Key takeaways from Sales Leadership Program

TERM 4 - FINAL PRESENTATION

Gallops Motors Pvt LtdSHEROY KALYANWALA- GM SALES

AhmedabadS.G HIGHWAY

Inquiry GenerationOctopus activitySarpanch activity

Volume drivers Beat – exchange

bonus /Spark activation

H.R -manpower /salary re alignment / staff

productivity

Profit Generating ideas- cancellation chgs/ sale of

Old TD cars/stock mgt

Creating Brand awareness Thru radio

INQUIRY GENERATION IDEA – THE “OCTOPUS”ALONG WITH “JUST DIAL” WEB PORTAL

KIRAN 25 45 0 2 0 0 2 0 0 0 0 74ROMIT 25 0 0 1 0 0 0 0 0 0 1 27

CHETAN 12 25 0 0 50 0 0 0 0 0 0 87RAHUL 30 0 0 0 0 0 0 0 0 0 0 30RASIK 38 0 0 0 0 0 0 0 0 0 0 38VIRAL 20 0 0 0 0 0 0 0 0 0 0 20KIRAN 0 0 0 0 0 0 0 20 0 1 1 22ROMIT 0 0 50 0 0 0 0 0 0 0 0 50

CHETAN 0 0 0 1 25 0 0 0 0 1 1 28RAHUL 0 26 0 1 25 0 0 0 0 0 0 52RASIK 25 0 0 1 0 15 0 50 0 0 2 93VIRAL 0 0 0 1 0 15 0 50 0 0 0 66KIRAN 10 210 0 0 0 0 0 0 0 0 0 220ROMIT 0 0 0 0 0 0 0 0 0 0 0 0

CHETAN 0 0 0 0 0 0 0 0 0 0 0 0RAHUL 0 0 0 0 0 0 0 0 0 0 0 0RASIK 50 0 0 0 0 0 0 0 0 0 0 50VIRAL 0 0 0 0 0 0 0 0 0 0 0 0KIRAN 0 25 0 0 0 0 0 30 0 0 0 55ROMIT 2 25 1 0 0 0 0 30 0 0 1 59

CHETAN 0 25 1 2 0 0 1 0 0 0 0 29RAHUL 0 25 0 0 0 0 0 0 0 0 0 25RASIK 30 0 0 0 0 0 0 30 0 0 0 60VIRAL 0 0 0 0 0 25 0 0 0 0 0 25

TOTAL OF THE DAY

SUMMERY OF CONTACT DETAILS FOR APRIL 2012 OF STUTI SHAH TEAM

DATE SC NAME SMS E-MAILEXISTING CUSTOM

ER

HOME VISIT

HAND BILL

WITH

VISIT AT SHOPPING MALLS

GROUP CONTACT (MR/DOC

TAGGING/

STICKERI

DRIVING SCHOOL

LOCAL GARRAG

E

DIRECT REFERRAL

S/NET TOTAL

04-09-2012 253

04-06-2012 276

04-07-2012 311

8/4/2012 (SUNDAY) 270

ADVANTAGE - LIKE THE TENTACLES OF THE OCTOPUS OUR SALES EXECS SURROUND FUTURE POTENTIAL CLIENTS FROM EVERY POSSIBLE ANGLE LEADING TO LOW COST GENERATION OF INQUIRIES EVERY MONTH BY EVERY TEAM –DEPENDENCE OF

SHOWROOM WALKINGS SLOWLY BEING REDUCED – CONVERTED 57 RSO’S FROM OCTOPUS ACTIVITY IN 8 MONTHS

Using alternative sources of Inquiries – reducing dependency on ATL

RURAL INQUIRY GENERATION- “SARPANCH ACTIVITY”

BHIKHABHAI GASURAVILLAGE :- VANSOL

CONTACT :- 94264 34582

DILIPBHAI PRAJAPATIVILLAGE :-AMBALIYAL

CONTACT :- 99048 31432

VIJUBHA TARSHIBHAI MER(M) 9974190737

VILLAGE: MANKOL

SARPANCH OF KANKAVATI PREMJIBHAI V KANJARIYA

CONTACT :9426966229

SARPANCH ACTIVITY NOV/DEC – THE RESULTS

16 VEHICLES BOOKED

ACTUAL VISITS DONE

476

VISITS PHASE 2

725

VISITS PHASE

1 1275

SARPANCH LETTER -ACTUAL

THE LEARNING- THE RURAL MARKET IS THE NEXT BIG FOCUS AREA FOR GROWTH

Inquiry GenerationOctopus activitySarpanch activity

Volume drivers Beat – exchange

bonus /Spark activation

H.R -manpower /salary re alignment / staff

productivity

Profit Generating ideas- cancellation chgs/ sale of

Old TD cars/stock mgt

Creating Brand awareness Thru radio

BUSINESS VOLUME DRIVERS BEAT DIESEL EXCHANGE BONUS & SPARK ACTIVATION

• Exchange bonus offered on Beat Diesel.

• Aggressive Stock liquidation strategy for Spark through Exchange.

THE LEARNING TAKEN- FINDING OUT THE “LEVEL” AT WHICH CLIENTS PERCEIVE A BETTER DEAL BEING GIVEN

THE AWESOME RESULTS

22 BEAT DIESELS WITH EXCHANGE BONUS OUT OF 90 SCP

THE AWESOME RESULTS

BY OCT ALL 70 OLD

PRE MCE SPARKS WERE

BOOKED

IN DEC BOOKED 30 NEW SPARKS-

EXCHANGE 9 OUT OF

21 SCP

Inquiry GenerationOctopus activitySarpanch activity

Volume drivers Beat – exchange

bonus /Spark activation

H.R -manpower /salary re alignment / staff

productivity

Profit Generating ideas- cancellation chgs/ sale of

Old TD cars/stock mgt

Creating Brand awareness Thru radio

BRANDING AND AWARENESS THRU THE MEDIUM OF RADIO- LIVE SLOTS & INTERVIEWS

GALLOPS MOTORS---.mp3 GALLOPS- red Fm sheroy interview byte (2).mp3

GALLOPS MOTORS - BEAT - 1.mp3 GALLOPS MOTORS - CRUZE.mp3

THE RESULT- BETTER BRANDING- BETTER PRODUCT KNOWLEDGE FOR PROSPECTIVE CLIENTS

HUMAN RESOURCE – SALARY RE ALIGNMENTS UNPRODUCTIVE STAFF & INCREASING STAFF PRODUCTIVITY

Staff salary re-alignment and more levels for progression for growth

HUMAN RESOURCE –INCREASING STAFF PRODUCTIVITY

Manpower Productivity increased between 8% upto 1800 %

PROFITBILITY IMPROVEMENT - OLD TD CARS -CANCELLATION CHARGES – STOCK MANAGEMENT

TOTAL SALEABLE OLD TEST DRIVE CAR STOCK IN OCTOBER- QTY 26

TEST DRIVE CARS SOLD BY DECEMBER 2012 END

13 VEHICLES

BLOCKED FUNDS REALIZED THRU SALE OF

USED TEST DRIVERS. 22 LAKHS

PROFIT EARNED 2.5 LAKHS

BILLING EARLIER WAS DONE KEEPING ONLY

RBP TARGETS IN MIND

FROM OCTOBER THE VEHICLES WERE BILLED

ACCORDING TO MOVEMENT TRACKING

VARIANT/COLOUR WISE

RESULT- MINIMUM NON MOVING STOCK BILLED

SAVING US INTEREST COST IN FUTURE

MONTHS TOTAL APROX 9,00,000

RS 5000/- TAKEN FOR CANCELLATION

CHARGES ON OBF

AVERAGE CANCELLATION S PER

MONTH 23

FUNDS EARNED THRU CANCELLATION

CHARGES 23 x 12 MONTHS x

5000 TOTAL 13,80,000 LAKH

TO THE SALES LEADERSHIP PROGRAM-GM AND PROGRAM FACILITATORS – A VERY BIG “THANK YOU “

I wish I had the opportunity to enroll in a

business management course while working in my current organization

SLP HELPED ME GROW IN 2012