sales plan for omega - chair
TRANSCRIPT
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Sales Plan for Omega
By,
Group 8
Rajeesh
Kasinath
Jayaprakash
Sita
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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
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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
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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
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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
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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
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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
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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
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Territories assigned to Sales
Execs
1 Retail Sales Exec
1 Institutional Sales exec
1 Retail Sales Exec
1 Institutional Sales exec
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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
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Thank you