Therachem Case Essay Example for Free

Therachem Case Essay Therachem is a pharmaceutical company created in 1950, and has a portfolio of 7 different products Performance: The company has a signi? cant revenue growth of 68% over the last 3 years, driven mostly by Arthroquell Salesmen team: the sales rep’s job is to visit physicians and encourage them to prescribe Therachem drugs for their patients For the past 3 years Therachem has been growing its sales force by about 40 representatives per year and has expected this year to increase the number of reps from 433 to 473. Therachem is wondering if it has to maintain its 40-rep hiring per year rhythm or invest in human capital: A consultant report is suggesting Therachem to increase its sales force by 322 rep over the next 3 years, however is it opportune to do such a signi? cant increase or is it too unrealistic? Context Executive summary Smythe model Consultant model Alternatives Recommanda tions/Limits Goals Find the optimal solution for Therachem, taking into account strategic dimensions on the hiring rythm Methodology Optimize number of reps and the allocation of reps between products Resource Allocation analysis of the zero growth model, the Smythe model and the consultant model Creation of alternative models Assessement Smythe model is not optimal The consultant recommandation may be optimal it shows some risks in terms of hiring a lot of new rep There is an alternative with an optimal net contribution per new rep compared to the zero growth model Recommandations Do not increase more than 40 person hiring per year Do a more optimal allocation of human resource through the products Context Executive summary Smythe model Consultant model Alternatives Recommanda tions/Limits Zero growth model Arthroquell Proxinil 144,0 $109,5 53% $51,5 $27,2 $30,8 Renora 135 150 77,0 $175,2 59% $71,8 $14,6 $88,8 Dermet Topisal 57,0 $157,8 59% $64,7 $10,8 $82,3 Mistalon 57,0 $33,6 53% $15,8 $10,8 $7,0 $448,2 $81,8 $6,0 $380,3 $583,3 Total 433,0 $1  119,3 98,0 $643,2 62% $244,4 $18,5 Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution Strategic option number one: Smythe model Arthroquell Proxinil 184,0 $124,7 53% 58,6 $34,8 $31,3 125,0 $734,4 62% $279,1 $23,6 $431,7 Renora 135 150 98,0 $191,4 59% $78,5 $18,5 $94,4 Dermet Topisal 73,0 $167,2 59% $68,6 $13,8 $84,9 Mistalon 73,0 $40,1 53% $18,8 $13,8 $7,4 Total 553,0 $1 257,7 $503,5 $104,5 $6,0 $643,7 Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution An increase of 120 new reps (an increase of 40 per year) = a gain of net contribution of $60,4m The Smythe model focuses its sales force mainly on Arthroquell and Proxinil with respectively 23% and 34% of the sales force. Context Executive summary Smythe model Consultant model Alternatives Recommanda tions/Limits Strategic option number two: Consultant’s model, the most pro? table Arthroquell Proxinil 167,1 $119,4 53% $56,1 $31,6 $31,7 Renora 135 150 120,7 $201,2 59% $82,5 $22,8 $95,9 Dermet Topisal 86,1 $172,3 59% $70,6 $16,3 $85,4 Mistalon 70,7 $39,3 53% $18,5 $13,4 $7,5 Total 755,5 $1  465,3 $582,3 $142,8 $6,0 $734,2 Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution 350 300 250 Effort 310,8 $933,2 62% $354,6 58,7 $519,8 An increase of 322 new reps (an increase of approx 100 per year) = a gain of net contribution of $151m Base vs. Recommended Scenario However the model doens’t take into consideration the time you need to train the new sales reps as well as the economic climate parameters. 200 150 100 50 0 Arthroquell Proxinil Renora 135 150 Base scenario Recommended scenario An increase as signi? cant as this one is risky (in terms of redundancy costs as well) which makes the management decisions dif? cult and slow. Segments Dermet Topisal Mistalon Context Executive summary Smythe model Consultant model Alternatives Recommanda tions/Limits How to combine the rythm of hiring from the Smythe model with the optimal allocation of sales force from the consultants’ model? Resource allocation with a limit of an increase of 120 new sales rep: Arthroquell Proxinil Renora 135 Dermet 150 Topisal 99 $192,0 59% $78,7 $18,7 $94,6 Mistalon 0 $5,0 53% $2,4 $0,0 $2,7 Total 553,0 $1  374,3 $542,5 $104,5 $6,0 $721,3 Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution 258 $912,0 62% $346,5 48,8 $516,7 130 $101,7 53% $47,8 $24,6 $29,3 66 $163,6 59% $67,1 $12,5 $84,1 An increase of 120 new reps (an increase of 40 per year) = a gain of net contribution of $138m However the new product Mistalon has an allocation of 0 sales rep, which is completely uncoherent with Terachem strategy to launch this new product! We need to ? nd a resource allocation that is optimal while taking into consideration a reasonnable increase in sales rep (40 per year) AND a minimum allocation for the launch of the new product Mistalon. Context Executive summary Smythe model Consultant model Alternatives Recommanda tions/Limits How to ? nd an optimal ressource allocation that also puts forward Mistalon? (1/2) Resource allocation with a constraint of 30 sales rep for Mistalon: Arthroquell Proxinil 120,7 $95,6 53% $44,9 $22,8 $27,9 Proxinil 130 $101,7 53% $47,8 $24,6 $29,3 Renora 135 150 93,0 $160,5 59% $77,2 $17,6 $93,6 Renora 135 150 99 $192,0 59% $78,7 $18,7 $94,6 Dermet Topisal 60,9 $160,5 59% $65,8 $11,5 $83,2 Dermet Topisal 66 $163,6 59% $67,1 $12,5 $84,1 Mistalon 30,0 $5,0 53% $8,4 $5,7 $3,8 Mistalon 0 $5,0 53% $2,4 $0,0 $2,7 Total 553,0 $1  368,9 $540,9 104,5 $6,0 $717,5 Total 553,0 $1  374,3 $542,5 $104,5 $6,0 $721,3 Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution 248,3 $906,6 62% $344,5 $46,9 $515,2 Arthroquell A decrease of $4m compared to the most optimal solution with 553 sales rep but the new product Mistalon is launched. Terachem can capitalize on the future of this product Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution 258 $912,0 62% $346,5 $48,8 $516,7 However let’s try and come closer to the initial idea of Smythe, who decided to allocate 73 sales representatives to Mistalon, a product which has a potential of future growth. Necessity to analyse the impact of allocating more than 30 sales representatives to Mistalon. Context Executive summary Smythe model Consultant model Alternatives Recommanda tions/Limits How to ? nd an optimal ressource allocation that also puts forward Mistalon? (2/2) Resource allocation with a constraint of 57 sales rep for Mistalon (today’s ? gure): Arthroquell Proxinil 184,0 $124,7 53% $58,6 $34,8 $31,3 Proxinil 112,2 $89,3 53% $42,0 $21,2 $26,1 Renora 135 150 98,0 $191,4 59% $78,5 $18,5 $94,4 Renora 135 150 88,4 $185,2 59% $75,9 $16,7 $92,5 Dermet Topisal 73,0 $167,2 59% $68,6 $13,8 $84,9 Dermet Topisal 56,7 $157,6 59% $64,6 $10,7 $82,3 Mistalon 73,0 $40,1 53% $18,8 $13,8 $7,4 Mistalon 57 $33,6 53% $15,8 $10,8 $7,0 Total 553,0 $1 257,7 $503,5 $104,5 $6,0 $643,7 Total 553,0 $1  366,3 $540,6 $104,5 $6,0 $715,3 Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution 125,0 $734,4 62% $279,1 $23,6 $431,7 Arthroquell Smythe’s initial plan Sales Representatives Planned Revenue Unit Margin Cost of Goods Sold Direct Selling Cost Indirect Selling Cost Net Contribution 238,6 $900,6 62% $342,2 $45,1 $513,3 Optimization with 553 sales reps while maintaining today’s sales reps allocated to Mistalon This solution allows to respect Smythe’s initial decision but at the same time maximise the pro? t: $715,3m (last alternative) $643,7m (Smythe) = $71,6m Context Executive summary Smythe model Consultant model Alternatives Recommanda tions/Limits The last alternative: Total Net Margins â‚ ¬Ã‚  800,00 â‚ ¬Ã‚  700,00 â‚ ¬Ã‚  600,00   500,00 â‚ ¬Ã‚  400,00 â‚ ¬Ã‚  300,00 â‚ ¬Ã‚  200,00 â‚ ¬Ã‚  100,00 â‚ ¬Ã‚  0,00 0 138,252165 276,50433 414,756495 553,0086601 691,2608251 829,5129901 â‚ ¬Ã‚  276,99 â‚ ¬Ã‚  540,15 â‚ ¬Ã‚  648,15 â‚ ¬Ã‚  686,68 â‚ ¬Ã‚  717,55 â‚ ¬Ã‚  732,80 â‚ ¬Ã‚  732,64 The maximum net margin seems to stabilize around $730m. The last solution allows Terachem to reach $715m total net margin. If we compare it to the consultant’s model the difference in net margin is -2,33%, however there is -62% new reps hired!

Free Essay - Good Vs. Evil in The Adventures Of Huckleberry Finn :: Adventures Huckleberry Huck Finn Essays

Free Essay - Good Vs. Evil in The Adventures Of Huckleberry Finn      Ã‚  Ã‚  Ã‚   On important theme within The Adventures Of Huckleberry Finn is the struggle between good and evil as experienced when Huck's personal sense of truth and justice come in conflict with the values of society around him.   These occurrences happen often within the novel, and usually Huck chooses the truly moral deed.      Ã‚  Ã‚  Ã‚  Ã‚   One such instance occurs when Huckleberry realizes that he is helping a runaway slave.   His moral dilemma is such that he is uncertain whether he should or should not turn this slave, named Jim, over to the authorities.   Society tells him that he is aided a criminal, and that is against the law.   However, he has grown quite attached to Jim, and is beginning to realize that Jim is a really good person.   He would also never hurt him.   This illustrates the concept and symbolism of Jim's freedom and societies influence on Huck.      Ã‚  Ã‚  Ã‚  Ã‚   At one point, Huck convinces himself that the nest opportunity he receives, he will turn Jim in, and clear his conscience.   The opportunity became available when slave hunters meet them on the river.   Huck had an absolutely perfect chance to turn him over.   However, he made up a story that his father was sick and needed help and asked the slave hunters for help.   They immediately assumed that his father had smallpox, and he wanted nothing to do with Huck or his father.   Thus, he had saved Jim, and actually felt good about it.   Further along in the book, Jim becomes a slave again.   Huckleberry, with the aid of Tom Sawyer, free's Jim.   Once again, Jim's escape and freedom are more important to Huck than societies viewpoint.      Ã‚  Ã‚  Ã‚  Ã‚   The river is also important.   The river is symbolic of freedom.   It is also symbolic of good.   When Jim and Huck are rafting down the river, they are free of society.   They have no laws.   This is not to say that they are lawless, however, the laws they obey are there own.   This is in direct contrast to being on land, where society reigns supreme.   Land is evil.   This contrast also seems

Modern Technology Has Made Our Lives More Complicated

Hardy’s Mayor of Casterbridge is a novel that revolves around the concealment and divulging of secrets. Henchard, Susan, Newson and Lucetta all keep secrets, which are revealed throughout the course of the novel. Although Susan is a minor character, she plays a major role in the novel through the concealment of her secret. She hides her daughter Elizabeth Jane’s true identity from Henchard, thus allowing him to think she is his daughter. She also keeps the information about her prior relationship with Henchard from Elizabeth Jane, as well as the fact that she had a half-sister that died. The lack of information strangles the relationship between Henchard and Elizabeth Jane. Although Susan keeps these secrets to protect her daughter, her lack of candor results in the consequences she fears most – her daughter’s emotional upheaval. While Susan herself does not reveal the secret, it is disclosed through a letter before the planned time, thus causing Elizabeth Jane’s alienation from Henchard. The reader is oblivious to Susan’s secret until it is revealed in her letter to Henchard. Susan chooses to keep Elizabeth Jane’s identity a secret because she is afraid of disappointing Henchard. A quiet, unassuming woman, Susan is scared of disappointing others and how they will react when she upsets them. She believes that in order to restore order between her and Henchard she must conceal the truth about Elizabeth Jane. It is hard enough for her to reunite with Henchard and when she is alone in the ring with him, she admits meekly, â€Å"I am quite in your hands, Michael†¦if you tell me to leave again to-morrow morning, and never come near you more, I am content to go† (63). Susan’s speech is reflective of her timid and submissive personality. In addition, when Henchard asks Susan if she forgives him, â€Å"she murmured something; but seemed to find it difficult to frame her answer† (64). Susan is unable to show her true feelings because she is afraid of Henchard’s reaction. Thus she finds it necessary to keep Elizabeth Jane’s birth a secret because she is scared of upsetting Henchard. At the same time that she conceals the identity of Elizabeth Jane’s father from Henchard, she hides her connection with Henchard from Elizabeth Jane. Although many times â€Å"she had been upon the point of telling her daughter Elizabeth-Jane the true story of her life† in the end she â€Å"had restrained† (20). Susan’s choice to leave her daughter in the dark allows Elizabeth Jane to enjoy an innocent childhood, and she is blissfully unaware of her mother’s troubles. Susan is afraid of disrupting Elizabeth Jane’s equilibrium and cannot bring herself to tell the truth. â€Å"The risk of endangering a child's strong affection by disturbing ideas which had grown with her growth was to Mrs. Henchard too fearful a thing to contemplate† (20). The words â€Å"endangering† and â€Å"disturbing† highlight Susan’s main goal in hiding her secret from Elizabeth Jane and reflect her entire purpose in life. Because Susan is meek and easily controlled, she is afraid to cause a reaction that she cannot control. She is â€Å"fearful† of anything beyond the ordinary, including unexpected reactions. This character trait is evident when she first meets Henchard and is surprised by his appearance as mayor. â€Å"I don't think I can ever meet Mr. Henchard,† she says in shock. â€Å"He is not how I thought he would be—he overpowers me! I don't wish to see him any more† (29). The sentiments she expresses in this statement illustrate her fear of the unknown, and her easily manipulated nature. Susan uses the word â€Å"overpowers† to demonstrate the lack of control she feels in her life and her tendency to be dominated by a superior. In Elizabeth Jane’s case, as in her relationship with Henchard, she prefers secrecy over openness because of her fear of upsetting others. Susan’s secrets are unexpectedly disclosed to both parties, when she is no longer alive to view the reaction. Their revelation results in the opposite effect, harming both Henchard and Elizabeth Jane. Susan’s greatest desire is to shield her daughter from trouble, but her fear of dealing with the truth ends up bringing on what she dreads most. Susan is overly concerned with appearances and manners, and she fusses about what others will think and say. Susan’s letter exhibits her tendency to avoid disappointing and shocking others. Even in her writing one can sense her fright at revealing the news to her husband. She begins her letter by prefacing â€Å"I hope you will understand why† (108). Later on she begs, â€Å"Don’t curse me, Mike. † Although she is only writing and not speaking, she finds it hard to let out her secret, explaining â€Å"I can hardly write it. † However, despite all of Susan’s reservations and hesitations, and intentions to protect her daughter, she ends up harming her. Her worst fears are confirmed when Henchard begins to treat Elizabeth Jane coldly and Elizabeth Jane â€Å"lived on, a dumb, deep-feeling, great-eyed creature† (115). Instead of showering her with warmth and love, Henchard sharply reprimands her when she uses incorrect grammar. â€Å"Are you only fit to carry wash to a pig trough,† (114) he yells, degrading Elizabeth Jane and humiliating her. Susan’s secret keeping leaves Elizabeth Jane worse off. Her lack of confidence ends up bringing on what she fears most. Hardy uses secrets in The Mayor of Casterbridge to highlight Susan’s character flaw and demonstrate that the situations people fear most are those they ultimately bring upon themselves. While Susan acts out of a desire to help Elizabeth Jane and Henchard, she ends up harming both of them. The concealment of information from her daughter and husband is what destroys their relationship. Susan’s greatest concern is what people will think about her daughter and her top priority is conforming to societal standards. However, her meek personality and constant worrying eventually cause her worst fears to come true. Susan’s saga of secret-keeping serves as a warning to readers†¦ concealing the truth will come back to haunt you.

Postcolonial Ireland Rural Fundamentalism and...

The purpose of this essay is to ask, when Ireland began to industrialise in the 1960s and the 1970s why it mainly occurred in the west. This essay will discuss postcolonial Ireland (1920s-1960s). It will define rural fundamentalism and how it informed social and economic policies in Ireland, it will focus on how poverty, emigration and unemployment and how it played a key role in the eclipsing of the communities of rural Ireland This essay will discuss how the opening up of the economy and the shift in ideologies was essential to the survival of the nation. Moving on it will discuss the International Development Authority (IDA) and its role it had in promoting industrialisation in the west. It will give an explanation as to why the†¦show more content†¦West of Ireland is a designated area it can be argued that this can one of the reasons why multinational firms chose to locate to the west of Ireland to achieve the maximum profit margin from the industry. 4 Wickham (1980) argued, that the new industries where located in rural Ireland because a smaller percentage of the population were in industrial workforce and trade union connections where significantly lower. He argues that the trade union connections where predominantly Dublin based industries. The multinational firms located in the west of Ireland because they could employ cheap labour. According to Slater (2011), multinational firms tend to employ younger employees with no experience in industrial work; they tend to recruit small farm owners. As Harris (1986) illustrate that the multinationals had generated 2100 jobs of which 1875 where being preformed by women, when the IDA â€Å"publicly stressed that the jobs in the new factories where for males, suggesting that they would be more qualified, full time and well paid.† (Corcoran et al 2007:73) in practise this did not happen as Harris (1986) noted they recruited rural women. According to Harris (1984), half of the women came from small farm backgrounds and commuted to work everyday. Women where earning money, they were seen as consumers, this brought economic change to the west, as a result new shops where opening up in rural towns. Women were finding new identities. Industrialisation resulted inShow MoreRelatedPostcolonial Ireland: Rural Fundamentalism and Industrialization2092 Words   |  9 PagesThe purpose of this essay is to ask, when Ireland began to industrialise in the 1960s and the 1970s why it mainly occurred in the west. This essay will discuss postcolonial Ireland (1920s-1960s). It will define rural fundamentalism and how it informed social and economic policies in Ireland, it will focus on how poverty, emigration and unemployment and how it played a key role in the eclipsing of the communities of rural Ireland This essay will discuss how the opening up of the economy and the shiftRead MoreOne Significant Change That Has Occurred in the Wor ld Between 1900 and 2005. Explain the Impact This Change Has Made on Our Lives and Why It Is an Important Change.163893 Words   |  656 Pagesdifferent geographical areas and across ethnic communities and social strata. They consider not only the nature, volume, and direction of migrant movements motivated primarily by opportunities for economic advancement—including the massive movement of rural agriculturalists to rapidly growing urban areas—but also the often-neglected displacements of populations that resulted from the wars, revolutions, and natural and man-made disasters of the twentieth century. Howard Spodek’s essay charts the developmentRead MoreOrganisational Theory230255 Words   |  922 Pagestechnological changes that he saw to be accompanying rapid industrialization and urbanization was the development of an increasingly complex, specialized and differentiated hierarchical division of labour. This had effectively destroyed the traditional social order, which he called ‘mechanical solidarity’: the subordination of the individual to uniform systems of shared values, beliefs and sentiments located in the common experience of an undifferentiated rural population. Durkheim argued that a new social order Postcolonial Ireland Rural Fundamentalism and... The purpose of this essay is to ask, when Ireland began to industrialise in the 1960s and the 1970s why it mainly occurred in the west. This essay will discuss postcolonial Ireland (1920s-1960s). It will define rural fundamentalism and how it informed social and economic policies in Ireland, it will focus on how poverty, emigration and unemployment and how it played a key role in the eclipsing of the communities of rural Ireland This essay will discuss how the opening up of the economy and the shift in ideologies was essential to the survival of the nation. Moving on it will discuss the International Development Authority (IDA) and its role it had in promoting industrialisation in the west. It will give an explanation as to why the†¦show more content†¦According to Harris (1986), economic protectionism, the policy for creating Irish industry was essential to the survival of the Irish state between 1930s – 1950s, moreover the beliefs and values of the economic state wa s crucial to the re-definition of the state at that time. However the opening up of the economy in 1958 can show a change in social and economic ideologies. As (Commins cited in Clancy et al 1986) notes â€Å"rural prosperity was to be sought not only in agriculture but in the comprehensive development of industry, tourism and other enterprises† (p54). This shift in ideologies was fundamental for the survival of the west of Ireland as in [keeping the name on the land] and indeed the survival of the country. Industrialisation has being an important factor of social change in rural Ireland in the last forty years (Slater 2011). Prospects in Agriculture were poor and the population of rural areas were declining. In 1940 Sean O Faolain claimed, â€Å" the old patriarchal rural Ireland is slowly beginning to disintegrate†(cited in Daly 2006:52). According to Harris (1984), while other parts of the country where enjoying the time of economic recovery the west of Ireland was still experiencing high levels of poverty, unemployment and emigration. Moreover seasonal immigration helped sustain small farming communities however the consequences of this as BrodyShow MoreRelatedPostcolonial Ireland: Rural Fundamentalism and Industrialization2083 Words   |  9 PagesThe purpose of this essay is to ask, when Ireland began to industrialise in the 1960s and the 1970s why it mainly occurred in the west. This essay will discuss postcolonial Ireland (1920s-1960s). It will define rural fundamentalis m and how it informed social and economic policies in Ireland, it will focus on how poverty, emigration and unemployment and how it played a key role in the eclipsing of the communities of rural Ireland This essay will discuss how the opening up of the economy and the shiftRead MoreOne Significant Change That Has Occurred in the World Between 1900 and 2005. Explain the Impact This Change Has Made on Our Lives and Why It Is an Important Change.163893 Words   |  656 Pagesdifferent geographical areas and across ethnic communities and social strata. They consider not only the nature, volume, and direction of migrant movements motivated primarily by opportunities for economic advancement—including the massive movement of rural agriculturalists to rapidly growing urban areas—but also the often-neglected displacements of populations that resulted from the wars, revolutions, and natural and man-made disasters of the twentieth century. Howard Spodek’s essay charts the developmentRead MoreOrganisational Theory230255 Words   |  922 Pagestechnological changes that he saw to be accompanying rapid industrialization and urbanization was the development of an increasingly complex, specialized and differentiated hierarchical division of labour. This had effectively destroyed the traditional social order, which he called ‘mechanical solidarity’: the subordination of the individual to uniform systems of shared values, beliefs and sentiments located in the common experience of an undifferentiated rural population. Durkheim argued that a new social order