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Spring INDIA Sales & Ops Strategy Meet for 2008

Presented by: Western Region

QTR WISE ANALYSIS OFBOMBAY - 2007

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Sales Growth 2005-07• International Mail

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Sales Growth 2006-07• International Mail

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Sales Growth 2005-07• Domestic Mail

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Sales Growth 2006-07• Domestic Mail

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2007 Actual V/S Target

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2007 Actual V/S Target

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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.)

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Top 10 customers of 2007 of IM

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Top 10 customers of 2007 of DM

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New Customers of 2007INTERNATIONAL MAILING

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New Customers of 2007 DOMESTIC MAILING

UNDERSTANDING ABOUT INDUSTRIES.

CATEGORY RESULT INDUSTRIESCompletely 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.

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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.

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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

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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.

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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.

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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.

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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.

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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.)

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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)

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Feedback

1. Always take Extra care of Key Clients.- By providing good services.

- By showing WE CARE. (Cost Analysis)

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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.

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)

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):

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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)

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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.

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.

QTR WISE ANALYSIS OF:AHMEDABAD & PUNE - 2007

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THANK YOURegards, Niraj Khedkar.