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Sales Call Objective (is SMART and requires a customer action)

Q2. Linking Buying Motives, Benefits, Support Information, & Other Reinforcement Methods.

(Information for each of the buying influences you have identified, they must not all be the same)

A. Buying Motive

What is most important to each person in the buying centre:

B. Specific Benefits

Match to the buying motive in order of importance. To be used in formal presentation

C. Information to support benefits

How will you prove your benefits

D. Method of Proof

Product demo, video, customer testimonial etc.wq`

1: Kevin Baker (CEO)

Buyer 1 -Benefits:

Buyer 1:

Buyer 1:

Background: My customer is a small local business that needs help managing their schedules and meetings I am a representative of Thryv and they have offered a software service that will help them manage schedules and meetings. •Thryv offers bundles built for different industries and businesses Thryv offers a bundle made for HVAC businesses. This software would be perfect for Baker’s as this bundle offers them the option to increase their online Presence maintain Appointment Booking & Calendars with this bundle they are even able to offer customers Estimates, Invoices & Payments.

Thryv One calendar feature allows members to create numerous staff accounts and sync their team’s calendars, manage their team’s schedule, sync calendars, and book appointments. One Calendar also Allows team members as much access to their clients and services.

 
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Let’s illustrate these table concepts by representing the data for a simple healthcare example. Consider an emergency department (ED) that has some known data concerning how patients of various severities are processed. Specifically, we have four patient types, their priority value, and their typical treatment time as given in Table 7.2.

Table 7.2: Model 7-1 ED Basic patient data.
Patient Type Priority Treatment Time (Minutes)
Routine 1 Random.Triangular(3,5,10)
Moderate 2 Random.Triangular(4,8,25)
Severe 3 Random.Triangular(10,15,30)
Urgent 4 Random.Triangular(15,25,40)

The first steps in building our model involve defining the model entities and the data table:

  1. Load Simio and start a new model as we’ve done before. The first thing we’ll do is drag four instances of ModelEntity into the model facility view. Click on each one and use the properties or the F2 key to rename them to Routine, Moderate, Severe, and Urgent, respectively.

  2. Let’s take a minute to animate those entities a little better, so that we can tell them apart. Follow the same procedure described in Section 4.8. Click on an entity instance, and then click on the symbol library. Scroll down to the People category and select Man6. Repeat this using Man6 for all four entity instances. Although all entities will use the same symbol, we can tell them apart by giving each person a different shirt color. Zoom in so you can see your new symbols clearly. Click on the Routine entity. On the right side of the Symbols ribbon is a Color button. Clicking the lower half of the color button will display a color pallet. Select a green color and then apply it to Routine by clicking on the shirt of the man symbol. Repeat this procedure to apply a light blue to the Severe patients and Red to the Urgent patients. We’ll leave Moderate with the default color.

  3. Next, let’s create the data table. Select the Data tab just under the ribbon, and then select the Tables panel on the left if it’s not already selected. The Table ribbon will appear, although the majority will be unavailable (grayed out) because we don’t yet have an active table. Click on the Add Data Table button to add a blank table, then click on the Name property in the properties window and change the name to PatientData (no spaces are allowed in Simio names).

  4. Now we’ll add our three columns of data. Our first column will reference an entity type (an object), so click on Object Reference on the ribbon and then select Entity from that list. You’ve now created a column that will hold an Entity Instance. Go to the Name property (not the Display Name property) in the properties window and change it to PatientType. Our second column will be an integer, so click on Standard Property in the ribbon and select Integer. Go to the Name property and rename it to Priority. Finally, our third column will be an expression so click on Standard Property in the ribbon and select Expression. Go to the Name property and rename it to TreatmentTime. Since this represents a time, we need a couple of extra steps here: In the Logic category of the properties window, specify a Unit Type of Time and specify Default Units of Minutes.

  5. Now that we have the structure of the table, let’s add our four rows of data. You can add the data from Table 7.2. You can enter the data a row at a time or a column at a time; here we’ll do the former. Click on the upper left cell and you’ll see a list containing our four entity types. (If you don’t see that list, go back two steps.) Select Routine as the Patient Type for row 1. Move to the Priority column, type 1 and press enter and you’ll be moved to the TreatmentTime column. Here we’ll type in the expression from Table 7.2, Random.Triangular(3,5,10). Tip: If the values of your data are partially hidden, you can double click on the right edge of the column name and it will expand to full width. Move to the next row in the PatientData table and follow a similar process to enter the remaining data from Table 7.2.

When you’re finished your table should look similar to Figure 7.1.

Figure 7.1: Model 7-1 ED basic patient data in Simio table.

We’ve now defined the patient-related data that our model will use. In the next section, we’ll demonstrate how to access the data from the table.

7.1.2.1 Referencing Data Tables

Table data can be used by explicitly referencing the table name, the row number, and the column name or number using the syntax TableName[RowNumber].ColumnName or the syntax TableName[RowNumber,ColumnNumber]. We could continue building our model now using that syntax to reference our table data. For example, we could use PatientData[3].TreatmentTime to refer to the treatment time for a Severe patient. While using this syntax is useful for referencing directly into a cell of a table, we often find that a particular entity will always reference a specific table row. For example in our case, we’ll determine the row associated with a patient type, and then that entity will always reference data from that same row. You could add your own property or state to track that, but Simio already builds in this capability. The easiest method to access that capability is by setting the properties in the Table Row Referencing category of the Source object.

If we had a separate arrival stream for each of our four patient types, we’d probably use this technique. We’d have a source object to create each patient type. Figure 7.2 illustrates how the source object for Severe patients could be configured by specifying the table name and an explicit row number. Once you’ve made this association between an entity and a specific row in a table, you can use a slightly simpler syntax to reference the table data: TableName.ColumnName because the row number is already known. For example, we could now use PatientData.TreatmentTime to refer to the treatment time for any patient type.

Figure 7.2: Associating an entity with an explicit row in a table.

7.1.2.2 Selecting Entity Type

Before we finish our model, we’ll explore one more aspect of tables. It’s very common to have data in a table where each row corresponds to an entity type, as we have in our model. It’s also common to have the entity type be selected randomly. Simio allows you to do both within the same construct. You can add a numeric column to your table that specifies the relative weight for each row (or entity type). Then you can specify that you’ll randomly select a row based on that column by using the function TableName.ColumnName.RandomRow.

Let’s follow a few final steps to complete our model.

  1. In our ED, historical information suggests that our patient mix is Routine (40%), Moderate (31%), Severe (24%), and Urgent (5%). We need to add this new information to our table. Return to the Data tab and the Tables panel. Click Standard Property and select Real. Go to the Name property and rename it to PatientMix. Then add the above data to that new column. When you’re finished your table should now look like Figure 7.3. Note that, as noted in Section 5.2, the values in the Patient Mix column are interpreted by Simio only in relation to their relative proportions. While we entered the values here thinking of the percent of patients of each type, they could have equivalently been entered as probabilities (0.40, 0.31, 0.24, 0.05), or as any other positive multiple of the values we used (e.g., 4000, 3100, 2400, 500).

Figure 7.3: Model 7-1 ED Enhanced patient data in Simio table.

  1. Now we can continue building our model. The last change we made allows us to have a single Source that will produce the specified distribution of our four patient types. Place a Source in your model and specify an Interarrival Time of Random.Exponential(4) and units of Minutes. Instead of specifying one patient type in the Entity Type property with a specific row number as we did in Figure 7.2, we’ll let Simio pick the row number and then we’ll select the Entity Type based on the PatientType specified in that row. We must select the table row before we create the entity; otherwise the entity would already be created by the time we decide what type it is. So in the Table Reference Assignment, Before Creating Entities category, we will specify the Table Name of PatientData and the Row Number of PatientData.PatientMix.RandomRow. After the row is selected, the Source will go to the Entity Type property to determine which Entity Type to create. There we can select PatientData.PatientType from the pull-down list. This is illustrated in Figure 7.4.

Figure 7.4: Selecting an entity type from a table.

  1. Completing our model is pretty painless. Add a Server, set its Initial Capacity to 3, and specify a Processing Time of PatientData.TreatmentTime. We’re using the data in the table for this field, but note that we’re using the short reference method. Since no explicit row is specified, we’re telling Simio to use the row that’s already associated with each specific entity. When an entity of type Routine arrives, it will use row one and a treatment time sampled from the distribution Random.Triangular(3,5,10). However, when an entity of type Severe arrives, it will use row three and a treatment time sampled from the distribution Random.Triangular(10,15,30). Add a Sink, then connect Source to Server and Server to Sink with Paths. Your model should look something like Figure 7.5.

Figure 7.5: Model 7-1 Completed ED model.

Before enhancing our model, we’ll do a small verification step so that we’ll be confident that we’ve correctly implemented the data table. Using the proportions of patient types and the expected service times for each patient type, we can compute the overall expected service time (11.96 minutes). With the overall arrival rate of 15 patients/hour, we expect a steady-state server utilization of 99.64%. We ran Model 7-1 for 25 replications of length 200 days with a 25-day warmup period and the resulting average scheduled utilization was 99.67%±0.104399.67%±0.1043 (the 95% confidence interval half-width). This illustrates an important point about model verification — it’s often much easier to verify the model as you build it rather than waiting until the model is “finished.” Since our sampled utilization matched our expectation quite well, we’re now confident that we’ve properly implemented the patient data table and can move on to our model enhancements.

Q1) How much time does “Routine” patients spent in this system?

Q2) How much time does “Routine” patients spent waiting in the ED queue?

Q3) We would like to keep average “Routine” patient wait time in ED queue below 30 minutes. What is the minimum capacity in the ED needed to attain that target?

Note: Run your model for 1100 days with a warm-up time of 100 days for 25 replications.

 
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Yoplait Appeals to Health, Convenience, and Great Taste: Read the following scenario and then choose one of the activities below.

As the top-selling yogurt maker in the United States, Yoplait is committed to making products that consumers love. Designed to maximize health and nutritional benefits, Yoplait’s product innovations are aimed at increasing the percentage of households eating yogurt, attracting a wider mix of yogurt lovers (kids and males), and increasing the shelf space allotted to yogurt. Yoplait Healthy Heart, a yogurt containing plant sterols that are clinically proven to reduce cholesterol, is leading a proactive health market segment: consumers are enticed to eat two servings of yogurt each day to reduce LDL or “bad” cholesterol by an average of 6 percent. New products include a variety of convenient tasty treats for kids, fat-free yogurt as a vital part of a weight-loss plan, and Chocolate Mousse Style, a new proprietary recipe for a great-tasting chocolate-flavored yogurt with live and active yogurt cultures that consumers have demanded for years. The success of Yoplait’s R&D team could prove healthy for Yoplait. For more information about Yoplait’s new products, visit the company’s website at http://generalmills.com.
a. As mombers of a marketing team for Yoplait, brainstorm various strategies for addressing the disparity of yogurt consumption between male and female consumers and have the same group member submit it to the Assignment 14 Dropbox
1. Develop a print advertisement or
2. Develop a 30-second commercial to attract male consumers. Use a storyboard format in PowerPoint for producing the commercial, write the script and describe the video shots needed to complete the commercial

 
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Guidelines:

Successful businesses know how to identify and capture market share in their respective environments. But not all businesses are capable of capitalizing on potential opportunities. For this assignment, you are asked to start conducting research on your company, its customers, and competitors; which will help set the stage for your final project and give you the opportunity for a head start!

A situational analysis can reveal many important details about your chosen business such as:

  • The opinions and experiences of customers and stakeholders
  • A business’s strength and weakness(es)
  • How a company is capitalizing on market trends
  • How it measures up to competitors
  • What’s holding a business back from its desired goal(s)
  • The current strategies in place to overcome the weakness(es)

Details:

Complete the attached file using the outline as a guide to organize your research and analysis. Include a reference page with at least 3-5 references.

Outline:

Company:

An analysis of their vision, strategy, and goals—and if it’s meeting them—is a good start. Examining how the company is performing by reviewing sales, market share, and customer retention provides a useful snapshot that reveals if the business is fulfilling its goals.

Customers:

Thorough research is critical to understanding your customers. Gather information on your customer’s demographics, locations, interests, and challenges. Knowing your customers will help you identify your target market’s needs, preferences, and behaviors to devise the best strategies to reach them.

Competitors:

An analysis of your main competitors will help you determine how your business measures up. Identifying and comparing the competitive advantages of one company to another can help your business adapt to compete more effectively. Who are the main competitors? What are their competencies? A competitor’s market share, as well as its strengths and weaknesses, should be part of your competitor analysis.

 
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