To Automate the Salesforce Activities for Better Management
To Highlight Best Practices during the Implementation Phase of SFA
To Increase the Coverage of the Salesforce, especially in Electrical Outlets
Division
To Support Sales Team and Distributors proper Training and Best Practices and share the Importance of SFA for Better
Results and Smoother Transition
PROJECT OBJECTIVE
Eveready Industries India, Ltd is the flagship company of the B.M. Khaitan Group.
The brand Eveready has been present in India since 1905.
SWOT
EVEREADY’S FUTURE EIIL is entering into Home appliances category
Indian dry cell batteries market is estimated at 2.8b pieces in volume and INR16b in value.
Compared with China’s per capita consumption of 10 batteries per year, India’s per capita consumption is a mere 2 batteries. Thus, there is considerable scope for growth in the battery market.
The total lighting industry market size in India is pegged at INR160b (including Lamps, luminaires and accessories, and LED) and has grown at 18.5% CAGR over 2010-14
LED market has grown from INR5b in 2010 to INR34b in 2014 registering CAGR of 61.4%
The industry expects the total lighting industry to grow at CAGR of 15.3% to INR376b by 2020 driven by superior CAGR of 36.1% in 18 December 2015 18 to INR216b which shall constitute 57% of the total lighting industry market size in 2020
RETAILER PERCEPTIVE
Retailer is concerned about the price of the product, and what will be his profit
margin for that product
Retailer prefers the brand which gives them maximum credit period
The replacement policy of the company & distributer play an important role in
selection of which brand product to keep in their shops
Healthy relationship between the retailer and Eveready sales
representative
CUSTOMER PERSPECTIV
ECost is the primary motivator for the residential customer and also a key
barrier to adoption
Reliability and quality service were common expectations of residential customers for their electricity utility
Customers want to save as much as possible, and are not willing to pay more
than the expected value of return
No merchandising seen at the point of sale
OUR ANALYSIS
LOST OPPORTUNITIES
POOR PRIORITIZATION
COLLABORATION & DATA SHARING
LACK OF FORECASTING & INTELLIGENCE
EMPLOYER ACCOUNTABILITY
SALES FORCE AUTOMATION
SFA VENDORS
SIFY – SALES FORCE DISTRIBUTION SOFTWARE
SFA FEATURES
• Single Sign-On (SSO), Identity management (IdM), etc. Mobile-based identification, authentication, authorization, accountability (AAA), integrity & confidentiality features
• Messaging facility for field representatives to send / receive alerts to the central server.• Remotely Activate or deactivate the mobile software
• Works on online and offline mode; can be used in non-internet connectivity zone
• Facilitates in synchronizing data on the device with the server using cradle or wireless synchronization • Remotely upgrade the mobile client software
• SMS based data exchange also can be enabled as a contingency measure offered as Perpetual and SaaS
(Cloud) models
• Central team can send real-time broadcasts to field representatives, like informing about various
campaigns or price cuts
REAL TIME DATA SECONDARY SALES DATA
SALES TEAM PERFORMANCE
CONNECT TO RETAILERS
CROSS SELL AND UPSELL OPPORTUNITY
EXPAND TO NEWER MARKET
TRACK MERCHANDISING
ACTIVITIESTRACK STOCKS AT
DISTRIBUTOR/RETAILERMICRO MARKET
ANALYSIS
FUTURE OF SALES FORCE AUTOMATION
SAI GANESH DISTRIBUTOR
(NAVI MUMBAI)
TOTAL RETAILERS
1900
NEW RETAILERS
257(17% INCREASE)
COMPETITION PRODUCT ~1%
COMPETITION DISTRIBUTOR~1%
TOTAL POPULATION
10 LACS (APPROX.)
TOTAL WEEKLY BEAT
8
TOTAL BI-WEEKLY BEAT
44
MARKET ANALYSIS