1. Key takeaways from
Sales Leadership Program
TERM 4 - FINAL PRESENTATION
Gallops Motors Pvt Ltd
SHEROY KALYANWALA- GM SALES
Ahmedabad
S.G HIGHWAY
2. Inquiry Generation
Octopus activity
Sarpanch activity
Volume drivers
Beat – exchange bonus
/Spark activation
H.R -manpower /salary
re alignment / staff
productivity
Profit Generating ideas-
cancellation chgs/ sale of
Old TD cars/stock mgt
Creating Brand awareness
Thru radio
3. INQUIRY GENERATION IDEA – THE “OCTOPUS”
ALONG WITH “JUST DIAL” WEB PORTAL
KIRAN 25 45 0 2 0 0 2 0 0 0 0 74
ROMIT 25 0 0 1 0 0 0 0 0 0 1 27
CHETAN 12 25 0 0 50 0 0 0 0 0 0 87
RAHUL 30 0 0 0 0 0 0 0 0 0 0 30
RASIK 38 0 0 0 0 0 0 0 0 0 0 38
VIRAL 20 0 0 0 0 0 0 0 0 0 0 20
KIRAN 0 0 0 0 0 0 0 20 0 1 1 22
ROMIT 0 0 50 0 0 0 0 0 0 0 0 50
CHETAN 0 0 0 1 25 0 0 0 0 1 1 28
RAHUL 0 26 0 1 25 0 0 0 0 0 0 52
RASIK 25 0 0 1 0 15 0 50 0 0 2 93
VIRAL 0 0 0 1 0 15 0 50 0 0 0 66
KIRAN 10 210 0 0 0 0 0 0 0 0 0 220
ROMIT 0 0 0 0 0 0 0 0 0 0 0 0
CHETAN 0 0 0 0 0 0 0 0 0 0 0 0
RAHUL 0 0 0 0 0 0 0 0 0 0 0 0
RASIK 50 0 0 0 0 0 0 0 0 0 0 50
VIRAL 0 0 0 0 0 0 0 0 0 0 0 0
KIRAN 0 25 0 0 0 0 0 30 0 0 0 55
ROMIT 2 25 1 0 0 0 0 30 0 0 1 59
CHETAN 0 25 1 2 0 0 1 0 0 0 0 29
RAHUL 0 25 0 0 0 0 0 0 0 0 0 25
RASIK 30 0 0 0 0 0 0 30 0 0 0 60
VIRAL 0 0 0 0 0 25 0 0 0 0 0 25
TOTAL OF
THE DAY
SUMMERY OF CONTACT DETAILS FOR APRIL 2012 OF STUTI SHAH TEAM
DATE SC NAME SMS E-MAIL
EXISTING
CUSTOM
ER
HOME
VISIT
HAND
BILL
WITH
VISIT AT
SHOPPIN
G MALLS
GROUP
CONTACT
(MR/DOC
TAGGING
/
STICKERI
DRIVING
SCHOOL
LOCAL
GARRAG
E
DIRECT
REFERRAL
S/NET
TOTAL
04-09-2012 253
04-06-2012 276
04-07-2012 311
8/4/2012 (SUNDAY) 270
ADVANTAGE - LIKE THE TENTACLES OF THE OCTOPUS OUR SALES EXECS SURROUND FUTURE POTENTIAL CLIENTS FROM EVERY
POSSIBLE ANGLE LEADING TO LOW COST GENERATION OF INQUIRIES EVERY MONTH BY EVERY TEAM –DEPENDENCE OF
SHOWROOM WALKINGS SLOWLY BEING REDUCED – CONVERTED 57 RSO’S FROM OCTOPUS ACTIVITY IN 8 MONTHS
Using alternative sources of
Inquiries – reducing
dependency on ATL
4. RURAL INQUIRY GENERATION- “SARPANCH ACTIVITY”
BHIKHABHAI GASURA
VILLAGE :- VANSOL
CONTACT :- 94264 34582
DILIPBHAI PRAJAPATI
VILLAGE :-AMBALIYAL
CONTACT :- 99048 31432
VIJUBHA TARSHIBHAI MER
(M) 9974190737
VILLAGE: MANKOL
SARPANCH OF KANKAVATI
PREMJIBHAI V KANJARIYA
CONTACT :9426966229
5. SARPANCH ACTIVITY NOV/DEC – THE RESULTS
16 VEHICLES BOOKED
ACTUAL
VISITS
DONE
476
VISITS
PHASE 2
725
VISITS
PHASE
1
1275
SARPANCH LETTER -ACTUAL
THE LEARNING- THE RURAL MARKET IS THE NEXT BIG FOCUS AREA FOR GROWTH
6. Inquiry Generation
Octopus activity
Sarpanch activity
Volume drivers
Beat – exchange bonus
/Spark activation
H.R -manpower /salary
re alignment / staff
productivity
Profit Generating ideas-
cancellation chgs/ sale of
Old TD cars/stock mgt
Creating Brand awareness
Thru radio
7. BUSINESS VOLUME DRIVERS
BEAT DIESEL EXCHANGE BONUS & SPARK ACTIVATION
• Exchange
bonus offered
on Beat Diesel.
• Aggressive Stock
liquidation
strategy for Spark
through Exchange.
THE LEARNING TAKEN- FINDING OUT THE “LEVEL” AT WHICH CLIENTS PERCEIVE A BETTER
DEAL BEING GIVEN
THE AWESOME RESULTS
22 BEAT DIESELS WITH EXCHANGE BONUS
OUT OF 90 SCP
THE AWESOME RESULTS
BY OCT ALL
70 OLD
PRE MCE
SPARKS
WERE
BOOKED
IN DEC
BOOKED
30 NEW
SPARKS-
EXCHANGE
9 OUT OF
21 SCP
8. Inquiry Generation
Octopus activity
Sarpanch activity
Volume drivers
Beat – exchange bonus
/Spark activation
H.R -manpower /salary
re alignment / staff
productivity
Profit Generating ideas-
cancellation chgs/ sale of
Old TD cars/stock mgt
Creating Brand awareness
Thru radio
9. BRANDING AND AWARENESS THRU THE MEDIUM
OF RADIO- LIVE SLOTS & INTERVIEWS
THE RESULT- BETTER BRANDING- BETTER PRODUCT KNOWLEDGE FOR PROSPECTIVE
CLIENTS
10. HUMAN RESOURCE – SALARY RE ALIGNMENTS
UNPRODUCTIVE STAFF & INCREASING STAFF PRODUCTIVITY
Staff salary re-alignment and more levels for progression for growth
12. PROFITBILITY IMPROVEMENT
- OLD TD CARS -CANCELLATION CHARGES – STOCK MANAGEMENT
TOTAL SALEABLE OLD
TEST DRIVE CAR STOCK
IN OCTOBER- QTY 26
TEST DRIVE CARS SOLD
BY DECEMBER 2012 END
13 VEHICLES
BLOCKED FUNDS
REALIZED THRU SALE OF
USED TEST DRIVE
RS. 22 LAKHS
PROFIT EARNED 2.5
LAKHS
BILLING EARLIER WAS
DONE KEEPING ONLY
RBP TARGETS IN MIND
FROM OCTOBER THE
VEHICLES WERE BILLED
ACCORDING TO
MOVEMENT TRACKING
VARIANT/COLOUR WISE
RESULT- MINIMUM
NON MOVING STOCK
BILLED SAVING US
INTEREST COST IN
FUTURE MONTHS
TOTAL APROX 9,00,000
RS 5000/- TAKEN FOR
CANCELLATION
CHARGES ON OBF
AVERAGE
CANCELLATION S PER
MONTH 23
FUNDS EARNED THRU
CANCELLATION
CHARGES
23 x 12 MONTHS x
5000
TOTAL 13,80,000 LAKH
13. TO THE SALES LEADERSHIP PROGRAM-GM AND PROGRAM
FACILITATORS – A VERY BIG “THANK YOU “
I wish I had the
opportunity to enroll in a
business management
course while working in
my current organization
SLP HELPED ME GROW IN 2012
