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
Spring INDIA Sales & Ops
Strategy Meet for 2008
Presented by: Western Region

2. QTR WISE ANALYSIS OF
BOMBAY - 2007

3. 3
Sales Growth 2005-07
• International Mail

4. 4
Sales Growth 2006-07
• International Mail

5. 5
Sales Growth 2005-07
• Domestic Mail

6. 6
Sales Growth 2006-07
• Domestic Mail

7. 7
2007 Actual V/S Target

8. 8
2007 Actual V/S Target

9. 9
Achievements of 2007
• Signed 12 New Accounts. (Qtr 3 & 4)
• Crossed 50 lacks Figure Twice in 1 Qtr. (Oct & Dec)
• Crossed 1Crore Sales Figure in the 4th Quarter.
• Revived SBI NRI A/C after 2 years.
• Achieved all the targets in 4th Quarter.
• All Projects taken completed on time.
- Crompton Greaves AGR project.
-Axis Direct Marketing (15k mailers of South Mumbai.)

10. 10
Top 10 customers of 2007 of IM

11. 11
Top 10 customers of 2007 of DM

12. 12
New Customers of 2007
INTERNATIONAL MAILING

13. 13
New Customers of 2007
DOMESTIC MAILING

14. 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.

15. 15
Action Plan 2008
Concentration on Domestic Mailing
 WHY ? ? ?
@ns:
1. To Grab the opportunities before the Competitors Strikes.
2. As Mumbai is a HUB for all MNC Banks , Companies & other
Industries at large.
- There are heavy loads for Domestic Mailing.
3. To Increase the Productivity & Profitability.
- Recently opened 3 offices in Mumbai (FORT, MATUNGA &
GOREGAON) helps in better connectivity.
- This will help in meeting the BEP Faster.
4. Mumbai Is also a HUB of PRINTING INDUSTRY.

16. 16
Resources Required to Achieve 2008
Targets
1. Support from OPS team.
2. Delivery and Pickup Boys needs to be in there Spring Dress code &
should always have & carry there I-Card.
3. A Proper training to be provided to Pick up & Delivery boys (Who ever
needs).
4. All India Sales & OPS Team needs to work as ONE Team.
5. Online Tracking to be available at all the cities where Spring has there
offices.
6. Dedicated customer service representative.
7. A customer service number should also be started

17. 17
Feedback
1. As Spring is an MNC.
- Standards should continue while providing the services & other
functions.
- Brand building Exercise.
2. Spring Global Mail OR TNT
- Customers are still in confusion state whether the company name
is Spring Global Mail / G3 WW or TNT.
- Still customers are very relax to know if TNT is a part of Spring.
- If understood Spring is a different entity now they get reluctant.

18. 18
Action Plan 2008
Focus on Value Added Services:
(Mailroom Solutions, IRS, Letter-shopping Activity)
 WHY ? ? ?
@ns:
1. Major Revenue (PROFIT) Generating Products.
2. This Services can be specialized services.
3. Demand is there in the market & Customers are ready to pay
for ready made solutions.
4. Good opportunity to Tap.

19. 19
Resources Required to Achieve 2008
Targets
1. A good Software & Dedicated staff appointed would help in
creating Specialization in this work.
- Need specialized people.
2. Work on all locations of P.O.Box services (TAT)
- Some Locations like Australia, Saudi, etc. had few
complains regarding delays.

20. 20
Feedback
• Try to collect information & learn more from the Competitors who
provide same kind of services.
- Companies such as GATI, DHL, DTDC, are already working in the
market.
- Mailroom solution also provides a direct entry into understanding of
the companies working and load coming out.
- There is always a good scope to provide our services for major
locations.

21. 21
Action Plan 2008
RELATIONSHIP BUILDING
 WHY ? ? ?
@ns:
1. Different people has different point of view & understanding.
- Customer needs & wants.
- How customer thinks and perceives about the company.
- Every city’s, state’s & countries outcome differs from other.
2. Expectations from service provider.
- On time Services.
- Good offers and discounts.
- Emotional & Monetary Basis: (Gifts / Greetings on personal &
seasonal occasions.)

22. 22
Resources Required to Achieve 2008
Targets
1. On time response:
- For this kind of services we require a good setup of back office
working. (A Back office respondent)

23. 23
Feedback
1. Always take Extra care of Key Clients.
- By providing good services.
- By showing WE CARE. (Cost Analysis)

24. 24
Action Plan 2008
3 WAY FUNCTIONING:
(HELPS IN TARGETING ALL THE SEGMENTS WHICH ARE STILL
UNTAPPED.)
 WHY ? ? ?
@ns:
1. Good solution for a better working of Sales & OPS Teams.
2. Effective way of targeting the desired market & getting the best
results.
3. Helps in proper & systematic functioning.

25. 3 WAY FUNCTIONING
• LEAD GENERATION
(National Sales Coordinator)
- Internet, Yellow Pages, News Papers, Magazines,
OR Buy Leads if needed.
• CALLING &
FILLING QUESTIONNAIRE
(Sales Coordinator)
- On Phone, Via Mail, Arrange Personal Visits /
Meetings.
• MEETINGS WITH CLIENTS &
SIGNING TRADING AGREEMENTS
(Territory Manager)

26. Questionnaire
SELF GENERATED FEEDBACK:
1. NAME & ADRESS OF THE COMPANY: Contact Details.
2. CONTACT PERSON & DECISSION MAKER:
3. INDUSTRY & THERE PRODUCTS:
4. THERE SETUP ACROSS THE GLOBE:
5. ANY OTHER SERVICES (from our list) THEY WOULD REQUIRE OTHER THAN IM & DM
DATA COLLECTION VIA QUESTIONNAIRE:
1. KIND OF LOAD: BULK/REGULAR/LESS – IM OR DM OR BOTH.
2. HOW MUCH LOAD: IF BULK/REGULAR/LESS..?
3. TYPE OF LOAD: DAILY/WEEKLY/MONTHLY/YRLY (SEASONAL)
4. AVERAGE WEIGHT PER COPY:
5. KIND: DOC / NON-DOC
6. DESTINATION (MAJOR):

27. 27
Resources Required to Achieve 2008
Targets
1. Internal & External Marketing.
2. Back office support
3. Create a Sales Team. (Dead callers-Sales Executives)
4. Self explanatory broachers. (For all products)

28. 28
Feedback
• Presence on Web.
- Our website is unable to give the complete information
about our products & Services.
- Ex: DHL has all the minute details & is very much Self
explanatory.
• Office Automation
- A set procedure should be there to follow.
- Ex: Pick-up of load – Delivery – Billing – Collection –
Follow-up for next load.
• Incentive & Owner Model:
- This will enable the Employees to stick to the company
and still feel good without creating a competition.

29. KNOW ABOUT WESTERN REGION IN BRIEF.
• CURRENT OFFICE SETUP IN 3 CITIES
- MUMBAI / PUNE / AHEMDABAD.
• TOTAL 6 OFFICES
• 1 NSM & 2 TM
• 6 PEOPLES OPS TEAM HEADED BY 1 OPS
MANAGER.

31. QTR WISE ANALYSIS OF:
AHMEDABAD & PUNE - 2007
31

32. THANK YOU
Regards,
Niraj Khedkar.