SlideShare a Scribd company logo
Channel & Sales
Engagement with
Loyalty Management
Achieving business excellence with digital programme
09/08/22
2008
2020
159 bn
~520 bn
The domestic paint industry has grown at a rate of 10.4% from FY08, when market was
valued at INR 159bn, to FY20, when the market reached ~INR 520bn.
Source: Nirmal Bang Institutional Equities Research
Some Interesting Paints Industry Trends
Market Share
Organized Sector Unorganized Sector
Within the industry, the organized sector
has been commanding ~70% market share
and the balance 30% is accounted by the
unorganized sector.
Some Interesting Paints Industry Trends
Source: Nirmal Bang Institutional Equities Research
Metros and tier I areas contribute ~25% in value terms with the smaller towns
(tier II/III/IV cities) and rural areas contributing the balance 75%.
For the past few years, demand in smaller cities and towns has been growing
at a faster pace than metro and tier I cities.
Paint companies proactively expanding their dealer base in newer
geographies, especially tier II / III / IV cities and rural areas, to ensure
adequate presence.
Management commentary of the top three players, confirm relatively better
scenario in smaller/rural markets in recent earnings call
Some Interesting Paints Industry Trends
Channel Strategy
Overview
All players aggressively trying to increase distribution network in order to
penetrate deeper into markets across India.
Dealer universe, which currently stands at an estimated 120,000-150,000
outlets, is expected to increase by ~10% every year.
Continuous and sustained focus on new offerings and focused advertising
& marketing including social media.
Strategy to generate channel loyalty especially in the influencer, Retailer &
Dealer category to protect market share.
Various marketing events to entice the bottom line partner in Channel
Pyramid space.
Challenges in Contemporary Sales
Management process
Marketing
alignment
with Sales
Fragmented
Marketing
Systems
Limitation with
Current
Technologies
Internal Skill
and
Expertise
Current
Processes are not
efficient
Access to
current
secondary /
tertiary sales
Data
83%
80%
73%
60%
58%
90%
95%
Do not collect
right
secondary /
tertiary sales
data
The Digital Way
Digital Platform
Web Portal & integrated
mobile App
Influencers and
Others
Secondary
Channel Partners
Tertiary Channel
Partners
Sales & Marketing
Team
Employees
Primary Channel
Partners
Continuous
Channel
Engagement
Real time Authentic
Data for analytics
Easy go to Market
strategy For new areas
Strategic Sales
Team management
ROI management in
marketing spends
Planned Channel
expansion
Optimized Marketing
spends
Fast & accurate
Incentive payouts
Loyalty Program Benefits
Scaleable Digital
Engagement Platform
Customized Execution of
Promotional Schemes
Access Real-time, Authentic
Data Trends
Increase transparency among
business stakeholders
Complete Automation and
Highest Data Security
Variety of Options for
Rewards Redemptions
Quick Response to Market
Dynamics
Access to online Feedback
We are LoyaltyXpert
LoyaltyXpert is a SAAS-based platform, launched in 2017
by Ecosmob Technologies Pvt Ltd. - a company operating
for 15+ years since its inception.
LoyaltyXpert is a one-stop solution for a state-of-the-art
Digital Channel Engagement, Sales Management, and
Loyalty Programme solution.
Customisable for businesses in any domain whether
manufacturing or services.
Our Expert team also provide training & consultancy for
effective conceptualization, implementation and
operational expertise to launch this digital platform for
interested business clients.
sales@loyaltyxpert.com
www.loyaltyxpert.com
+91 990-995-5929
Get Your Sales Channel
Working For you

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[LoyaltyXpert] IPCA Presentation

  • 1. Channel & Sales Engagement with Loyalty Management Achieving business excellence with digital programme
  • 2. 09/08/22 2008 2020 159 bn ~520 bn The domestic paint industry has grown at a rate of 10.4% from FY08, when market was valued at INR 159bn, to FY20, when the market reached ~INR 520bn. Source: Nirmal Bang Institutional Equities Research Some Interesting Paints Industry Trends
  • 3. Market Share Organized Sector Unorganized Sector Within the industry, the organized sector has been commanding ~70% market share and the balance 30% is accounted by the unorganized sector. Some Interesting Paints Industry Trends
  • 4. Source: Nirmal Bang Institutional Equities Research Metros and tier I areas contribute ~25% in value terms with the smaller towns (tier II/III/IV cities) and rural areas contributing the balance 75%. For the past few years, demand in smaller cities and towns has been growing at a faster pace than metro and tier I cities. Paint companies proactively expanding their dealer base in newer geographies, especially tier II / III / IV cities and rural areas, to ensure adequate presence. Management commentary of the top three players, confirm relatively better scenario in smaller/rural markets in recent earnings call Some Interesting Paints Industry Trends
  • 6. All players aggressively trying to increase distribution network in order to penetrate deeper into markets across India. Dealer universe, which currently stands at an estimated 120,000-150,000 outlets, is expected to increase by ~10% every year. Continuous and sustained focus on new offerings and focused advertising & marketing including social media. Strategy to generate channel loyalty especially in the influencer, Retailer & Dealer category to protect market share. Various marketing events to entice the bottom line partner in Channel Pyramid space.
  • 7. Challenges in Contemporary Sales Management process Marketing alignment with Sales Fragmented Marketing Systems Limitation with Current Technologies Internal Skill and Expertise Current Processes are not efficient Access to current secondary / tertiary sales Data 83% 80% 73% 60% 58% 90% 95% Do not collect right secondary / tertiary sales data
  • 8. The Digital Way Digital Platform Web Portal & integrated mobile App Influencers and Others Secondary Channel Partners Tertiary Channel Partners Sales & Marketing Team Employees Primary Channel Partners Continuous Channel Engagement Real time Authentic Data for analytics Easy go to Market strategy For new areas Strategic Sales Team management ROI management in marketing spends Planned Channel expansion Optimized Marketing spends Fast & accurate Incentive payouts
  • 9. Loyalty Program Benefits Scaleable Digital Engagement Platform Customized Execution of Promotional Schemes Access Real-time, Authentic Data Trends Increase transparency among business stakeholders Complete Automation and Highest Data Security Variety of Options for Rewards Redemptions Quick Response to Market Dynamics Access to online Feedback
  • 10. We are LoyaltyXpert LoyaltyXpert is a SAAS-based platform, launched in 2017 by Ecosmob Technologies Pvt Ltd. - a company operating for 15+ years since its inception. LoyaltyXpert is a one-stop solution for a state-of-the-art Digital Channel Engagement, Sales Management, and Loyalty Programme solution. Customisable for businesses in any domain whether manufacturing or services. Our Expert team also provide training & consultancy for effective conceptualization, implementation and operational expertise to launch this digital platform for interested business clients. sales@loyaltyxpert.com www.loyaltyxpert.com +91 990-995-5929 Get Your Sales Channel Working For you