ANNUAL CONEFERENCE 2010-11

PRESENTAION ON SALES STAFF IN THE MARKET

ON 12TH APRIL 2010, AT JIMCORBET ,WE HAVE DISTRIBUTED THE SEEDS OF CERAMIC TILES, VITRIFIED TILES, GLOBAL TILES & SANITARY AND ADVISED ALL OF YOU TO PLANT IT AT YOUR RESPECTIVE AREAS BASED ON THE FERTILITY.OUR EXPECTED TURN OVER AT HAREVSTING WAS 750 Cr.
**PITCURE SHOWN ABOVE & ACTUAL PRODUCTS VARIES

THROUGH OUT THE YEAR 2010-11, TEAM SOMANY HAD GIVEN ALL CARE ON THE SEEDS, WATERING(PLANING) , FERTILISATION (EXECUTION) & PROTECTION FROM INSECTS(COMPETITOR), AND WE HAVE HARVESTED A TURNOVER OF 751 Cr BY 31-03-2011

**PITCURE SHOWN ABOVE & ACTUAL PRODUCTS VARIES

!!! CONGRATS MY COLLEAGUES ; CONGRATS , WE HAVE DONE IT !!! NOW IT IS THE TIME OF CELEBRATION, LETS CELEBRATE WITH OUT ANY LIMIT**

**TEAM SOMANY PLEASE NOTE , PERMISSION SHOULD BE TAKEN FROM MR.KALOL BEFORE WASTING BEER & SHAMPINE

BEFORE TAKING A LEAVE, LET US SHARE SOME COMMON PRACTICE, METHODOLGY & DISCIPLINE WE NEED TO FOLLOW WHILE WE ARE IN THE MARKET.

CUSTOMER SERVICE
Excellent customer service is the ability of an organization to constantly and consistently exceed the customer's expectations.
If we're going to consistently exceed customers' expectations, we have to recognize that every aspect of our business has an impact on customer service, not just those aspects of our business that involve face-to-face customer contact. Improving customer service involves making a commitment to learning what our customers' needs and wants are, and developing action plans that implement customer friendly processes. Providing excellent customer service is one way a business can distinguish itself from the competition

LET US HAVE A REALITY BASED COMPARISON ON OUR CHANNEL PARTNER & LIFE PARTNER. THESE ARE ONLY FEW POINTS, IF WE GO DEEPER WE CAN FIND MORE SIMILARITIES. !!!! REALY AMAZING !!!!

LIFE PARTNER
We decide our life partner and marry them after various level of meetings & discussions ( irrespective of arranged & love marriage). We will be having very high expectations on them for a peaceful & happy family life

CHANNEL PARTNER
We appoint our Dealer after completing various formalities with the involvement of senior Team and we will be having very high expectations on them for promoting our products.

Over a period of time our life partner will become a part of our life to share our feelings.
We need to give proper attention & importance to our partners problems in order to gain bonding & respect from them.

Long term & sincere relation with the dealer will help us to have good control over the counter to promote our products.
To gain good business support , we need to give proper & timely service to our Dealers.
Continued

LIFE PARTNER
We spend lot of money for our life partner by way of Outing expenses, Cosmetics, Jewels, Dress & more over the consolation expenses. Loosing a Partner in the midway not at all imaginable ( Huge loss in all respects of personal life).

CHANNEL PARTNER
We spend lot of money for our Channel Partners for Sampling , Branding and for other promotional programs.
Loosing a Dealer during midway will be a huge financial & business loss for the company.

Feel the similarity, it is very clear to us that the role of our life partner is very critical in the success of our personal life , same way the role of our Channel partners plays a very crucial for our Companys Success.

SO, ALWAYS APPOINT DEALERS EXPECTING LONG TERM BUISINESS RELATION , GIVE PROPER SUPPORT & SERVICE AS PER THEIR DEMANDS, AVOID RAKHI KA SWAYAMWAR.

CHECK THE FOLLOWING BEFORE YOU GO FOR NEW DEALER

Total population of the town where the dealer is present. Is there any Somany Dealer if yes what is his status : Active / Non-Active. How much sale he has done in last 3 years and the pattern of his sale? What is the potential of tiles, sanitary ware, CPP, Adhesive etc? Reason for the existing dealer not performing (IF SO). Any dispute with the existing dealer ( Explain Details ). How much business you expect from the new dealer ( SQM target per month & value added items in SQM)? The name of the brand he is dealing with and expected sales. (Kajaria; Nitco; Asian; Orient; Johnson; Marbito; Others.)

.BEFORE YOU GO FOR NEW DEALER

What is the strength and weakness of the new dealer? Financial position of the dealer and the past record. What is his total sale & how much % of sale you are expecting from his total sale? Tiles, Sanitary ware, CP, Adhesive etc. Sales of particular area per month, expected sales of that particular dealer per month. Gradation of dealer like A, B, C Area/ display of the showroom. How many cassettes are displayed in the showroom

THINGS TO CARRY IN YOUR BAG

Broucher/ catalogue master Price list as on date Current schemes Latest dealer achievement status against the target- regular as well any special Scheme Latest Outstanding Statement & pending C-Form Status. Calculator Sample stickers Stock report (Latest available with you) Running month production plan.

Somany Diary for noting down the daily activity. Scheme Letters / Credit Notes (if any) , Direct hand over will give good mileage for collecting fresh Orders.

Look at the Dressing style ???

BUISINESS HOURS
OFF-BUISINESS HOURS

ABOVE PHTOS ARE FOR DEMO PURPOSE ONLY, MALE STAFF -DONT IMITATE IT

SELF APPEARANCE
Wear only formal / Executive style Shirts / Trousers during business hours. Wear only Executive / Formal type shoes. Your dress & Shoes always should have some fresh look. Approach the Customer with some pre-planning so that you will be confident & comfortable during the interaction. Avoid attending / making unwanted mobile calls while you are in a Custpomer call.

!!! REMEMBER !!!

A professional salespersons most valuable asset is reputation. In business, honesty is absolutely essential. The best principle is under promise and over deliver. If you work just for money, youll never make it. But if you love what you are doing, and always put the customer first, success will be yours. For every minute you spend regretting a sale that did not happen, you lose 60 seconds of trying again. You may be disappointed if you fail, but youre doomed if you dont try. Those who stand around saying this or that cant be done are usually interrupted by those who are doing it.

ACTIONS @ DEALER POINT

We need to discuss at least following points during Dealer / Customer Call:
Begin with general business trend of the counter. Achievement & Shortfall status on Regular Target / Scheme Target. Action taken & status of Pending issues of the Counter. Outstanding & pending C-Forms. About new Launch SKU & other Sales & Marketing initiatives. Status of Running & Deleted SKUs Feedback on recently newly launched SKUs Dealer Sales man training on regular Interval. Have a gentle chit-chat with the Dealer Sales Man. Do an over all review on the Display panels ;Own & Competitor

RELATION MANAGEMENT
Channel partners are meant for long term business. We need to maintain a good terms with them for keeping the relation going on & to get preference over competitors. You may adopt following methods for building the relations.
Collect as much possible Important personal information such as Birth Day, Marriage Anniversary , Shop Anniversary , most celebrated festival Etc. During the above occasions meet the Dealer in Person & convey the Wishes. Dont avoid invitation by the dealer on his personal events. Make your time free to attend the same with out fail.

To explain the Schemes and features of New launch products meet the key person of the Counter , avoid phones calls for the same .( if it is not urgent). Show some special interest for helping the dealer for achieving his Sales Promotional Targets. Remember !!! Dont give any OUT OF THE BOX commitments to Dealer as far

SALES PRINCIPLE
Dont pity yourself. Start each day with a target. Be friendly always. Always set an additional step than necessary. Be alert for each opportunity. Each problem has a positive side. Laugh in moment of hatred and anger. Concentrate on one thing. Be proud and satisfied. Examine the acts of the day at night.

PLANNING
o Planning is everything. o There is a definite correlation between career success and basic planning of your days but not just your work days but your time outside of work as well. o Following Easy to follow 4 step approach to planning will help you achieve so much more in your business life as well as your personal life. o Now before you say you have no free time, keep in mind that following this 4 step approach is going to give you greater success in all aspects of your life

STEP-1(PLAN & RECORD)

o Use your diary like it's your bible, religiously every day. It's going to be your best friend. o Whether your diary is book form or electronic, use what is best for you and what you feel most comfortable with. o Schedule time for appointments, meetings, social activities etc. o You should plan your next day with all things that you need to do or follow up on from previous day. o Appointments should already be there as they are usually planned well before the day, then you just add the other activities to the day.

STEP-2(PRIORITISE ACTIVITY)
o Prioritise your activities - the important tasks first. o If something is due in a month, you know you have time to work on it but don't leave it to the last minute. o If it's due in a few days, plan to have it ready prior to due date. o But regardless of when it's due it must go in the diary. If you think it requires 3-4 days work, plan for it and leave some buffer time as things will pop up that you must handle in between. o Then to prioritise your tasks add an A or B next to the task. A is for high priority items that must be accomplished today and B is for items, still important but can be put off to another date if necessary.

STEP-3(SCHEDULING)
o Schedule time for the balance of the activities, the B activities. o Whenever you book appointments ask yourself what you need to plan for this. o If planning is required, make a note on the appropriate day you will do this. o Use your calendar and diary day page for your telephone appointments as well. Treat them same as in person meetings. o Estimate the time required for A and B priorities then total the time. o Remember to allow extra time for interruptions etc. o Estimate the time required for outside activities and total that time as well. Congratulations, your day is effectively planned!

STEP-4(RECORDING RESULTS)
o At the end of each day record in writing, your achievements and results. o This will determine how effective and productive your day was. o Always acknowledge the good things and the positives that came out of your day. o Obviously you must put time for Step 4 into the diary as well otherwise just will not get done. o Keeping a record of your daily results will give you a sense of worth on what you have accomplished on that day. o It's great for building self-esteem and confidence and makes it easier to face the next day.

REMEMBER
If what you did yesterday seems big, you havent done anything today. The primary reason people will choose not to buy from you is lack of TRUST. Keep working your plan everyday even when you dont feel like it and you will be AMAZED at how soon it begins to pay off.

!!! REMEMBER !!!

One final thing to remember when life is racing you by and you are so busy with your career is that you must take time to plan your personal life as well. If you don't, you will fall victim to keeping late office hours, never leaving the office on time to fit in your personal appointments etc and this does not lead to a balanced life at all.

TEAM, THIS TIME ALSO WE ARE DISTRIBUTING THE SEEDS FOR CURRENT YEAR WHICH ARE AVAILABLE WITH THE VERTICAL HEADS. SEEDS FOR 2011-12 ARE DEVELOPED IN SUCH A WAY THAT YIELD WILL BE MORE ON AGGRESSIVE CULTIVATION. LET US MEET AFTER NEXT HARVESTING WITH A TURNOVER OF 1501 Crore

**THOSE WHO REQUIRE EXTRA SEEDS ARE ADVISED TO CONTACT VERTICAL HEAD or Jt. PRESIDENT , THEY WILL BE AVAILABLE FOR YOU IN THE EVENING !!!

Wish you Good luck & Happy selling for the year 2011-12 (1501 Cr).
MANOJKUMAR A.P