only one that is controlling and communication all
the different type of the information to the account, and the information that they will mostly
communicate will be the benefits that the account would be getting. They should try to avoid
any information that will not be seen as useful or relevant for the account.
Customer Satisfaction
Horseshoe Press will hold monthly meetings during the trial stage with the account to
discuss about any concerns or questions that they may have with the company or things that
the company can improve on or make any changes. The account would feel that they are seen
as an important business that Horseshoe Press would want to do business with.
Efficiency
In order to maintain the efficiency of the communication between the company and the
account, the boss of Horseshoe Press will be only person that will be communicating with the
account. He will update them with any news, updates or information that is related with the
account.
People
The Company side
Owner, Client Service Representative, Sales Manager, Shareholders, Customer Services
Representatives, PrePress department, Bindery Department
The Account side
Chief Executive Officer, Art Director, Employees that work at the headquarter office in
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Vancouver
Data Processing System
The Data Processing system that Horseshoe Press will set up is a data unit on the
website which will allow employees and clients to input information and, through the website.
(Contributor) The company will receive the results and determine what needs to be change or
put attention to.
Learning Experience
In order to develop this key account plan for Horseshoe Press and Flight Centre North
America, it requires a lot of research and analysis, and these steps are only beginning tasks
that are done when developing a key account plan. In this project, I find it really hard to
determine some of the information like their future needs and ideal supplier traits because it
requires me to do some in depth analysis and find information to determine those. Also,
coming up with sales objectives, sales strategies and action plans that Horseshoe Press would
want to take is difficult because I would want to come up with ones that would be applicable.
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Appendices
Appendix 1.1: SWOT Analysis for Flight Centre North America
Flight Centre SWOT Analysis
Strengths
-
Multi-channel distribution strategy
-
Customize travel services for small to
medium sized business
-
Weaknesses
-
Target market could be mostly be English
speaking people
-
Acquired one of the USA’s largest and most
Lose of market share because they are not
targeting everyone
recognized leisure and wholesale operations
-
Have more than 1,200 shops & businesses
and over 3,000 staff across the continents
-
Travel manager for many Canadian sport
and entertainment organizations
-
Offer variety of travel services
-
Lowest Price Guarantee
Opportunities
-
Have more locations in the United States
-
Have a headquarter located in United States
Threats
-
Many airlines provide the same service and flights
routes
-
Lots of competitors
-
Economic is not steady
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Appendix 2.1: SWOT Analysis of Horseshoe Press Inc
Horseshoe Press Inc SWOT Analysis
Strengths
Weaknesses
-
Fast turnaround customer service
-
Price is not the cheapest compare to competitors
-
Fast services
-
Only have business in Canada
-
Reasonable prices with quality product
-
Do the design for customers
-
Certification of environmentally friendly
-
Provide all the services that are needed for
customers
Opportunities
Threats
-
Keeping up with the advance technology
-
Lot of competitors
-
More brand awareness
-
Services from other country is more cheaper
Appendix 3.1: Competitive Analysis
Key Industry
Success Factors
Horseshoe
Press Inc
Rhino Print
Solutions
Best Color
Press Limited
Hemlock
Printers
Low price
3.5
5
4
3
Quality Products
3.5
5
2
3.5
Innovative Products
3.5
5
3.5
3
3
2
5
4.5
13.5
17
12.5
14
Environmentally
Friendly Certified
Total
The table illustrates the competitive analysis comparison between Horseshoe Press and
their main three competitors who might be going for the same account. The weighting is
between 1- 5. 1 as being low and 5 being as being high
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Appendix 4.1: Tangible Resources
Workstation

Apple iMacs with Intel i7 and HD6900 series technology

PCs with Intel i7 or i5 and GTX470 series technology
Sun Enterprise Unix server for Xerox DCP 700

Proofing System

Canon imagePROGARF iPF8300
o
o

44” 12-color LUCIA pigment ink system
Increases the achievable color gamut by 20% from previous imagePROGARF
12-color series.
Canon imagePROGARF iPF8000
Color Management System


X-rite i1 Pro with ORIS color tuner software
X-rite i1 UVcut with FreeFlow Printer Server software
CTP System

Screen Plate Rite 8600 with True Flow
o
o

Work flow with Specta (Hybrid) Screening
Up to 22 plates per hour
Screen Plate Rite 8100 with True Flow
Pressroom
Heidelberg Speedmaster XL 105-6 + LX (Only ONE in Western Canada)

29.5” x 41” – up to 18,000 sheets per hour

Heidelberg Extreme Color Control
Heidelberg Prinect Pressroom Manager
Stock ranging from onion skin to 40pt.


Heidelberg Speedmaster 102-10(P)
22

28 3/8” x 40 1/8” – up to 12,000 sheets per hour

10 colors press with perfector
Heidelberg GTO 46
Digital Division
Xerox DCP700

Print or copy in full color at speeds up to 70ppm
Exceptional image quality with 2400x2400dpi

Xerox 4127 Copier/Printer

Output up to 110/125ppm
Innovative Emulsion Aggregation (EA) Toner

Muller Martini – Bravo Plus T Saddle Stitcher
Capacity up to 128pages + cover
2. Maximum speed up to 11,000 copies per hour
1.
Heidelberg Stahfolder KH-82 4/2/1-C


Net output increased by 1,000+ per hour
Setup time cut up to 80 percent
Heidelberg Stahfolder TH-66 4/4/4-C
Duplo System 5000 Booklet Maker
Polar 115 EMC-MON Cutting System
Polar 78 ES Cutting system
Xerox Docucolor 242
23
Appendix 5.1: Action Plan
Start Date – End Date
January - March 2013
Tasks
Gather all the information about Flight Centre
North America, and host weekly meetings to
determine what Horseshoe Press needs to do to
secure the account
April – May 2013
Try to get in contact with the chief executive
officer in the headquarter
June 2013
Setting up the first meeting with Martin Bussell
July 2013- Beginning of August 2013
Start preparing for the next meeting by prepare
past work samples and making proposals
End of August 2013
Have the second meeting with Martin Bussell
September - October 2013
Start doing the trial order that Flight Centre may
have place
Appendix 6.1: Interview Questions
1. What is Horeshoe Press’s Value Proposition that they can deliver to their customers?
-
Fast and quick services, quality products and use environmentally friendly
resources
2. Who are the Horseshoe Press main competitors?
3.
Rhino Print Resolutions, Best Color Press Limited, Hemlock Printers Ltd.
How do the company approach to key accounts?
-
Find out who is the decision maker of the company and try to contact the
person
4. What is Horseshoe Press current market position? Did it change from the past?
-
No, and the market position is quick quality services, medium pricing, high
quality product and environmental friendly
5. Does your technology meet up with the market standard and provide quality printed
products?
-
Yes, the technologies that the company has are advance technology and we
have a Heidelberg Speedmaster which our company only have in the western
Canada.
6. What are the threats that Horseshoe Press might be facing?
-
The international pricing for printing products can be much more cheaper
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even with the shipping, but their quality are not as good as our company
7. Who makes most of the decision in the company?
The boss does
8. Do you guys do any design for customers?
-
Yes
Appendix 7.1: Bibliography
America, F. C. (2012). Flight Centre Contacts. Retrieved from InsideView:
http://www.insideview.com/directory/flight-centre-north-america
Best Color Press Limited. (2012). Retrieved from Company's Web Page:
http://www.bestcolorpress.com/
Chui, C. (2012, November 11). Client Service Representative . (I. Chou, Interviewer)
Contributor, e. (n.d.). What Is a Data Processing System? Retrieved from eHow tech:
http://www.ehow.com/about_6701338_data-processing-system_.html
Flight Centre. (2012). Retrieved from Company's Web Page: http://www.flightcentre.ca/
Flight Centre Travel Group. (2012). Retrieved from Company's Web Page:
http://www.flightcentrelimited.com/about-us/our-philosophies
Flight Centre: Our Story. (2008). Retrieved from Flight Centre:
http://www.flightcentreassociates.com/files/FC-Story-Oct08.pdf
Flight Centre's Commitment to Corporate Social Responsibility. (2012). Retrieved from
Corporate Governance: http://www.flightcentre.ca/pdf/CorpGovernance.pdf
Helmlock. (2012). Retrieved from Company Web Page: http://www.hemlock.com/
HorseShoe Press Inc. (2012). Retrieved from Company Web Page:
http://www.horseshoepress.com/index.php
Rhino Print Solutions. (2012). Retrieved from Company Web Page:
http://www.rhinoprintsolutions.com/
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