Sm technologies Developing Sales & Distribution Strategies
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SM Technologies is a broadband services provider operating in India. It aims to grow sales and profits by 40% with a new strategy. This includes expanding into new cities, dividing the sales force by service, improving salesperson motivation and training, developing a focused domestic customer promotion strategy using television advertising and retail outlets, and introducing new roles for sales training and market research.
Sm technologies Developing Sales & Distribution Strategies
- 1. SM Technologies Ltd. Developing Sales & Distribution Strategies Arun Kumar ( Bidyut Bikash Das) Branch Head , Bangalore Branch Office , SM Technologies
- 2. Company Background Fully owned subsidiary of a UK based group. Has operations in 20 countries across 5 continents. offered broadband enabled services such as voice, data & video. Provides services in 10 major cities in India with plans to roll out to other cities. Satish Mehta is the CEO for Indian operations. Company registered office in Mumbai. Launched it services in India in 2001.
- 3. Competitors Relience Infocom Airtel VSNL ( Tata Teleservices ) BSNL Hathway Satyam Infoway (Sifi) Spectranet
- 4. STP of SM Technologies Ltd Segmentation • Broadband • Dial Up Internet Target Customer • Corporate • Domestic Positioning • Downloading Speed • Fantastic surfing • Cost Saver for international calls
- 5. Marketing Mix Of SM technologies PRODUCT PLACE PROMOTION PRICE
- 6. Marketing Mix Of SM technologies PRODUCT PLACE PROMOTION PRICE • Bangalore • Hyderabad • Chennai • Mumbai • Pune • Ahmedabad • Surat • Baroda • Visakhapatnam• Delhi North East SouthWest
- 7. Marketing Mix Of SM technologies PRODUCT PLACE PROMOTION PRICE National & International Trade Shows Exhibition Telecom Journals Internet Sponsoring Cricket Matches Third Party References
- 8. Marketing Mix Of SM technologies PRODUCT PLACE PROMOTION PRICE Company’s Internet Telephony service is a great cost saver for users who want to make international calls.
- 9. Sales Organisation Structure Branch Head Sales Manager - Corporate Asst. Sales Manager – Corporate Sales Manager - Retail Asst. Sales Manager – Retail Salespersons - Corporate Salespersons - Retail
- 10. Sales Force Corporate (B2B) Sales Force Direct Employees (Sales Engineers) Fixed Salary & Commission ( Based on Performance ) Domestic (B2C) Sales Force Contract Basis Straight Commission Method
- 11. Present Sales Strategy Sales Persons were given monthly sales quotas. Which were divided into weekly & daily sales targets. Salespersons had to submit daily reports to Asst. Sales managers. The Daily Report Includes Information about Client visits. Outcome Of the visit. Competitors’ Price , Strength , Weakness. No Chance Of doing any manipulation, such as over promising customers to achieve the sales quotas
- 12. Skill Requirements & Training of sales force Technical Knowledge Communication skill Negotiating Skill Selling Skill Steps to achieve these Effective Training program . Tie Up with a leading sales training institute at all its branch offices Mock sales presentations by Sales Manager. This includes video recording , in order to identify the causes of performance decline & suggested area of corrections.
- 13. Distribution Channel • Ensuring long term relationship • Customer SatisfactionSales Force • Mainly Used For Prospecting Website Tele Marketing Engineers Mainly used For Prospecting For Installation. After Sales Service.
- 14. Q) Do You have any comments on the existing strategies & practices ? Yes , I have. Those are For Corporate sales, there are many different kinds of services offered. However, the sales force isn’t divided on the basis of such services. This Insufficient knowledge leads to decrease the sales. For domestic sales only hired contractual Sales persons . They might introduced the permanent sales person with more Sales quotas & market capturing bonus. Asst. Sales manager must also be trained in effective supervision since they are in direct contact with the salespersons . There might be any loop hole in understanding the salesperson. The company is only selling through direct channels of company workforce. Online selling like website & telemarketing is just using for prospecting. It could used be changed.
- 15. Precaution should be taken that there is no channel conflict in the distribution channel. There was no focussed strategy of promotion for the domestic customer market. The company isn’t making any significant efforts to ensure that the products are taken into the consideration set of more and more consumers in the target market.
- 16. New Strategy & Tactics To Achieve 40% growth in Sales & Profit Set
- 17. PLACE • Bangalore • Hyderabad • Chennai • Mumbai • Pune • Ahmedabad • Surat • Baroda • Visakhapatnam• Delhi North East SouthWest Expand Business to the Northern & Eastern Part along with Southern part. Top Growing Cities like Kolkata ,Bhubaneswar, Noida & Gurgaon , Kanpur could be targeted.
- 18. Service wise Salesforce should be divided. The salesperson should be given combination quotas. Past client reactivation Value Sell Motivate the contractual sales force by offering benefits to top performers
- 19. New Promotional Strategy Develop a focussed strategy of promotion for the domestic customer market Co – Branding Television advertise Free trial Offer New Distribution channel Introducing Retail Outlet to sell directly to domestic customer. Introducing Television for selling .
- 20. New Organisation Structure • Introduction Of Sales Training Manager who will look after the problem with regarding training. • Introduction of Market Research Manager who would do market research & promotional activities to help the company. Change In Skill Requirements & Training Introduction Of Customised training for Corporate salesperson & domestic salesperson. On Job training. Training & Skill Developing & motivating activities for whole the branch.
- 21. Thank You for your time.