7/28/2019 Sales Plan for Omega - Chair

1/11

Sales Plan for Omega

By,

Group 8

Rajeesh

Kasinath

Jayaprakash

Sita

7/28/2019 Sales Plan for Omega - Chair

2/11

AssumptionsO The product range of Omega includes : Chairs,

Stools, Centre Table, Dining Table, Rack, StorageSolutions, Office Seating Solution, School

BenchesO A set of 4 chairs and center table starts at INR

2000

O The highest is the office seating solution of 4chairs and a center table @ INR 3500 (betterquality)

O Omega sells to consumers via its dealer channeland institutions directly

O All chosen 25 trade partners are multi brandretailers

7/28/2019 Sales Plan for Omega - Chair

3/11

Sales Process InitiationO Evaluating the total potential market

Data Source

Population of Mumbai 1,20,00,000 Wikipedia

Population with annual income above 1.2 lakhs pa 60% Sensex site

Population with annual income above 1.2 lakhs 7200000 Sensex site

No. of Companies in Mumbai with work force above 5004000 (approx)Fundoodata

No. of SME s in Mumbai 4300 Fundoodata

No. of Govt affiliated colleges in Mumbai 310 Wikipedia

7/28/2019 Sales Plan for Omega - Chair

4/11

Sales OrganizationSr VP Sales& Mktg

Zonal SalesHead - South

Zonal SalesHead - North

Zonal SalesHead - West

Area SalesManager -Mumbai

Sales ExecInstitutional

Sales

Sales Exec -Retail

Sales Exec -Retail

Sales ExecInstitutional

Sales

ASMs forother West

states &Metros

Zonal SalesHead - East

NationalSales Mgr

7/28/2019 Sales Plan for Omega - Chair

5/11

Sales ProcessO To handle 25 dealers (as per case), we appoint a

team of 2 sales executive

O To develop business among institutions 2 salesexecutives are appointed

O Each dealer is visited twice a month

O Each exec makes 6 sales calls a day on avg

O The sales executives understand the furnitureindustry and Omega products

O The sales execs are equipped with marketing

collaterals/catalogues etc

7/28/2019 Sales Plan for Omega - Chair

6/11

ForecastingInstitutional Sales

Revenue

Sales Revenue (to

consumers)

Institutional Sales Revenue(INR)Min sales of 24000 pieces @ avg

value of 500 per transaction per

sales exec

2,40,00,0

00

Sales expected from e-tailing

Mumbai region 50,00,000

Total Sales Revenue (excludingretail 2,90,00,000

No of outlets 25

monthly furniture piece sold per

outlet 800

Avg value per transaction 800

Monthly revenue per store 640000

Monthly revenue for 25 stores 16000000

Annual Retail Sales Revenue 19,20,00,000

Total Revenue Generated is 22.1 Cr

Profitability margin is maintained at 30% across all products

7/28/2019 Sales Plan for Omega - Chair

7/11

Budgeting

Budget INR

Monthly marketing activities at thestore level @ Rs.5000 1,25,000

Yearly marketing activities at the

store level 15,00,000

Incentive for trade partner 16,50,000

No. of dealerswho qualify

Estimated

spends perperson Total

Colombo Trip -

on achieveing100% targets 10 25000 250000

Singapore Trip

for 2 per dealer -

on achieveing125% targets 5 * 2 40000 400000

Bangkok Trip for

2 per dealer - on

achieveing 125%targets 5*2 40000 400000

Best Dealer -

Monthly

recognition forMax sales 1 50000 600000

Total165000

0

7/28/2019 Sales Plan for Omega - Chair

8/11

Assigning TargetsSales Executive -

Retail

O Placement of allproducts across the12 stores assigned toeach

O Generate monthlyrevenue of 76.8 lacsmonthly from hisregion

No of working days in a week 5

No. of sales calls per day 6

No. Companies that can bereached in yr 1 per exec 1440

Target is to generate 10 lacs a month or 1.2 cr

the institutional sales for the year

Sales Executive -

Institutional

7/28/2019 Sales Plan for Omega - Chair

9/11

Territories assigned to Sales

Execs

1 Retail Sales Exec

1 Institutional Sales exec

1 Retail Sales Exec

1 Institutional Sales exec

7/28/2019 Sales Plan for Omega - Chair

10/11

Incentives

Sales Exec Trade PartnerAnnual incentive @ 10% of basic annual

pay for achieving 80% of target 30000

Monthly incentive @ 10% of basic annual

pay for achieving 80% of target 2500

Annual incentive @ 20% of basic annual

pay for acieveing 100% of target 60000

Monthly incentive @ 20% of basic annual

pay for acieveing 100% of target 5000

Annual incentive @ 25% of basic annual

pay for acieveing 125% of target 75000Monthly incentive @ 25% of basic annual

pay for acieveing 125% of target 6250

Annual incentive @ 30% of basic annual

pay for acieveing 150% of target 90000

Monthly incentive @ 30% of basic annual

pay for acieveing 150% of target 7500

Annual incentive of basic

annual pay for achieving

100% of target Colombo Trip

Annual incentive @ 25% of

basic annual pay for

achieving 125% of targetSingapore Trip for

2 per delaer

Annual incentive @ 30% of

basic annual pay for

acieveing 150% of targetBangkok Trip for 2

per dealer

Monthly Best dealer in

Mumbai (Max sales)

Cash price of

Rs.50,000

7/28/2019 Sales Plan for Omega - Chair

11/11

Thank you