The annual sales review document summarizes sales targets and achievements for various states in India. As of July, total sales achieved were 52.61 lakhs against a target of 324 lakhs, leaving 271.4 lakhs still to be achieved. A new sales strategy is proposed focusing on strengthening the distributor network, offering competitive discount structures, proper product placement, and promotional activities. Challenges include higher competitor pricing, unorganized players in the market not following regulations, and ensuring distributor margins allow for competitive pricing. Outstanding dues over 90 days were high at 183.12 crores across various states.

1. Annual Sales Review Meet 16-17

2. Target Vs Achieved
State Target 16-17
(lakhs)
Achieved Till July
(lakhs)
To be Achieved
(lakhs)
Monthly Target
(lakhs)
Gujarat 48 4.49 43.51 5.43
Karnataka 60 15.32 44.68 5.58
Kerala 84 11.36 72.64 9.08
Maharashtra 48 1.27 46.73 5.84
Tamil Nadu 84 20.16 63.84 7.98
Total 324 52.61 271.4 33.91

3. New Sales Strategy
 Distributor Network –
 Healthy Distributor.
 Large dealer network(300-400 Dealers).
 Good infrastructure (Storage, on time delivery).
 Ready to invest/support.
 Good rapport in the market.
 Discount Structure- For Distributor/ dealer
 Regular distributor discount.
 Cash discount against advance payment.
 Special discount on volume purchase.
 Turnover discount (half yearly).

4. New Sales Strategy(contd.)
 Product placement-
 Right product at the right place.
 Free bees for placing the product.
 One time deal for Non moving product.
 Product Mix-
Premium Brush 25%
Economic
Brush 20%
Fabric Rollers 15%
Masking tapes 10%
Abrasive Papers 10%
Extension Poles 20%

5. New Sales Strategy(contd.)
 Promotional Activities-
 Area wise shop meet.
 District wise dealers meet.
 B2B promotion.
 Freebies to the end-users
 Your suggestions, if any.
 Smart Approach-
 Smart self introduction.
 Explain the company profile.
 Explain USP of the product.
 Why you should purchase our product.
 Rapo building with customers.
 Discussion on new Price List.

6. Outstanding as on July 16
State <90 days 91-180 Days 181-365 Days >365 Days Total
Gujarat 307835 0 431683 198156 937674
Karnataka 717451 1783153 1072182 2467425 6040211
Kerala 823482 237165 91397 1937498 3089542
Maharashtra 99404 88964 415020 3181240 3784628
Tamil Nadu 1434102 702865 2028 2321257 4460252
Total 3382220 2812147 2012310 10105576 18312253

7. Pending ‘C’ Form Collection
State 2009-10 2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 Total
Goa
- - 5956
- 98084 44735 42125 190900
Karnata
ka
572035 1902080 1722710 4502903 1841451 1427846 4728716 16697740
Kerala 1065285 3610847 2454309 5898338 805999 1528022 1506886 16869686
Tamil
Nadu
80326 2595573 1054422 2414636 841746 81922 53207 7121832
Total 1717646 8108500 5237397 12815877 3587280 3082525 4974736 40880158

8. Challenges
 Higher Price- A good sales man can sells any product at a higher price.
 To understand the market- A sales man who understands the market
can place any product.
 Competitor Pricing-
 For good deal, knowledge of competitor price is a must.
 Unorganized players in the market-
 No Brand name.
 No registered company & address.
 Do not follow government norm(purchase of products WITHOUT-BILL).
 Distributor Pricing-
 Distributor's margin.
 Market competitive price to be fixed.
 Product Complaints-

9. Thank Yousushant.suvarna@outlook.com