Spring Mumbai Sales Presentation
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* Spring INDIA Sales & Ops Strategy Meet for 2008Presented by: Western Region
QTR WISE ANALYSIS OFBOMBAY - 2007
* Sales Growth 2005-07International Mail
* Sales Growth 2006-07International Mail
* Sales Growth 2005-07Domestic Mail
* Sales Growth 2006-07Domestic Mail
* 2007 Actual V/S Target
* 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.)
*Top 10 customers of 2007 of IM
*Top 10 customers of 2007 of DM
*New Customers of 2007INTERNATIONAL MAILING
* 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.
*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.
FILLING QUESTIONNAIRE (Sales Coordinator)- On Phone, Via Mail, Arrange Personal Visits / Meetings.
MEETINGS WITH CLIENTS & SIGNING TRADING AGREEMENTS
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
*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*
CITYQTR 1QTR 2QTR 3QTR4
THANK YOURegards, Niraj Khedkar.