Policy and Procedure Manual

ANDREWS CORPORATION

A Capsim Core Simulation

WORKBOOK FOR MARKETING DEPARTMENT

SECTION 1. ORGANIZATIONAL BACKGROUND

Company History

Andrews Corporation was founded in 2018, by President and CEO Allison Shanahan.  Founded on the principles of honesty and integrity, Andrews seeks to provide best in class sensor technology to elevator and cell phone manufacturing companies world-wide.  Head quartered in North Kingstown, RI, Andrews employees approximately 300 people.

Mission Statement

The mission of the ANDREWS CORPORATION is to create and develop safe, reliable, best in class sensor technology that exceeds the basic requirements of elevator and cellphone manufacturing companies around the world, guided by customer expectation rather than industry trends.

Vision Statement

ANDREWS CORPORATION vision is to be the world’s most reputable business for the benefit of our customers.

Purpose

The purpose of ANDREWS CORPORATION is to maximize the long-term organizational values by exceeding organizational goals in support of our stakeholders.

Organizational Chart

SECTION 2. MARKETING POLICIES

ANDREWS POLICY

Subject: Training Policies and Procedures	Number M100
Effective Date: May 7, 2018	Edition: One

It is the policy of the ANDREWS CORPORATION that all sales employees must attend two training seminars annually.

1. Purpose
   1. Annual sales conferences and increased skills training will ensure the sales staff remains on the cutting edge and can provide best in class services to the customer as well as achieve the highest sales percentages for the organization.
2. Scope
   1. This requirement extends to all sales personnel.
3. Policy Statement
   1. It is the policy of Andrews that all sales personnel remain relevant, skills sharpened, and knowledge current to provide best in class techniques and to secure the maximum possible sales by attending training seminars twice a year as approved by management and funded by Andrews.
4. Responsibilities
   1. Sales employees will report to their managers completion of the sales training seminars.
5. Procedures
   1. Sales employees shall submit for approval a Seminar Approval Form listing the intended training of  their choice.
   1. The Manager will approve or decline their Seminar Approval Form.
   1. Provided the Seminar Approval Form is approved, the employee will attend the seminar and report back upon competition.
      1. Training must be documented.
      1. Training must be attended within 2 calendar months from approval.
   1. If the Seminar Approval Form is declined. The sales employee must find an alternative training solution.
   1. Upon completion of the training, the sales employee must submit a Completed Training Questionnaire.
6. Forms
   1. Seminar Approval Form
   1. Completed Training Questionnaire
7. References
   1. None.
8. Document Approvals

Approved by:	Approval Date:
Sales Manager	May 7, 2018
Revision: Original	Replaces: None

Subject: Forecasting Policies and Procedures	Number M200
Effective Date: May 7, 2018	Edition: One

It is the policy of the ANDREWS CORPORATION that the forecasting procedures be reviewed annually.

1. Purpose
   1. The forecasting methods and results will be reviewed for accuracy annually.
2. Scope
   1. This is the primary requirement of the Sales Managers and is executed with the assistance of the sales employees.
3. Policy Statement
   1. It is the policy of Andrew that the forecasting policies and procedures be reviewed annually for accuracy to help align the forecasting efforts with the production teams anticipated production volume for improved return and increased delivery.
4. Responsibilities
   1. Review of the procedures is the responsibility or the Sales Managers under the direction of the Director of Marketing and with the help of the Sales employees.
5. Procedures
   1. The Sales Manager will review the current forecasting numbers and compare them with historical sales data.
      1. Comparison will be made for accuracy.
   1. Review of alternate forecasting
   1. Compare historical data with alternate methods
   1. Decide if the current forecasting method is sufficient or if alternate methods need to be used.
   1. If alternate methods need to be used, see IMPLEMENTING FORECASTING METHODS.
6. Forms
   1. None.
7. References
   1. Implementing Forecasting Methods Policies and Procedures M700.
8. Document Approvals

Approved by:	Approval Date:
Marketing Director	May 7, 2018
Revision: Original	Replaces: None

Subject: Time Management Policies and Procedures	Number M300
Effective Date: May 7, 2018	Edition: One

It is the policy of the ANDREWS CORPORATION that time management and deadline adherence be strictly enforced.

1. Purpose
   1. Time management and deadline adherence must be strictly enforced and can be punishable up to and including termination.
2. Scope
   1. All employees of Andrews are subject to the requirements of the Time Management Policy.
3. Policy Statement
   1. Time management and deadline adherence must be strictly enforced in order to maintain a thriving business environment and stay within the guidelines of the goals and expectations of the company for the benefit of the stakeholders.
   1. Completing projects on time and maintaining schedules keeps the business moving in a forward motion.
4. Responsibilities
   1. Each employee’s direct report is responsible for monitoring and enforcing the policy.
   1. Considerations will always be made for outside influences.
   1. Employees will receive a verbal warning for the first two offenses, followed by a written warning for the subsequent three offenses.  After five offenses, the employee will sit in front of a disciplinary board to determine if they need to be terminated of placed on a disciplinary probation.
5. Procedures
   1. Employees will respect and honor all deadlines as outlined by their responsibilities and assigned projects.
   1. Should an employee need extended time to complete a project or daily job function, a conversation must be had in advance with their manager.
   1. An employee failing to report additional needed time or failing to complete a project or daily function on time, will be subject to the disciplinary actions set forth in Section 4 Subsection 4.3.
6. Forms
   1. None
7. References
   1. None
8. Document Approvals

Approved by:	Approval Date:
Senior Management	May 7, 2018
Revision: Original	Replaces: None

Subject: Sales Quoting Policies and Procedures	Number M400
Effective Date: May 7, 2018	Edition: One

It is the policy of the ANDREWS CORPORATION that sales quoting be done strictly through the CPQ module of SFDC.

1. Purpose
   1. All sales quote must be completed using the CPQ module and maintained in SalesForce.com
2. Scope
   1. All sales employees, inside sales representatives, and sales managers will use the sales quoting procedure as part of their daily sales process.
3. Policy Statement
   1. Sales quotes must be maintained and created through the CPQ module in SFDC for accuracy, accountability, and tracking purposes.
4. Responsibilities
   1. Adherence to the Sales quoting procedure will be monitored and enforced by the sales managers and inside sales representative manager.
5. Procedures
   1. Sales employees and inside sales representatives will enter necessary sales data into the CPQ system pursuant to the Sales Quoting Workflow document.
   1. All revisions must be maintained and documented within the Salesforce account for the respective customer.
   1. All open opportunities must have a quote attached to them.
   1. All closed/cancelled opportunities will retain their sales quote documents for future needs as deemed necessary by management.
6. Forms
   1. Sales Quoting Workflow
7. References
   1. None
8. Document Approvals

Approved by:	Approval Date:
Sales Director	May 7, 2018
Revision: Original	Replaces: None

Subject: Annual Campaign Policies and Procedures	Number M500
Effective Date: May 7, 2018	Edition: One

It is the policy of the ANDREWS CORPORATION that sales quoting be done strictly through the CPQ module of SFDC.

1. Purpose
   1. The sales group will launch one campaign per calendar year
2. Scope
   1. Under the guidance of the sales managers, the sales employees will conduct one campaign per year to increase sales business.
3. Policy Statement
   1. One campaign will be launch yearly to increase sales and subsequently profits for the benefits of the stakeholders and the company as a whole
4. Responsibilities
   1. The Director of Marketing, with the guidance of the Chief Operations Officer, will establish and launch the campaign to be executed under the guidance of the sales managers.
   1. The sales employees will be responsible for the direct execution of the campaign calls and closing sales.
5. Procedures
   1. The Director of Marketing, along with the Chief Operations Manager will create the idea for the annual campaign.
   1. The Director of Marketing with advice from the National Sales Director, will create documentation and details pertaining to the rules and guidelines of the campaign.
   1. The Sales Managers will advise the sales employees on the responsibilities and rules for the campaign.
   1. The sales employees will go out in the field and promote the campaign to the customer base.
   1. All sales will follow the sales quoting process and will be maintained and accounted for in the Salesforce.com portal.
6. Forms
   1. Campaign documentation
7. References
   1. Sales Quoting Process
8. Document Approvals

Approved by:	Approval Date:
Chief Operations Officer, National Sales Director, CEO	May 7, 2018
Revision: Original	Replaces: None