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STR 581 Week 6 Individual Strategic Plan Update Final Implementation Plan

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Implementation Plan
STR 581 Week 6 Individual Strategic Plan
Update Final Implementation Plan
STR/581 Strategic Planning & Implementation
Cintas Corporation is an organization with a highly integrated intelligence
network. Cintas highly integrated network consist of 30,000 employees
worldwide. Cintas Corporation initially focused all its operations on uniform
management but in modern times it additionally designs, manufacturers and
implements corporate identity uniform programs, mats, bathroom supplies,
promo products, fire protection, document management, first aid and safety for
close to one million businesses. Cintas operates more than 430 facilities,
including eight distribution hubs and six manufacturing plants. Cintas is a
billion dollar revenue organization.
Cintas has many competitors worldwide. Cintas operates with a unique
approach to intelligence. It operates with a one-man intelligence team. Each
employee at Cintas can make a significant impact with this one-man approach.
Cintas relies on all of its 30,000 employees with this model. Internal market
intelligence sales network model:
* Quickly identify new business opportunities
* Develop local tactics to attack/defend against the competition
* Develop local competitive binders
* Establish best practice sharing among regions
* Greater competitive visibility at corporate level

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“Our intelligence function is neither centralized nor decentralized. I guess the
best way to describe it is that it is integrated. Everybody is aware of the
intelligence function and the benefits it brings. As a result, everyone - from
sales, operations, supply chain and research and development to finance and
accounting - wants to participate in the intelligence process. They are involved
in the consumption, collection and analysis process. All the different touch
points in our business provide the information and analysis we need. That has
worked well for us. In my experience, the best individuals that know what
information to collect and how to properly analyze it are those who will
ultimately act on the intelligence that is created,” said Troy Pfeffer. “And to
ensure that the most relevant information is filtered up to the corporate level,
sales managers at various levels help to decide what is relevant for distribution.”
Key principles that are central to the success of Cintas intelligence systems are
integration, transparency, collaboration, fluidity, and internal funding by all its
“All information is transparent and most information is available via self-
service. We have a unique way of funding: if you want customized information
you’ll need to pay for it. This makes me a sales man, which is quite handy in a
business to business company with a focus on sales,” said Pfeffer.
An example of Cintas illustrating these principles, Pfeffer tells of a story where
a Cintas employer noticed a product being test marketed by its competition and
instead of Cintas respecting this product in its early marketing stages, they
snapped a picture with a cell phone and loaded it up on the company’s
intelligence portal. They simply stole the idea and were able to enter market
with this new highly attractive product within 30 days. This one-man approach
is very effective by managing internal intelligence and simple entrepreneurship.
Cintas Corporation intelligence tools are categorized with a two-step approach.
This two-step approach is how to attack and how to defend accounts. Some
support tools Cintas uses to attack new accounts and defend accounts include:
1. Outsourced sales leads generation intelligence collected ranges from
prospects, to vital information about the company’s business plan
2. Request for proposal at Cintas informs the sales team on how to position their
products against the competition.

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3. Win-Loss analysis at Cintas has a follow-up system once an account is lost.
Cintas wants to know why the business was awarded elsewhere.
4. Competitor binders are collected by Cintas through field intelligence. Cintas
is able to gauge how a competitor may defend their existing accounts or
compete for new accounts. This proprietor information is stored under
competitor binders.
5. Field intelligence is gathered in a “locked box” to key customers. This
information could include invoices and price list from competition. Cintas
retrieves this information and analyzes to better service its customer base.
Key success factors that have made Cintas successful in the past and reasons
they believe they will continue to grow are below.
* We are the largest company in our industry.
* We are a market leader with an excellent reputation.
* We have an outstanding management team, most of who have been with the
company for many years. We are experienced, knowledgeable and committed.
* We are ownership-driven. Most of the executives have the majority of their
net worth invested in Cintas stock. We are motivated more by the long-term
value of Cintas than by salaries, bonuses and perks.
* We do extensive benchmarking by comparing costs and productivity line
item by line item for every Cintas operation throughout North America. This
stimulates competition within our team and sets the scene for outstanding
Break even chart
Financial Statements For Cintas Corp (CTAS)
Year over year, Cintas Corporation has been able to grow revenues from
$4.1B USD to $4.3B USD. Most impressively, the company has been able to
reduce the percentage of sales devoted to selling, general and administrative
costs from 29.23% to 28.31%. This was a driver that led to a bottom line growth
from $297.6MUSD to $315.4M USD.
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Awesome! Perfect study aid.