|Andrew McNamara MS|
The driving forces for the melding of the organizations were two-fold: (i) Customers have a number of sales people calling on them and are always looking to reduce the number of calls that they have to field. By having a single salesperson calling on a customer, and representing the company's full lineup of products, Premier can show that it is listening and reacting to their stated needs without sacrificing its goals. (ii) The producers that Augustan represents continue to grow and there was a need to provide a sales organization that could continue to effectively represent their products in tandem with their growth. The process of melding the organization began about four months ago with intensive planning regarding the strategy and operation as well as intensive interviewing to flesh out the team.
The new, streamlined organization has two aspects: (i) The Premium Account Development Specialist Team -- headed by Andrew -- with responsibility for selling the majority of the Augustan-sourced offerings plus selected elements of the Premier book and the capability to sell the remainder of the Premier book as the occasion arises; (ii) A sourcing/marketing/product knowledge function with the responsibility for product acquisition, producer management, knowledge acquisition and distribution (both internally and externally), and creation of events and shows which project the products that are being sourced for the market.
The new sales force is comprised of 19 sales people plus two managers and is deployed in North and South sub-teams. Andrew, in his new position, will report to Alan Paquette, Vice President of Wine. The Marketing Specialist will expand his focus to include all the wines that will be sold by the Premier Account Development Specialist Team and will have primary responsibility for product knowledge acquisition and dissemination. The team is further blessed by having Andrew, with his capabilities, to assist in staff and customer product training. Proal continues as General Manager of Augustan Wine Import.
This is an exciting time for the new team. Andrew's challenge will be melding the cultures of two separate organizations such that the end result is a group with a common sense of purpose and the tools to accomplish its goals. The challenge for the sales force will be getting up to speed on a broader array of products, and a different business model, while getting to know new team members, and maintaining the level of production in the short term. On the other side of the coin, they are now able to offer a wider variety of "new" choices to their existing customers and, as such, increase their perceived value.
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