BSA 502 Business Systems II: Riordan Manufacturing: Business Systems

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RIORDAN MANUFACTURING: SALES AND MARKETING1Riordan Manufacturing: Business SystemsTeam BBusiness Systems IIBSA 502Analyze the current business systems of Riordan Manufacturing, Inc., focusing on its Sales andMarketing and Human Resources departments. Discuss the existing systems in each area,identify challenges, and provide detailed recommendations for improvement. Your analysisshould include:1.An overview of the current Sales and Marketing systems, including how historical salesdata and customer relationship management (CRM) are managed.2.A critical evaluation of the existing Human Resources Information System (HRIS),highlighting its limitations and areas needing enhancement.3.Comprehensive recommendations for upgrading both systems, emphasizing theintegration of modern technologies (e.g., CRM solutions and SAP HRSS with virtual cloudstorage) to enhance operational efficiency and strategic decision-making.Your paper should be well-structured, demonstrating a deep understanding of business systemsintegration and the strategic role of Sales, Marketing, and HR in organizational growth.Word Count Requirement:2,000-2,500 words.

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IntroductionRiordanManufacturing, Inc.isaplasticsmanufacturer whose products areused in thesports, medical, the Government andseveral other key industries. As a company that has been inbusiness since 1991. Over time Riordan has been able to establish a solid foundation for thecompany, product line, processes and procedures. This paper will discuss its current businesssystems to include sales and marketing, human resources, operations and logistics and legaldepartments and provide recommendations on how the existing systems can be improved.Riordan Manufacturing: Sales and Marketing.Its sales and marketing systemsdepend on today’s standards of integrated informationmanagement. Riordan is computerizing its sales and marketing systems to handle their customersmore efficiently. It is also working on ways to best consolidate customer data to provide bettervalue to the customers.Existing Sales and Marketing SystemRiordan Manufacturing, Inc.is a rising organization. Updating the current sales andmarketing system is a must for any organization and is needed in order to grow and increaserevenue. The sales and marketingfor abusiness is the part ofthebusiness that is accountable forfinding clients, making sales and generating revenue. This is theone partofany business thatcreates acash flow.Riordan Manufacturing, Inc. isfocused on consolidating their customerinformation, departmental databases and other historical and modern day records to operate moreefficiently and better serve its customers.The firm has historical records in many disparatedatabases, as well as in paper files, microfiche, and various filing cabinets (Riordan, 2012),aswell as in into aCustomer Relationship Management (CRM)system.

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Riordan has a three-part sales plan for 2006 comprised of the following three strategies.The first is “Strategic sales objectives with corresponding financial goals and roll-out schedules.Through this strategy, the sales team plans to work with existing customers before their RFPs arereleased in an effort to have their customers surround their final project with Riordan products tofulfill their needs. The second strategy is using the four P’s ofsales andmarketing; product-byexpanding their product line according to their customer’s needs, pricing–by not increasingprice to customers and facilitating discounts application to customers by sales managers,promotions–by implementing sales team promotions and incentives to sell and customerpromotions to buy,and placement–by performing a market study to determine the bestindustries and geographical locations for promoting their products. The third part of themarketing strategy is to strengthen customer relationships with existing customers through acustomer relationship management program (CRM). One way presented is to provide a varietyof resources for customers in an effort to connect with them.PresentlyRiordan ManufacturingInc.’s Sales and Marketing systems are(Apollo Group, Inc., 2012):Historical SalesFiles of Past Marketing Research, Marketing Plans, and Design AwardsSales DatabaseProduction recordsProfit and Loss Statements by ItemGroupMarketing BudgetMarketing Budget Anticipated ResultsCustomer ListSales ChartProduct Catalog

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The historical sales information,which was first recordedmanually via paper and pencil,is now entered and tracked electronically.Overthe past several years, the Riordan has managedto import and manage the following historical sales electronically:Dates including order, delivery, and payment dates by order.Unit and dollar volume of each product including plastic bottles, fans, heart valves,medical stents, and custom plastic parts rolled up to be examined by product group andcustomer.Sales by customer to include price paid, cost, margin, and discount given.(Riordan, 2012)The ability to pull historical sales data is very important, as it would allow Riordantoevaluate past, current, and future cost and sales activities to learn from past knowledge and makebetter informed decisions for the organization.Riordan does not have any other standard systems or operating procedures to track andmaintain the records within the other departments. The different departments that make upRiordan all track their records in various forms and fashion. The sales team methods varies frompaper and pencil to the use of sales management software such as ACT. The productiondepartment maintains records by shifts then categorized product group and year where as themarketing methods maintain records by profit and loss record item and group. Although themethods and process may work within each individual department, it is not ideal for thecompany as a whole. The company must implement a standardized systematic solution to keeptrack of all past, current, and future vital records.RecommendationsRiordan Manufacturing, Inc. has already established it’s self as a major manufacturingcompany in the world. This has brought in lots of customers around the world; this includesGovernment contractors to major customers in various forms. The need to have sales data that is

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up to that date requires a dedicated team and software that will support all of this. A record of allsales must be kept in order to keep sales up and not sky rocketing.It is vital that Riordan realizes the potential they currently have in order to leverage theirexpertise for manufacturing by bringing their sales tools up-to-date. A competitive advantagemaybe gained by Riordan by establishing a system that will integrate hardware and software withtheir existing systems. CRM are designed to manage business functions and strengthen the tiesbetween business owners and their customers in a more convenient and practical way. CRM isvery attractive alternative, less expensive, less labor and time consuming and can help theRiordan organization to reduce administrative overhead and provide accurate customer bids,track customer discounts and expand value added services to customers. Riordan will be able toincrease and forecast revenues due to these advantages; creating an efficient set of standards forthe marketing and sales group allowing for increased productivity and customer satisfaction.Riordan Manufacturing: Human ResourcesThe Human Resources (HR) department of a company is an essential part of the business.This is the department that acts as the heart of the business pumping the talent or bloodthroughout the different systems or organs of the company. With an effective and efficient HRdepartment in place, a company can achieve great things. This section will discuss the existingHR systems within Riordan Manufacturing, Inc. and will also present recommendations forchanges in the existing system.Understanding Human ResourcesThe role of the Human Resources department has evolved over the years. Traditionally,the HR department was responsible for the hiring and firing of employees–period. An articlewritten by William King talks about five major functions HR management plays in business,

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namely 1. handing compensation and rewards; 2. recruitment; 3. performance management; 4.point of contact; and 5. employee expectations (King, 2007). The content of this article stillholds true to today’s market. Today’s HR departments are ensuring that they can providecompetitive compensation and benefits packages to attract ideal candidates. Companies areempowering their HR departments to work harder and smarter in order to create a strong front intheir workforce. HR departments are designed to protect the company’s investment in the peoplehired by working hard in recruiting the right candidates for open positions, matching them to theappropriate managers or supervisors so that there is a great fit between the two. HR departmentsare using a vast amount of assessment tools like personality tests, performance managementreviews and goal setting in order to best place their employees in the right position. The rightposition should be a position that is not just to the company’s profitability and advantage but alsofulfilling to the employee’s experience.Riordan Manufacturing–Existing Human Resources SystemRiordan Manufacturing is currently using an HRIS system that was installed in 1992 aspart of a package system the financial department is using. The system uses data retrieved fromspecialized forms and a subsystem of excel spreadsheets. The forms are used by managers andthe employee relation specialists. The forms used by managers include employees’ personalinformation, pay rate, tax information, date hired, seniority date, vacation time, andorganizational information. The employee relations specialistalso uses forms to trackinformation about employee complaints, employee grievances, and employee harassment claims.When changes need to be made to any of the previous mentioned information, the appropriateform is filled out and sent to the payroll clerk, who is in charge of entering and maintaining thedata for that part of the HRIS system.Managers are also responsible for tracking family

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