Embed Size (px)
Citation preview
S K Palekar Chairperson – Executive Education : S P Jain Institute of Management & Research, Mumbai
Ex-Senior Vice President – Eureka Forbes Limited
Real Life Examples Of What works in strategy & what does not
Marriott Courtyard, Andheri East, Mumbai
Strategy
Capabilities
SystemsPeople
Structure
Culture
Values
Structured Plans
Organization Processes
? ?
Eureka Forbes : The Opportunity
Give the Customer a customized personal experience at her home.
Which a dealer cannot.
Concept ProductsEach step of “sales funnel” Performed by the frontline Prospecting Education and Demo Overcoming objections and selling Delivery and Collection Customer Training
Marketing Scoreboard
Market shares > 70% in sunrise markets
AquaGuard is now generic
All 3 brands are SUPERBRANDS
Fought Hoover, Philips, BPL, LG and [email protected]
Best in Asia : Knowledge Management
MAKE AWARDFOR ASIA
Most Admired Knowledge Enterprise
Eureka Forbes : The Competence
People Driven Organization
Ability to recruit , induct, direct& motivate a large sales force.
To manage high level of attrition. To keep breakeven point low.
Earning
Fun
Learning PrideEuroChamp
ProcessesPromotions
PlatformsBonuses
MeetingsKRAs
Steps To Success Plan
Incentive Plan
Special IncentivesWork Abroad
In House Boutique
Company Bike
Basic Salary
Opportunities for learning
Tie-up with NMIMS“Eureka Forbes Academy of Learning” Self Learning Programs
Pride
Company Vision and Dreams
Code Of Conduct
Managers’ Pledge
Business Practices
Communication through multiple media
Awards designed to reinforce right behavior
Pride
Multiple levels of Achievers’ Clubs
12 Month : SUPERCHAMP9 Month : CLUB 100 : DUBAI6 Month : SILVER CIRCLE4 Month : EURO WORLD CUP
To provide some fun
Cricket and football cupsArea levelRegion levelNational level
Every month’s last Friday partyCompany time, company expense
Training Linked to Profits
50 “canned” modules for training.14 dedicated facilities.1 executive dedicated to at each area office.
