BeepnRide Sales Strategy

• T&C: Trial and Renewal Management

• Plan to work with Travel Operators
• Plan to work with DCOs
• Over all flow
• Reporting of sales meetings
• Marketing team role
• Tele-calling team role
• Training team role
• Over all Support Needed
• Cab Attachment Target
• Immediate Action Items
 T&C: Trial and Renewal Management
Supply of Cabs
User Base Bulk Registrations
= 5,000

Target TOs DCOs

Propose CMS + Market Place Market Place for cabs/ Free Listing

Free Limit “Trial Account” for 6 months with Unlimited Free Trips

If Attachment Target Achieved,

Sales Rep follows up to drive usage Marketing begins from
During Trial st
1 December (Tentative Date)
to increase User Base
Yes Payment and Final
Sales Rep approaches with the usage Documentation
After Trial data to convince the customer to
Period upgrade to paid version of the
Subscription based account No Work on Solution and
Extend Trial (If Required)
 Travel Operator
Tele-Calling Team identifies the
TOs with commercial cars. Gets Self/ References/ Direct on Field
the required details
Take contact details and
Leads from Tele-Calling Team other required information

Got the
Pass on the available No
Required
Information to Tele-calling team
Information?
Manager reviews the lead details Yes
along with the recorded phone
call to identify the potential of
the lead and prepare a plan > 20 Cabs No. of <= 20 Cabs
Commercial
Cars

Manager directly works on the lead Manager Guides the sales rep with the
with the help of the local researched information so that the
representative sales rep gets prepared
 DCOs
Not Immediate No Running behind new DCO contacts
Targets

Immediate Target Personal Contacts Lost Deals

Clients

Arrange group meetings to As the relation is already built and we

Plan explain the plan and get bulk know reason for not purchasing, we
registrations can propose this new plan

We received similar feedback from few

BeepnRide is a market place where you
more DCOs. So, we as a company have
One Line Pitch can list yourself for free for 6 months
considered and reworked on our plans
and then pay an annual subscription to
to come up with this plan which can be
continue using the service
mutually beneficial
 Over-All Flow

Tele-calling team warms TOs with fleet size of more than 10 commercial cars

Sales Team visits the customer to create/ understand TOs pain points

Quality of
Propose a solution. Get the signatures and Stamp on TO/DCO form along with SSA
TO/ DCO

OB Team takes it further for documentation and Training

Sales Team follows-up regularly follow-up to ensure they are using the platform
 Reporting of Sales Meetings
Meet the customer for discussion
No More Collecting Documents
Client
Get Signature and Stamp on Yes Not Yet
Ready to
TO/DCO form and SSA Form
register?
Send it to On-boarding Fills the CVR (Call/ Visit Report) and sends it to MIS

MIS updates the master DSR which can

be used to pull various reports

MIS Sends the daily activities done MIS Sends the Next day’s ToDos (Daily)
report to the sales team and Weekly ToDos to the sales team

Training department can refer it to check the This would define the Sales Rep’s
quality of meetings and give feedbacks accordingly calendar so that he/ she can plan
accordingly
 Marketing Team
Group Meetings/ Minimum attendee count of 50 TOs/ DCOS
Registration Drive

Sales Team shares the contact information

of the expected TOs/ DCOs with the
marketing team
Online Marketing Team (Richa)

Marketing Team Creates and Sends

Invitations to the TOs/ DCOs

Organize the meeting and explain Offline

the product and vision of Marketing Prepares Brochures,
BeepnRide (Girindra) Leaflets for Sales Team

Sales Team Follows up for

closure Sales Team uses while
meeting the clients
 Tele-Calling Team
Identify TOs with >= 10
Increase the quality of leads Meetings Feedback call
Commercially registered cars

TOs in our account base = 296

+ Tele-calling team has 400 Daily feedback report
interested clients out of which Consider all the fields
with customer details
TOs are to be identified mentioned in the tracker
to sales team
especially no. of cars, current
CMS, current sourcing tool etc
Online = Google, Just Dial, as mandatory
Sulekha, India Mart Weekly dashboard of
status of Month’s
Individual Feedback
Sales Team courier’s TO Recorded call need to be scores to Saurabh
association books that has a shared with the sales team so
list of TOs in their respective that they can get the exact Monthly dashboard of
regions picture of how to take it Month’s Final
further Individual Feedback
scores to Saurabh
 Training Department
Involvement Trainings

Participate in weekly/ monthly sales New Joinee Refresher

meetings to give inputs as and when a
product/ skill related question arises
Ensures the sales rep Immediate Regular
is completely Refresher Refresher
Answers the questions immediately. If equipped with all the
cannot, will have to coordinate with required accounts,
the appropriate dept to get back with documents, UATs,
an answer hardware/ devices
along with the
required sales and
Product trainings
Send email regarding the discussed before submitting for
points wrt Product and skills the HOD's final Go-
Ahead.
 Regular Refresher Trainings
Immediate Feedback Email to Sales
Rep copying the respective manager

Create a Calendar to Weekly and Monthly Emails of the

schedule these dashboard to the management
Individual discussion
meetings. Also, has
Once in every 3
access to the sales
business days Weekly Email to the Sales Team with
team’s DSR to get the
the status of individual monthly
meeting done details
Quality Score

Monthly Email to the Sales Team

with individual final Quality Score

Quality Score
= Meetings Feedback score by Tele-calling team
+ skillset score by the trainer
 Immediate Refresher Training
Session to ensure the sales team's focus comes back to selling the product as a CMS to TOs
only:

1. Unlearn showcasing/ emphasizing “Sourcing”

2. How is BeepnRide different?

3. USPs with Use cases (Need stories as examples)

4. Make the client feel the need. (Help them realize the pain they are going through)

5. How can each feature save cost and time while increasing the quality and comfort

6. Pre-visit preparation

7. Objection handling especially related to private cabs, advance payment, TPV and over
exposure to their clientele.
Support Needed
• Marketing: Need two different types of PPTs targeting on TOs and DCOs
separately.
• Training: Sales team and Tele-calling team to be trained better on projecting
Cab Management Solution.
• Access to usage report of TOs accounts
• Finance/ Accounts: Reimbursements are to be released in time. June/ July
reimbursements are still due for few sales reps.
• Rewards and Recognition.
• Hiring Need: Need front line sales force in states like Gujarat, Tamil Nadu,
Rajasthan, Andhra Pradesh, Punjab and Karnataka with in a month to increase
the numbers.
Attachment Target
Category Commercial Cars per City
Metro 500
Tier 1 100
Tier 2 *50
Tier 3 50

Team Strength

• MR Team: 7
• Sanjay Team: 6
• Arun Team: 5
• Girish Team: 4
• Pratik Team: 1

Total: 23

Individual Targets will be

Total Target = 5,000 Commercial Cars discussed individually in
No. of Cities to Cover = 100 presence of the
respective manager
 Immediate Action Items
• Target per city from across the country.
• Prepare a plan to work on current paid TOs/ DCOs: Add more vehicles
and extend trial validity.
• Create Calendar of Target cities with exact Travel Plan Dates
• Cities that need Tele-Calling Help
• Cities that don’t need Tele-Calling Help
• Cities where the sales rep has good contacts so that we can organize a
registration drive with the help of marketing team.
• Need the approximate number of expected attendees for this drive
• Consider this as War front.
• No Leaves unless it is unavoidable
Thank You