This presentation will be helpful for Sales persons to project, showcase and explain how they have worked on the territory given, achievements and future targets.
9. 9
Achievements of 2007
• Signed 12 New Accounts. (Qtr 3 & 4)
• Crossed 50 lacks Figure Twice in 1 Qtr. (Oct & Dec)
• Crossed 1Crore Sales Figure in the 4th Quarter.
• Revived SBI NRI A/C after 2 years.
• Achieved all the targets in 4th Quarter.
• All Projects taken completed on time.
- Crompton Greaves AGR project.
-Axis Direct Marketing (15k mailers of South Mumbai.)
14. UNDERSTANDING ABOUT INDUSTRIES.
CATEGORY RESULT INDUSTRIES
Completely
pumped out
100 % None.
Utmost Tapped 76 – 99 % Banking, Direct Marketing, Etc.
Major clutched 51 – 75 %
Law firms, Wholesalers,
Overseas Employment
Companies, Etc.
New Entrants 26 – 50 %
Hotels, NGOs, Pharma,
Printing, Media, Etc.
Prospect 1 – 25 %
Insurance, Loan, Mutual Fund,
Telecom, FMCG, Power, Etc.
15. 15
Action Plan 2008
Concentration on Domestic Mailing
WHY ? ? ?
@ns:
1. To Grab the opportunities before the Competitors Strikes.
2. As Mumbai is a HUB for all MNC Banks , Companies & other
Industries at large.
- There are heavy loads for Domestic Mailing.
3. To Increase the Productivity & Profitability.
- Recently opened 3 offices in Mumbai (FORT, MATUNGA &
GOREGAON) helps in better connectivity.
- This will help in meeting the BEP Faster.
4. Mumbai Is also a HUB of PRINTING INDUSTRY.
16. 16
Resources Required to Achieve 2008
Targets
1. Support from OPS team.
2. Delivery and Pickup Boys needs to be in there Spring Dress code &
should always have & carry there I-Card.
3. A Proper training to be provided to Pick up & Delivery boys (Who ever
needs).
4. All India Sales & OPS Team needs to work as ONE Team.
5. Online Tracking to be available at all the cities where Spring has there
offices.
6. Dedicated customer service representative.
7. A customer service number should also be started
17. 17
Feedback
1. As Spring is an MNC.
- Standards should continue while providing the services & other
functions.
- Brand building Exercise.
2. Spring Global Mail OR TNT
- Customers are still in confusion state whether the company name
is Spring Global Mail / G3 WW or TNT.
- Still customers are very relax to know if TNT is a part of Spring.
- If understood Spring is a different entity now they get reluctant.
18. 18
Action Plan 2008
Focus on Value Added Services:
(Mailroom Solutions, IRS, Letter-shopping Activity)
WHY ? ? ?
@ns:
1. Major Revenue (PROFIT) Generating Products.
2. This Services can be specialized services.
3. Demand is there in the market & Customers are ready to pay
for ready made solutions.
4. Good opportunity to Tap.
19. 19
Resources Required to Achieve 2008
Targets
1. A good Software & Dedicated staff appointed would help in
creating Specialization in this work.
- Need specialized people.
2. Work on all locations of P.O.Box services (TAT)
- Some Locations like Australia, Saudi, etc. had few
complains regarding delays.
20. 20
Feedback
• Try to collect information & learn more from the Competitors who
provide same kind of services.
- Companies such as GATI, DHL, DTDC, are already working in the
market.
- Mailroom solution also provides a direct entry into understanding of
the companies working and load coming out.
- There is always a good scope to provide our services for major
locations.
21. 21
Action Plan 2008
RELATIONSHIP BUILDING
WHY ? ? ?
@ns:
1. Different people has different point of view & understanding.
- Customer needs & wants.
- How customer thinks and perceives about the company.
- Every city’s, state’s & countries outcome differs from other.
2. Expectations from service provider.
- On time Services.
- Good offers and discounts.
- Emotional & Monetary Basis: (Gifts / Greetings on personal &
seasonal occasions.)
22. 22
Resources Required to Achieve 2008
Targets
1. On time response:
- For this kind of services we require a good setup of back office
working. (A Back office respondent)
23. 23
Feedback
1. Always take Extra care of Key Clients.
- By providing good services.
- By showing WE CARE. (Cost Analysis)
24. 24
Action Plan 2008
3 WAY FUNCTIONING:
(HELPS IN TARGETING ALL THE SEGMENTS WHICH ARE STILL
UNTAPPED.)
WHY ? ? ?
@ns:
1. Good solution for a better working of Sales & OPS Teams.
2. Effective way of targeting the desired market & getting the best
results.
3. Helps in proper & systematic functioning.
25. 3 WAY FUNCTIONING
• LEAD GENERATION
(National Sales Coordinator)
- Internet, Yellow Pages, News Papers, Magazines,
OR Buy Leads if needed.
• CALLING &
FILLING QUESTIONNAIRE
(Sales Coordinator)
- On Phone, Via Mail, Arrange Personal Visits /
Meetings.
• MEETINGS WITH CLIENTS &
SIGNING TRADING AGREEMENTS
(Territory Manager)
26. Questionnaire
SELF GENERATED FEEDBACK:
1. NAME & ADRESS OF THE COMPANY: Contact Details.
2. CONTACT PERSON & DECISSION MAKER:
3. INDUSTRY & THERE PRODUCTS:
4. THERE SETUP ACROSS THE GLOBE:
5. ANY OTHER SERVICES (from our list) THEY WOULD REQUIRE OTHER THAN IM & DM
DATA COLLECTION VIA QUESTIONNAIRE:
1. KIND OF LOAD: BULK/REGULAR/LESS – IM OR DM OR BOTH.
2. HOW MUCH LOAD: IF BULK/REGULAR/LESS..?
3. TYPE OF LOAD: DAILY/WEEKLY/MONTHLY/YRLY (SEASONAL)
4. AVERAGE WEIGHT PER COPY:
5. KIND: DOC / NON-DOC
6. DESTINATION (MAJOR):
27. 27
Resources Required to Achieve 2008
Targets
1. Internal & External Marketing.
2. Back office support
3. Create a Sales Team. (Dead callers-Sales Executives)
4. Self explanatory broachers. (For all products)
28. 28
Feedback
• Presence on Web.
- Our website is unable to give the complete information
about our products & Services.
- Ex: DHL has all the minute details & is very much Self
explanatory.
• Office Automation
- A set procedure should be there to follow.
- Ex: Pick-up of load – Delivery – Billing – Collection –
Follow-up for next load.
• Incentive & Owner Model:
- This will enable the Employees to stick to the company
and still feel good without creating a competition.
29. KNOW ABOUT WESTERN REGION IN BRIEF.
• CURRENT OFFICE SETUP IN 3 CITIES
- MUMBAI / PUNE / AHEMDABAD.
• TOTAL 6 OFFICES
• 1 NSM & 2 TM
• 6 PEOPLES OPS TEAM HEADED BY 1 OPS
MANAGER.
