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.

1. 1
WELCOME TO GOA

2. 2
Spring INDIA Sales & Ops
Strategy Meet for 2009
Presented by: NIRAJ P KHEDKAR
Western Region

4. WESTERN REGION IN BRIEF.
• CURRENT OFFICE SETUP IN 3 CITIES
- MUMBAI / PUNE & AHEMDABAD.
• TOTAL 10 OFFICES
• 1 NSM, 1ASM & 3 TM
• 6 PEOPLES OPS TEAM HEADED BY 1 OPS
MANAGER.

5. QTR WISE ANALYSIS OF BOMBAY
2007 & 2008
0
5000000
10000000
15000000
20000000
25000000
QTR1 QTR2 QTR3 QTR4
2007
2008

6. Sales Growth – IM (2006, 2007 & 2008)
6

7. 7
Sales Growth – DM (2006, 2007 & 2008)

8. Target v/s Actual 2007
INTERNATIONAL MAILING
8

9. Target v/s Actual 2008
INTERNATIONAL MAILING
9

10. Target v/s Actual 2007
DOMESTIC MAILING
10

11. Target v/s Actual 2008
INTERNATIONAL MAILING
11

12. 12
Achievements of 2008
Signed 25 New Accounts
Achieved more than 50 lacs Constantly in the last
year ,except August month.
Achieved more than 75 lacs in the month of
July,October,December.
Achieved all time records by achieving, 1.23
Crores Sales Figure in the Month of April.
Won the business from DHL – MILAP SAREES.
Achieved all IM targets.

13. Top 10 IM Customers of 2008
13

14. 14
Top 10 DM Customers of 2008

15. New Customers of 2008
INTERNATIONAL & DOMESTIC MAILING
• MISSIONRIES (NGO)
FATHER AGNEL ASHRAM
• WEEKLY MAGAZINE
CHITRALEKHA GROUP
• INTERNATIONAL MAGAZINES FOR DM
MAIL ORDER SOLUTIONS
• STATEMENETS - IM
RELIANCE MUTUAL FUND
• MEDIA – MAGAZINES & CD’s
INFOMEDIA
• IM & DM AGR’s
HINDUJA GROUP
• CHAIN MARKETING – BROCHERS/DAILY
ORIFLAME
• PENETRATION
HDFC BANK (IPIN MAILERS)
• PENETRATION
AXIS BANK
• OVERSEAS PLACEMENTS - COLLEGES
EACC
• PENETRATION
ICICI BANK LTD
• FASHION - CLOTHING
BHAVNAM IMPEX
15

16. SEASONAL MAILING CUSTOMERS OF 2008
INTERNATIONAL MAILINGS
16
WORLDVISION
G.T. WORLDWIDE
INTEX EXPORTS
A. K. EXPRESS
JASPER INTERNATIONAL
AFCONS INFRASTRUCTURE
MAHINDRA TECH
GAUTAM INTERNATIONAL
HALLMARK ENGINERING
MARINE CONTAINER SER.
SEA HORSE PVT. LTD.

17. QTR WISE ANALYSIS OF:
AHMEDABAD & PUNE - 2007
17

18. SALES FUNNEL
18
Sr.
no.
Customer
SERVICES
REVENUE POTENTIAL
SIGNING
DATE
IM DM OTHER
1 THOMSON PRESS INR 10 LACS PA SIGNED
2 ICICI PRUDENTIAL INR 3 LACS PA MARCH 2009
3 KOTAK MAHINDRA BANK IRS INR 6 LACS PA MARCH 2009
4 ICICI LOMBARD INR 3 LACS PA MARCH 2009
5 CITY CAT INR 50K PA SIGNED
6 MAIL ORDER SOLUTION ROYAL MAIL INR 3 LACS PA SIGNED
7 RUSHABH MARKETING INR 6 LACS PA MARCH 2009
8 INDUS IND BANK IRG IRS INR 6 LACS PA MARCH 2009
9 HDFC DEPOSITORY INR 3 LACS PA APRIL 2009
10 HDFC BANK IRG INR 2 LACS PA MARCH 2009
11 HSBC MRS INR 5 LACS PA APRIL 2009
12 CRY INR 2 LACS PA MARCH 2009
13 TIMES OF MONEY SING PROJ INR 6 LACS PA APRIL 2009
14 CITI BANK SING PROJ INR 3 LACS PA MARCH 2009

19. SALES FUNNEL
19
Sr. no. Customer
SERVICES REVENUE
POTENTIAL
SIGNING DATE
IM DM OTHER
CONT..
15 INFOMEDIA INR 3 LACS PA SIGNED
16 ISCKON INR 3 LACS PA MARCH 2009
17 AXIS BANK IRG IRS INR 6 LACS PA MARCH 2009
18 KRISHNA & SAURASHTRY INR 3 LACS PA MARCH 2009
19 TATA MUTUAL FUND INR 3 LACS PA APRIL 2009
20 DEAUTSCHE BANK IRS INR 6 LACS PA MARCH 2009
21 AVEO LOGISTICS WH LSA INR 6 LACS PA SIGNED

20. SUCCESS STORIES – WESTERN REGION
20
SBI NRI
• OLD CLIENT (CLOSED)
• DUE TO SERVICE ISSUE
• CREATED GOOD TRUST
• LERANED THE
PRODUCTS IN DETAIL
BARCLAYS BANK
• GOOD COORDINATION
FOR AGREEMENT
• DEVELOPED A GOOD
CLOSE CUSTOMER
RELATIONSHIP
AXIS BANK
• CONSITENT FOLLOW UP
• SIGNED FOR IM
(STATEMENTS)
• APPROACHING FOR
OTHER SERVICES

21. TURN THE KEY… IN YOUR OWN WAY =>
THEODORE ROOSEVELT SAID :-
When ever you are asked to do a job, tell them,
"certainly I can", then get busy find out how to do it.
OUT OF BOX THINKING
FINDING NEW SOLUTIONS FLEXIBILITY FOR SERVICE
GOOD CUSTOMER RELATIONSHIP
REGULAR
FOLLOW UP
NEVER RUN AWAY OR AVOID CUSTOMER WHEN
THEY HAVE QUERY
GENERATION OF
LEADS
FINDING OF GOLD FROM OLD
MAIL ORDER
SOLUTIONS
HDFC BANK
GROUP
ICICI BANK
GROUP
HSBC BANK
GROUP
SBI NRI BANK
APPROACH
ALL EXISTING CLIENTS
OPENED ALL CLOSED FILES
(A/C's)
SIGNED AGAIN & STARTED
TRADE

22. 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.

23. 23
Action Plan for 2009
1. CONCENTRATION ON SERVICES:-
INTERNATIONAL REGISTERED MAILING
•TARGETING THE COURRIER MARKET
ROYAL MAIL PRODUCT
• BULK MAILING FOR UK.
INTERNATIONAL REPLY SERVICES
•MAJOR BANKS / HOTEL INDUSTRY / FINANCIAL INSTITUTIONS
LETTER SHOPPING ACTIVITY
•END TO END SOLUTION
MAIL ROOM SOLUTIONS
•TOTAL MAILING SOLUTION
DOMESTIC MAILING
•BIG APPORTUNITY
INTERNATIONAL MAILING
•OUR KEY SOURCE OF INCOME / PROFIT

24. 24
Action Plan for 2009
2. INDUSTRY TO TARGET
• IM / IRG / DM
PRINTING
• IM / IRG / DM / RM
DIRECT MARKETING
• IM / IRG / IRS / DM / MRS / LSA
BANKING
• IM / IRS / DM / LSA
HOTEL
• IM / DM / LSA
MISSIONARIES /
NGO's
• IRG / IM / DM
EMPLOYEMENT
SERVICES
• IM /IRG / LSA / DM
EDUCATIONAL
CONSULTANTS

25. Action Plan for 2009
25
3. REVENUE GROWTH

26. Action Plan for 2009
CREATE A P.O.BOX
CLEAR THE
P.O.BOX
SORT THE MAILS
DELIVER THE
MAILS TO
SPECIFIC BANKS
COLLECTING
DOC’s FROM RESP.
BANK.
UPDATE INTO
SYSTEM – JUST
RADIO BUTTONS
SCAN ALL COPIES
SEND THE
DOCUMENTS TO
INDIA
(CONSOLIDATED)
26
4. SMALL & BIG PROJECTS
 ZAIRO PROCESS FOR TIMES OF MONEY & CITI BANK

27. 27
Action Plan for 2009
4. SMALL & BIG PROJECTS
 ORIFLAME – COD’s
• BHIWANDI – NAVI MUMBAI (VASHI TO PANVEL)
MUMBAI (1)
PUNE
AHEMEDAAD
• SIGNED & WORKING GOOD
CHENNAI

28. CALCULATIONS FOR MUMBAI REGIONS
ORIFLAME PROJECT
28
OFFICE BHIWANDI – NAVI MUMBAI
QTY MIN. 80 TO 100 DOCs PER DAY
WEIGHT AVG WT. 3 KG PER DOC
REVENUE INR 35 PER DOC + SERVICE TAX
DAILY INR 3500 (100 DOCs)
MONTHLY INR 105000
YEARLY INR 12,60,000

29. 29
Action Plan for 2009
SMALL & BIG PROJECTS
 INTERBANKING PROJECT
CITIES TO
TARGET
TOURIST
PLACE (CITIES)
BUSINESS
DESTINATIONS
EDUCATIONAL
HUBS
CITIES LIST
AROUND 21
MAJOR
CITIES
SELECTED
BANKS TO
TARGET
HSBC
DEAUTSCHE BANK
BARCLYAS BANK
HDFC BANK
AXIS BANK
STANDARD CHARTED
ABN AMRO BANK
CITI BANK
ICICI BANK

30. 30
Action Plan for Qtr 3 & 4 - 2009
SMALL & BIG PROJECTS
 INTERBANKING PROJECT
• INSURANCE
• MUTUAL FUND
• MNC's
• TELECOM
OTHER
INDUSTRIES

31. CALCULATIONS FOR:
INTERBANKING BULK LOAD PROJECT
31
NO. OF BANKS MIN. 10
NO. OF BRANCHES / BANK
AVG. 50 – 75 BRANCHES
(MAJOR & METRO CITIES)
QUANTITY AVG. 20 – 25 DOC’s PER DAY
REVENUE INR 3 PER DOC + SERVICE TAX
DAILY INR 30,000 to INR 45,000
MONTHLY INR 7,50,000 to INR 11,25,000
YEARLY INR 90,00,000 INR 1,35,00,000

32. 32
Resources Required to
Achieve 2009 Targets
Dedicated Customer Service
Representative.
More Major cities to be added in the list.
Dedicated CS Number.“Sales is not
complete unless… … …” BUT…
Dedicated and trained operational
teams
Hand delivery system with full tracking
Facility for DM

33. 33
Feedback
 RELATIONSHIP BUILDING
 Different people has different point of view & understanding.
 Deliver the Unexpected. (In positive Way)
 One step ahead.
 Special services.
 Expectations from service provider. (Value for Money)
 On time Services.
 Good offers and discounts.
 Emotional & Monetary Basis:
(Gifts are holding more emotional values than the product
itself)
 Always take Extra care of Key Clients.
 By providing good services.
 By showing WE CARE. (Cost Analysis)

34. STRENGTH
• FLEXIBILITY
• GOOD CUSTOMER
RELATIONSHIP
• GOOD OPPs
TEAMS SUPPORT
WEAKNESS
• 80% REVENUE
FROM15%
CUSTOMERS
• NO ONLINE
TRACKING (DM)
OPPORTUNITY
• IRG / IRS / DM
• SMALL PROJECTS
• ROYAL MAIL
SERVICES
• HUGE MARKET
UNTAPPED
THREAT
• GEARING UP
OF I-Post
• ENTRANCE OF
DHL
• CUSTOMER
POLICIES
SWOT ANALYSIS
34

35. THANK YOU
Regards,
Niraj Khedkar.