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

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QTR WISE ANALYSIS OFBOMBAY - 2007

* Sales Growth 2005-07International Mail

* Sales Growth 2006-07International Mail

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* Sales Growth 2005-07Domestic Mail

* Sales Growth 2006-07Domestic Mail

* 2007 Actual V/S Target

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* 2007 Actual V/S Target

* 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

*New Customers of 2007INTERNATIONAL MAILING

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* New Customers of 2007 DOMESTIC MAILING

UNDERSTANDING ABOUT INDUSTRIES.

CATEGORYRESULTINDUSTRIESCompletely pumped out100 %None.Utmost Tapped76 99 %Banking, Direct Marketing, Etc.Major clutched 51 75 %Law firms, Wholesalers, Overseas Employment Companies, Etc.New Entrants26 50 %Hotels, NGOs, Pharma, Printing, Media, Etc.Prospect1 25 %Insurance, Loan, Mutual Fund, Telecom, FMCG, Power, Etc.

*Action Plan 2008Concentration on Domestic Mailing

WHY ? ? ?

@ns: To Grab the opportunities before the Competitors Strikes.

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 TargetsSupport from OPS team.

Delivery and Pickup Boys needs to be in there Spring Dress code & should always have & carry there I-Card.

A Proper training to be provided to Pick up & Delivery boys (Who ever needs).

All India Sales & OPS Team needs to work as ONE Team.

Online Tracking to be available at all the cities where Spring has there offices.

Dedicated customer service representative.

A customer service number should also be started

*Feedback As Spring is an MNC.Standards should continue while providing the services & other functions.

- Brand building Exercise.

Spring Global Mail OR TNTCustomers 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.

*Action Plan 2008Focus on Value Added Services:(Mailroom Solutions, IRS, Letter-shopping Activity)

WHY ? ? ?

@ns: Major Revenue (PROFIT) Generating Products.

This Services can be specialized services.

Demand is there in the market & Customers are ready to pay for ready made solutions.

Good opportunity to Tap.

*Resources Required to Achieve 2008 TargetsA 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.

*FeedbackTry 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.

*Action Plan 2008RELATIONSHIP BUILDING

WHY ? ? ?

@ns: Different people has different point of view & understanding.Customer needs & wants.How customer thinks and perceives about the company.

- Every citys, states & countries outcome differs from other.

Expectations from service provider.

- On time Services.Good offers and discounts.Emotional & Monetary Basis: (Gifts / Greetings on personal & seasonal occasions.)

*Resources Required to Achieve 2008 Targets On time response:

- For this kind of services we require a good setup of back office working. (A Back office respondent)

*Feedback Always take Extra care of Key Clients.

- By providing good services.

- By showing WE CARE. (Cost Analysis)

*Action Plan 20083 WAY FUNCTIONING:(HELPS IN TARGETING ALL THE SEGMENTS WHICH ARE STILL UNTAPPED.)

WHY ? ? ?

@ns: Good solution for a better working of Sales & OPS Teams.

Effective way of targeting the desired market & getting the best results.

Helps in proper & systematic functioning.

3 WAY FUNCTIONINGLEAD 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:

NAME & ADRESS OF THE COMPANY: Contact Details.

CONTACT PERSON & DECISSION MAKER:

INDUSTRY & THERE PRODUCTS:

THERE SETUP ACROSS THE GLOBE:

ANY OTHER SERVICES (from our list) THEY WOULD REQUIRE OTHER THAN IM & DM

DATA COLLECTION VIA QUESTIONNAIRE:

KIND OF LOAD: BULK/REGULAR/LESS IM OR DM OR BOTH.

HOW MUCH LOAD: IF BULK/REGULAR/LESS..?

TYPE OF LOAD: DAILY/WEEKLY/MONTHLY/YRLY (SEASONAL)

AVERAGE WEIGHT PER COPY:

KIND: DOC / NON-DOC

DESTINATION (MAJOR):

*Resources Required to Achieve 2008 Targets Internal & External Marketing.

Back office support

Create a Sales Team. (Dead callers-Sales Executives)

Self explanatory broachers. (For all products)

*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 AutomationA 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 OFFICES1 NSM & 2 TM 6 PEOPLES OPS TEAM HEADED BY 1 OPS MANAGER.

QTR WISE ANALYSIS OF:AHMEDABAD & PUNE - 2007*

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Chart1

611624754433738428

60678.8518326.19079595529

QTR 1

QTR 2

QTR 3

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Sheet1

CITYQTR 1QTR 2QTR 3QTR4

AHMEDABAD611624754433738428

PUNE60678.8518326.19079595529

THANK YOURegards, Niraj Khedkar.