Tfi Food Case Study

Part 1: TFI Food

1. TFI has two types of sales positions: national account manager and retail services manager. Explain how they differ.

Answer:

The national account manager and retail services manager positions differ in various aspects. First of all, there are only three-account manager’s positions compared to twelve retail sales manager’s positions in the company. Also, the national account manager’s service a number of high-profile national and international customers while retail service manger mainly focus on building new customer relationships.

These positions also differ in terms of their major responsibilities. For example, the main responsibility of national account manager is to manage existing customer relationships through providing superior service, while the main responsibility of retail service manager is to sell mainly to the smaller independent business owners.

They also differ in terms of salaries and commission. The national account managers are paid high salaries with smaller commission incentives, while retail sales manager, on the other hand are paid exclusively by commission.

1. Assume that you are evaluating TFI Food as a potential employer for yourself. Identify 3 factors that you consider to be positive about each: a) TFI Food as a company overall and b) the Retail Sales Manager job. Identify a total of 6 different factors.

Answer:

TFI Food:

First of all, TFI Food enjoys a very good reputation, because it represents the best-known manufactures including Taylor, Henny Penny, Power Soak etc. I always wanted to work for established and well-known company, so this will be one positive factor to work here.

Secondly, TFI also supplies company vehicles to its salespeople, and pays for gas, insurance, and maintenance for these vehicles. The company also reimburses the expenses upon the submission of receipts, which is another positive factor.

Thirdly, the company sales statistics provided by the President grabbed my attention. For example, in a recent year, commissions paid to salespeople ranged from 12 to 20 %, with the overall average 14%, and the individual deals ranged from $4000 to more than $50,000 for a complete package. These numbers sounds very promising.

Retail Sales Manager:

One of the main positive factors about this job is difference among the sales territories, and also that these sales territories are protected for each salesperson unlike the other companies. This will eliminate the competition that exists within the same territories.  

Secondly, there are great benefits for salespeople including health insurance plan, and retirement savings plan.

Another positive aspect of this job is the bi-weekly draw against their commissions, which is based on an agreed annual target income, typically in the $35,000 to $40,000 range. Also, there is no penalty, if salespeople do not sell enough to cover their draw.