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Nirav Sales Plan June 2007


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Nirav Sales Plan June 2007

  1. 1. SALES PLAN 2007 INDIA Nirav Vasavada
  2. 2. Content <ul><li>Market Analysis </li></ul><ul><li>Existing Market Situation in India </li></ul><ul><li>Customer Needs </li></ul><ul><li>Sales Focus for Specific area </li></ul><ul><li>Roles of the Sales Manager </li></ul><ul><li>Future Development of Indian Team </li></ul><ul><li>2007 Sales Plan (Quarterly) </li></ul>
  3. 3. Market Analysis <ul><li>India is the fastest growing Jewelry manufacturer in the world. </li></ul><ul><li>Indian diamond industry works in secrecy & trust. </li></ul><ul><li>The local movement of diamond within India is mostly done by Traditional ‘ Angadia ’ (not a professional courier company). It is purely on trust and there is no legal documents for the diamond transportation. </li></ul><ul><li>Indian Diamond Industry mostly run by family members only. </li></ul><ul><li>Estimate Indicates that 11 sets out of every 12 diamond sets worn globally are manufactured in India </li></ul>
  4. 4. <ul><li>85% p.a. of Global Diamond sales worth 12.5 billion US$ come from India, ( Press release in The Economic Times, 5 th May 2006 on ‘ India to become global hub for gems and jewelry’) </li></ul><ul><li>As per Economic Times: Exports increasing from $7779.5m in FY01 (Financial Year 2001) to $15,706.9m in FY05 ( Financial Year 2005 ) , making the industry one of the country’s largest Forex earners. </li></ul><ul><li>India leads the globe in Diamond manufacturing with 60% share in value, 85% in volume and 92% share in the number of pieces produced. (Press release in The Economic Times, 5 th May 2006 on ‘ India to become global hub for gems and jewelr's) </li></ul><ul><li>The Indian cut & polished diamond manufacturing industry is expecting a growth of 15 to 20 percent in next two years </li></ul>Market Analysis
  6. 6. <ul><li>The Four C's : Diamond professionals have developed standards for comparing & evaluating these precious stones. These standards are better known as the 4 C's. </li></ul><ul><li>Cut : (Refers to the angles and proportions of a diamond) </li></ul><ul><li>This refers to how the diamond has been cut and its geometric proportions. When a diamond is cut, facets are created and the diamond's finished shape is determined. </li></ul><ul><li>Clarity : (Refers to the presence of inclusions in a diamond) </li></ul><ul><li>This is the measurement of a diamond's flaws, or inclusions that are seen in the diamond. Clarity levels begin with Flawless & move down to Very Very Slight (VVS), Very Slight (VS) & Slightly Included (SI). </li></ul>About Diamonds
  7. 7. <ul><li>The Four C's : </li></ul><ul><li>Carat : (Refers to the weight of a diamond) </li></ul><ul><li>This is the weight of a diamond.100 cents is equal to about 1 carat </li></ul><ul><li>Color : (Refers to the degree to which a diamond is colorless) </li></ul><ul><li>In referring to transparent diamonds, the color scale runs from D to Z, beginning with Icy White -- the color of the most expensive diamonds -- and ending with a light yellow. </li></ul><ul><li>Together the 4 C's affect  the appearance and value of the diamond. </li></ul><ul><li>A diamond's value is influenced by its rarity. </li></ul><ul><li>Even the slightest differences can make a huge difference in value.   </li></ul>About Diamonds
  8. 8. About Diamond Cut
  9. 9. <ul><li>MOVED UP IN THE VALUE CHAIN </li></ul><ul><li>Moving from smaller stones to cutting bigger / better quality stones </li></ul><ul><li>From cutting Diamonds to making jewelry for exports </li></ul><ul><li>Making branded Diamond jewelry for Indian local market </li></ul><ul><li>Moving from family owned business to Professional organization </li></ul><ul><li>From Labour intensive to high state of art equipments </li></ul><ul><li>Over 25,000 manufacturing units in India </li></ul>Existing Market Situation in India
  10. 10. Customers Needs in Indian Market <ul><li>Since, Indian diamond Industry in moving up in the value chain they need more Professional & state of art technology which they can find only Outside India. </li></ul><ul><li>Worldmart can Provide a trading platform under one roof. That satisfies the global vision of Indian diamond industry </li></ul><ul><li>Cheap Labour, Latest Technology, New Markets, Easy Export formalities, Smooth entry into China Market, More Business Opportunities </li></ul><ul><li>India has a raw material & China has demand for the same </li></ul>
  11. 11. Sales Focus for Specific Area <ul><li>Diamond Cutter </li></ul><ul><li>DTC Sight Holders </li></ul><ul><li>Loose Diamond & Wholesalers </li></ul><ul><li>Diamond Jewelry Manufacturers & Exporters </li></ul><ul><li>Brand Owners </li></ul><ul><li>Retail Segment </li></ul>
  12. 12. Role of Sales Manager in India <ul><li>Setting up India of operation </li></ul><ul><li>Collecting database of potential clients </li></ul><ul><li>Penetration of Indian Market </li></ul><ul><li>Creating awareness about Worldmart in Indian market via Print Media, Emails, Participate in Jewelry Industry Events, Telemarketing, Mailers etc. </li></ul><ul><li>Networking with high net worth Individuals in diamond Industry </li></ul>
  13. 13. Role of Sales Manager in India <ul><li>Phase wise targeting customers </li></ul><ul><li>Keeping tap on trends </li></ul><ul><li>Making Members for Worldmart </li></ul><ul><li>Customer Service in India </li></ul><ul><li>Keeping Head Office, HK informed about Market trends in India </li></ul><ul><li>Staff Selection </li></ul>
  14. 14. Future Development of Indian Team <ul><li>Appointment of Office staff : </li></ul><ul><ul><li>Sales Executives for Mumbai </li></ul></ul><ul><ul><ul><li>Sales Coordinator to support Executives </li></ul></ul></ul><ul><ul><li>Support Staff: </li></ul></ul><ul><ul><ul><li>Finance / Accounts Department </li></ul></ul></ul><ul><ul><ul><li>Office Assistant cum Administration </li></ul></ul></ul>
  15. 15. 2007 Sales Plan <ul><li>1 st QUATER: </li></ul><ul><li>Training and Induction Programme </li></ul><ul><li>Follow ups of prospects generated during Worldmart team visit in India </li></ul><ul><ul><li>Generating database of Indian clients </li></ul></ul><ul><ul><li>Creating awareness about Worldmart </li></ul></ul><ul><li>Setting up Mumbai Office </li></ul><ul><li>(Will work on more target oriented Sales Plan in Panyu) </li></ul>
  16. 16. 2007 Sales Plan <ul><li>2 nd QUATER: </li></ul><ul><li>Target group customer would be level I </li></ul><ul><li>Consisting of Sight holders </li></ul><ul><li>Data will be generated from DTC Websites </li></ul>
  17. 17. 2007 Sales Plan <ul><li>3 rd QUATER: </li></ul><ul><li>Follow-up with the Level I target customer group for Sales Turnover </li></ul><ul><li>Participating in JCK & IIJS Exhibitions </li></ul><ul><li>Target group Wholesaler of Diamond & Small – Medium Size Jewelry Manufacturer </li></ul><ul><li>Follow-up with Enquiries Generated in the Exhibitions </li></ul>
  18. 18. 2007 Sales Plan <ul><li>4 th QUATER: </li></ul><ul><li>Building up for the lead generated in the first three quarters </li></ul><ul><li>Close Sales </li></ul><ul><li>Convert enquiries into orders </li></ul><ul><li>On the basis on response build the team for Indian Market </li></ul>