ITECH1005: Business Information

System

Table of Contents
Introduction........................................................................................................................................................3
Calculations........................................................................................................................................................4
A. Total sales tables and charts based on the following factors.....................................................................4
(a) Trade Fair.............................................................................................................................................4
(ii) Sales Representatives............................................................................................................................5
(iii) Income types........................................................................................................................................5
B. Total profit tables and charts based on the following factors....................................................................6
(i) Trade Fair...............................................................................................................................................6
(ii) Respective sales representatives...........................................................................................................7
C. Total profit tables and charts based on the following factors....................................................................8
(i) Trade fair................................................................................................................................................8
(ii) Sales Representatives............................................................................................................................9
(iii) Expenses type....................................................................................................................................10
D. The total hours worked charts and graphs based on following factors....................................................10
(i) Trade Fair.............................................................................................................................................10
(ii) Sales representatives...........................................................................................................................11
E. Profitability changes in the last decade for HOPE including the year 2014 as per each trade fair..........12
F. HOPEs best five and worst five customers by total sales.......................................................................13
Best Five Customers.................................................................................................................................13
Worst Five Customers...............................................................................................................................14
G. HOPE best and worst value added services by total profit.....................................................................15
Best Value Added Services.......................................................................................................................15
Worst Value Added Services....................................................................................................................16
H. HOPE best and worst trade fairs by total profit.......................................................................................16
Best Trade Fair..........................................................................................................................................16

Worst trade fair.........................................................................................................................................17

I. The profit change following the increase in the rate of pay to the Sales Representatives for the hours
worked on sales is by 50%. Show it by the use of Pivot tables and appropriate graphs..............................18
J. Best and worst sales representatives of HOPE description suing graphs and charts................................18
Best sales representative...........................................................................................................................18
Worst Sales Representative.......................................................................................................................19
K. HOPEs profits if the amount of space required to be sold is changed to (i) 25 m2................................20
and (ii) 30 m2................................................................................................................................................20
Observations.....................................................................................................................................................20
L. HOPEs focus on a particular (i) Customer, (ii) Trade fairs, and (iii) Particular sales activities going
forward..........................................................................................................................................................20
M. Recommendations for resolving the data redundancy issues observed in the work book......................21
N. Recommendations regarding the data being collected in order to improve the decision making the
organisation..................................................................................................................................................21
O. Recommendations regarding the record-keeping in order to improve the quality of the data collection
and management...........................................................................................................................................21
P. Changes regarding any current Sales representative or the fees paid to him/her.....................................22
Conclusion........................................................................................................................................................22
References........................................................................................................................................................23

Introduction

The primary aim of the given research report is to analyse the various data which pertains to the Trade Fair
currently in operation and has been provided by the founder of the company Ms. Hunt. The data analysis
needs to be performed with the objective of improving the overall sales strategy by understanding the
composition and trends of sales and profitability besides improving the underlying efficiency of operations
along with ensuring that sustainable relations are built with the client.

Calculations
A. Total sales tables and charts based on the following factors
(a) Trade Fair

Sum of Total
sales
Trade Fair
Books
Builders
Clothing
Computing
Food
Furniture
Government
HRM
Manufacturin
g
Sports
Vehicles
Wine
Grand Total

Total
$
15,201.25
$
12,621.25
$
47,201.25
$
42,057.50
$
68,103.75
$
19,988.75
$
11,716.25
$
23,252.50
$
9,832.50
$
18,756.25
$
9,650.00
$
71,866.25
$ 350,247.50

The requisite graph which depicts the sales under various segments at the Trade Fair is shown below.

Total Sales (Trade Fair)

$80,000.00
$70,000.00
$60,000.00
$50,000.00
$40,000.00
$30,000.00
$20,000.00
$10,000.00
$-

(ii) Sales Representatives

Sum of Total
sales
Sales
Representative
Chloe
Emma
Jack
Olivia
Grand Total

Total
$
78,845.00
$
90,115.00
$
60,955.00
$ 120,332.50
$ 350,247.50

The requisite graph which depicts the sales achieved by various sales representatives is shown below.

Total Sales (Sales Represenatives)

$140,000.00
$120,000.00
$100,000.00
$80,000.00
$60,000.00
$40,000.00
$20,000.00
$Chloe

Emma

Jack

Olivia

(iii) Income types

Values
Total Commission
Received
Total Value added
services
Total Visitor Tickets Sold
Total Sales

54,512.50

$ 212,950.00
$
82,785.00
$ 350,247.50

B. Total profit tables and charts based on the following factors

(i) Trade Fair

Sum of Total
profits ($)
Trade Fair
Books
Builders
Clothing
Computing
Food
Furniture
Government
HRM
Manufacturing
Sports
Vehicles

Total
$ -14,538.13
$ -8,803.44
$ -8,340.19
$ -25,362.81
$
3,861.75
$ 11,382.31
$ 10,263.88
$ -10,677.50
$
-166.50
$
1,367.88
$
1,192.06

Wine
Grand Total

$ 24,707.13
$ -15,113.56

The graph indicating the total profits of various segments at the Trade Fair is shown below,

Total Profits (Trade Fair)

$30,000.00

$20,000.00

$10,000.00

$-

$-10,000.00

$-20,000.00

$-30,000.00

(ii) Respective sales representatives

Sum of Total
profits ($)

Sales
Representative
Chloe
Emma
Jack
Olivia
Grand Total

Total
$ -18,500.88
$
-617.63
$ -16,928.00
$ 20,932.94
$ -15,113.56

The graph indicating the total profits contribution by each sales representative is shown below

Total Profits (Sales Representatives)

$25,000.00
$20,000.00
$15,000.00
$10,000.00
$5,000.00
$$-5,000.00
$-10,000.00
$-15,000.00
$-20,000.00

Chloe

Emma

Jack

Olivia

C. Total profit tables and charts based on the following factors

(i) Trade fair

Sum of Total
expenses($)
Trade Fair
Books
Builders
Clothing
Computing
Food
Furniture
Government
HRM
Manufacturing
Sports
Vehicles
Wine

Grand Total

Total
$
29,739.38
$
21,424.69
$
55,541.44
$
67,420.31
$
64,242.00
$
8,606.44
$
1,452.38
$
33,930.00
$
9,999.00
$
17,388.38
$
8,457.94
$
47,159.13

$ 3,65,361.06

The graph indicating the total expenses of various segments at the Trade Fair is shown below,

Total Expenses (Trade Fair)

$70,000.00
$60,000.00
$50,000.00
$40,000.00
$30,000.00
$20,000.00
$10,000.00
$-

(ii) Sales Representatives

Sum of Total
expenses($)
Sales
Representative
Chloe
Emma
Jack
Olivia
Grand Total

Total
$
97,345.88
$
90,732.63
$
77,883.00
$
99,399.56
$ 365,361.06

The graph indicating the total expenses contribution by each sales representative is shown below

Total Expenses (Sales Representatives)

$100,000.00
$90,000.00
$80,000.00
$70,000.00
$60,000.00
$50,000.00
$40,000.00
$30,000.00
$20,000.00
$10,000.00
$Chloe

Emma

Jack

Olivia

(iii) Expenses type

Pivot table
Values
Total
Commission paid
Total Hourly
Worked
Total Expenses

$ 343,216.56
$
5,587.50
$ 365,361.06

D. The total hours worked charts and graphs based on following

factors
(i) Trade Fair

Sum of Hourly
worked($)
Trade Fair

Total

Books
Builders
Clothing
Computing
Food
Furniture
Government
HRM
Manufacturing
Sports
Vehicles
Wine
Grand Total

142.5
225
675
772.5
1072.5
240
142.5
337.5
247.5
315
202.5
1215
5587.5

The graph indicating the total hourly work for various segments at the Trade Fair is shown below,

Total Hourly Work (Trade fair)

1400
1200
1000
800
600
400
200
0

(ii) Sales representatives

Sum of Hourly
worked($)
Sales

Tota

Representative
Chloe
Emma
Jack
Olivia
Grand Total

l
1425
1357
.5
1005
1800
558
7.5

The graph indicating the total hourly work by given sales representative is shown below,

Total Hourly Work (Sales Representatives)

1800
1600
1400
1200
1000
800
600
400
200
0
Chloe

Emma

Jack

Olivia

E. Profitability changes in the last decade for HOPE including the year
2014 as per each trade fair

The corresponding graph which highlights the underlying profitability at each trade fair is shown below.
$120,000.00
$100,000.00
$80,000.00
$60,000.00
$40,000.00
$20,000.00
$2004

2005

2006

2007

2008

2009

2010

2011

2012

2013

$-20,000.00
$-40,000.00
Clothing

Furniture

Books

Sports

Food

Wine

Manufacturing

Builders

Vehicles

Government

HRM

Computing

2014

2015

F. HOPEs best five and worst five customers by total sales

Best Five Customers

Sum of Total sales

Customer (i.e. exhibiting
company)
expertiseco
fasteddies
grogshop
hunterreds
jeansPL
Grand Total

Total
$ 5,505.00
$ 5,208.75
$ 5,432.50
$ 5,232.50
$ 5,357.50
$ 26,736.25

The graphical representation of the five best customers of company (HOPE) as per total sales is as shown
below.

Best Five Customers (Total Sales)

$5,550.00
$5,500.00
$5,450.00
$5,400.00
$5,350.00
$5,300.00
$5,250.00
$5,200.00
$5,150.00
$5,100.00
$5,050.00
expertiseco

fasteddies

grogshop

hunterreds

jeansPL

Worst Five Customers

Sum of Total sales

Customer (i.e. exhibiting
company)
beltup
ByteMe
finduwork
myCompCo
sloshedshop
Grand Total

Total
1722
.5
1867
.5
1700
1465
1350
810
5

The graphical representation of the five worst customers of company (HOPE) as per total sales is as shown
below.

Worst Five Customers (Total Sales)

2000
1500
1000
500
0
beltup

ByteMe

finduwork

myCompCo

sloshedshop

G. HOPE best and worst value added services by total profit

Best Value Added Services
Sum of Total
profits ($)
Value added
service($)

Grand Total

Total
37181.3
3600
75
37181.
375

The graphical depiction of the best value added service in terms of total profit is shown below.

Best Value Added Service (Total Profit)

40000
30000
20000
10000
0
3600

Worst Value Added Services

Sum of Total
profits ($)
Value added
service($)

Total

Grand Total

24039.5
6
24039.5
6

600

The graphical depiction of the worst value added service in terms of total profit is shown below.

Worst Value Added Service

600

0
-5000
-10000
-15000
-20000
-25000

H. HOPE best and worst trade fairs by total profit

Best Trade Fair

Sum of Total
profits ($)
Trade Fair
Wine
Grand Total

Total
$
24,707.1
3
$
24,707.
13

The graphical depiction of the best trade fair in terms of total profit is shown below.

Best Trade Fair (Total Profit)

$30,000.00
$20,000.00
$10,000.00
$Wine

Worst trade fair

Sum of Total
profits ($)
Trade Fair
Computing
Grand Total

Total
$
-25,362.8
1
$
-25,362.
81

The graphical depiction of the worst trade fair in terms of total profit is shown below.

Worst Trade Fair (Total Profit)

Computing

$$-10,000.00
$-20,000.00
$-30,000.00

I. The profit change following the increase in the rate of pay to the
Sales Representatives for the hours worked on sales is by 50%. Show
it by the use of Pivot tables and appropriate graphs
Pivot table
Previous Profits
$
(15,113.56)

New
commission
$
8,381.25

Old
commission
$
5,587.50

Extra cost
incurred
$
2,793.75

New Profit
$
(17,907.31)

The graphical depiction of change in profitability on account of increase in commission of sale

representatives by 50% is shown below.

Change in profit
$(13,500.00)
Previous Profits
$(14,000.00)

New Profit

$(14,500.00)
$(15,000.00)
$(15,500.00)
$(16,000.00)
$(16,500.00)
$(17,000.00)
$(17,500.00)
$(18,000.00)
$(18,500.00)

J. Best and worst sales representatives of HOPE description suing

graphs and charts
Best sales representative
Pivot table
Sum of Total
profits ($)
Sales
Representative
Olivia
Grand Total

Total
20932.9
375
20932.9

375

The graphical depiction of the best sales representative in terms of total profit is given below.

Best Sales Representative

30000
20000
10000
0
Olivia

Worst Sales Representative

Sum of Total
profits ($)
Sales
Representative
Chloe
Grand Total

Total
18500.8
75
18500.
875

The graphical depiction of the best sales representative in terms of total profit is given below.

Worst Sales Representative

Chloe

0
-5000
-10000
-15000
-20000

K. HOPEs profits if the amount of space required to be sold is changed

to (i) 25 m2
and (ii) 30 m2
Scale of
Commission
Total profit

Sales of
Commission
Total Profits

20 sq. m
$
-15,113.56

20 sq. m
$
-15,113.56

25 sq. m
$
-12,456.60

30 sq. m
$
-10,765.80

Observations
L. HOPEs focus on a particular (i) Customer, (ii) Trade fairs, and (iii)
Particular sales activities going forward
For increasing the profitability of the company along with the underlying productivity going forward, it is
imperative the focus must be laid on the following perspectives.
(i)

Customers Perspective

There are customers such as finduwork, myComCo, sloshedshop which are amongst the worst five
performers when it comes to profit contribution and instead of disowning them, it is imperative that
consultation should be done with these customers so as to ensure the business may be grown with these
existing customers who are not performing well. Further various promotional offers may be floated so as to
attract these customers and enhance the profitability of operations.
(ii)

Trade Fair Perspective

It is imperative that the best trade fairs with regards to sales generated should be promoted with greater
vigour and maintenance of standards. From the analysis done above, Wine regarding trade fairs is the best
performing trade fair and thus would ensure the continuity of the trade fair department going forward.
As per the analysis of the given trade fairs, it is apparent that computing is the worst performing trade fair
and one of the attributed reasons for the same could be the companys slow pace of adoption of the state of
art technologies. As a result, it is advisable that the company undergoes a complete revamp of the underlying
computing strategy backed by enabling software, hardware and trained personnel which are adept at
handling the state of art IT technologies. Further the technology updates should be in line with the
requirements of the customers.
(iii) Sales activities perspective
From the close examination of various charts and tables which have been presented above with regards to
the total sales of the company, it may be concluded that almost 8% of the companys total sales is generated
by the top five customers of the company. Hence it is required that these customers must be paid special
attention so that the future sales also are assured. Additionally it is apparent from the analysis that the Wine
sector generates the highest profits for the company with regards to the trade fair department. Hence
attention needs to be paid on ensuring that the requisite standards are maintained and requisite changes are
introduced in line with the demands of the key consumers. However one area where the company needs
significant improvement which is related to computing and as discussed needs a complete overhaul as going
forward it can potentially generate significant sales for the company.

M.

Recommendations

for

resolving

the

data

redundancy

issues

observed in the work book

The data ranging from the columns name H to M primarily signify redundant data since it does not lead to
identification of any particular empirical trend. Since no useful analysis or information can be drawn from
the data, hence it does not lead to any business improvement and thus may be termed as redundant data.

N. Recommendations regarding the data being collected in order to

improve the decision making the organisation
For the above, it is advisable that the company should aim for the implementation of a state of art analytical
tools which seeks to improve the overall understanding of the companys situation and performance of the
various departments and their respective sub totals. The data with regards to the most popular trade fairs
along with the relevant customer details should be fed into this analysis tool. For various categories where
the worst performance has been identified, the business managers need to analyse the root cause for a poor
show and try to make amends rather than just discard the segment or the customer as it may have great
potential for future growth. Further the segment wise details of the organisational sales must be collected.
Since the above data forms the basis for further analysis, hence it is expected that going forward this would
lead to improvement in business performance.

O. Recommendations regarding the record-keeping in order to improve

the quality of the data collection and management
Foe ensuring that data collection is improved, it is noteworthy that the underlying processes related to book
keeping must also be improved. The analysts along with the business managers involved with the company
can give valuable suggestion in this regard so to additional data which they might be needing for more
detailed and reliable analysis. Further they can also highlight the various deficiencies and shortcomings that
the current practices have and potentially suggest the best practices being successfully deployed by other
firms. This activity is particularly relevant for improving performance of the underperforming sectors.

P. Changes regarding any current Sales representative or the fees paid

to him/her
On the basis of the analysis of the total sales of the given sales representative, it is apparent that the best sale
representative is Olivia with regards to the total sales. It is imperative that adequate incentives must be
provided to the sales representative who are outperforming and the underperforming sales representatives
such as Chloe are a matter of grave concern which must be handled in a sensitive manner. As a result, more
analysis should be done based on feedback of the underperforming sales representative so as to ascertain the
key reason leading for underperformance and how to rectify the same because as a result of the lower sales
generated the major loss is borne by the company which cannot continue in the future. Hence it is necessary
that the company should set realistic sales targets for the representatives and incentives should be made
available as per the achievement of the pre determined targets. As a result, the sales representative would
have an objective target which they need to achieve rather than focusing on the achievement of the other
sales representative.

Conclusion
From the above discussion, it may be inferred that the given task not only helps in providing answers to
specific questions posed but form the platform for further analysis into the performance of the firm and more
importantly on the underlying measures which could be taken for the improvement in performance and
productivity of the company. In this regard the recommendations revolve on how the company should
exploit its current areas of strength while making a sincere effort to improve performance in the areas of
weakness which would enable the company to achieve its business objectives in a sustainable manner going
forward.

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