PRESENTATION ON SALES AND DISTRIBUTION STRATEGY - MUMBAI

FOR

BY ROMESH ADVANI

MUMBAI CIRCLE

ILLUSTRATION- TELECOM DISTRIBUTION

    Vodafone Airtel Idea Tata Reliance

No of outlets   25000 + 25000 + 20000 + 16000 18000

No of Activating outlets   14300 + 13500 + 10400 + 9600 10000

No of Handset outlets   7500 7500 5500 7000 7000

No of distributors   55 90 45 35 40

No of Zones   5 2 4 5 5

No of Frontline on rolls   45 + 45 + 35 + 70 35+ CDMA

 Distributor fos are over and above

the Frontline staff.           GSM

Cluster 1:- From Colaba to JJ Hospital / Dockyard Road / Charni Road / Nariman Point fort / Kalbadevi / Girgaum

Cluster 2:- Beyond JJ Hospital to King Circle / Mumbai central to Shivaji park / Mazgaon up to GTB nagar.

Cluster 3:- Beyond King circle till Ghatkopar –Godrej Junction on LBS and Vidyavihar(E), Beyond Shivaji Park till Linking road Bandra (W) Bandra(E) , BKC.

Cluster 4:- From Khar telephone exchange to Andheri (W)-Lokhandwala and From Govt Colony Bandra(E) to Airport / Kalina ,upto Andheri (E) Sakinaka Seepz upto L&T Junction upto IIT Powai

Cluster 5:- Ghatkoper (E) ,Mankhurd, Chembur, Kannamwar nagar on LBS and on EEH.

Cluster 6:- beyond Kannamwar nagar to Mulund (E), Beyond Godrej-Vikroli till

Mulund(W)

Cluster 7:- Jogeshwari (E & W) till Kandivili (E &W)

Cluster 8:- Borivili (E&W) till Bhyander

Cluster 9:- Thane /Till Titwala and Dighi on Thane bellapur Road.

Cluster 10:- Airoli till Uran , Taloja , Kalamboli, panvel , Kharghar

PROPOSED GEOGRAPHICAL CLUSTERS -MUMBAI

Suggesting 9-10 clusters for mpaani as against 4-5 in telecom Distribution

Will give better distribution focus & in-depth coverage for mpaani.

Outlet mapping exercise/listing to be done in each cluster to enable outlet appointment & targets

Visibility /Board post outlet appointment

Manpower allocation to be done based on size of cluster

SALES AND DISTRIBUTION DIMENSIONING – MUMBAI

SALES ORGANISATION CHART

CIRCLE SALES HEAD

CLUSTER HEAD

SM1

TSE TSE

SM-2

TSE

SM-3

TSE

CLUSTER HEAD

SM-4

TSE TSE

SM-5

TSE TSE

SM-6

TSE TSE

SM-7

TSE TSE

MIS

Cluster Head will be P/L Head for all the clusters under him, SM and TSE will report to him. He will be accountable for outlet expansion, sales force management and customer acquisition nos , claims & schemes ,typically he will head half Mumbai.

Sales Manager will be in charge of a single cluster and TSE will report to him & he will be direct accountable for outlet expansion & outlet wise targets

TSE will be in charge of outlet appointment, visibility and servicing of the outlet to increase sales. He will handle max of 200 outlet in a defined territory & will report to SM

BRIEF JOB DESCRIPTION & RESPONSIBILITY

Cluster Head-2 nos. (CTC range 10-12 lacs)

Sales Manager-7-8nos. (CTC range 6-7 lacs)

TSE -25 nos. (CTC range 3 lacs)

Hiring to be completed 2-3 months with full management support of Finance, HR and Payroll

85 % Fixed & 15 % Variables

Infra Requirement & Training Support Plan needs to be put in place

MANPOWER PLAN & TIME LINES & COST -MUMBAI

Market Working Norms

SH- 10 Days in a Month CH- 19 days in a month SM- 21 Days in a month TSE- 24 days in a month

Suggesting Help desk for Key Retail Outlets to help the Sales Teams

Suggesting less Paper Work reporting Sales Process & Productivity norms to be defined

MARKET WORKING NORMS

Customer Acquisition-This exercise will as be joint exercise of Sales & Marketing teams with inputs from ground and involvement of CXO Team

Need to understand the Product & Company in Toto to suggest a strategy to reach targets across various sales channels within suggested time frames

Partner Acquisition Support - Trade Schemes & Incentive Programs

needs to be worked out to increase customer acquisition nos from each outlet

Outlet Wise Target to be worked in tandem with the teams

Outlet base of 5000 can be completed post hiring but will be an ongoing process from Day 1 & pace will enhanced once team joins in

Need to understand the current sales pitch of mpaani

Customer & Partner Acquisition Strategy