Sm technologies distribution strategy by ketan Thakur
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SM Technology Ltd is an internet service provider established in 1999 that provides broadband internet services across India. The presentation outlines the company's marketing strategies, including targeting corporate and domestic customers. It discusses the 4Ps of marketing - product, place, promotion, and price. It also covers competitors, sales strategies, sales structure, distribution channels, and organizational sales structure. Some new strategies suggested to achieve sales targets include expanding to new cities, reorganizing the sales force, reducing churn, developing promotion strategies for domestic customers, focusing on after-sales service, using distribution channels effectively, customer retention programs, and past client reactivation.
Sm technologies distribution strategy by ketan Thakur
- 1. Developing Sales & Distribution Strategies Presented by:- Ketan thakur Nikhil Mahindra Jaykishan lauhana
- 2. SM TECHNOLOGY LTD. Company Background • Established in 1999. • Service launched in INDIA in 2001 • Provides one of the inventory to the marketplace focused on semiconductor manufacturing. • Has operations in 20 countries across 5 continents • Across 10 major cities in INDIA • Mr. SATISH MEHTA is the CEO of Indian operations • Company registered office in Mumbai Company Philosophy . company philosophy is to provide the best equipment available in the marketplace at a competitive price and our mission is to focus on customer satisfaction. Website: http://smteco.com/ 2
- 3. SM TECHNOLOGY LTD Target • Corporate Customers • Domestic users S T • Broadband Segmentation P • Internet • Fantastic surfing Positioning • Downloading speed 3
- 4. SM TECHNOLOGY LTD 4P’s of MARKETING PRODUCT PLACE PROMOTION PRICE 4
- 5. SM TECHNOLOGY LTD. 4P’sof MARKETING PRODUCT • Fiberoptic telecom network Product • Broad band internet service PLACE • Dataconnectivity • Voice Connectivity Services • International Bandwidth • Managed Services PROMOTION • Fantastic Surfing • Downloading speed Features • Live Audio & Video • Chat & Gaming PRICE 5
- 6. SM TECHNOLOGY LTD. 4P’sof MARKETING • Mumbai • Pune • Surat • Delhi PRODUCT • Ahmedabad • Baroda WEST NORTH PLACE SOUTH EAST • Bangalore •Vishakhapatnam PROMOTION • Chennai • Hyderabad PRICE 6
- 7. SM TECHNOLOGY LTD 4P’sof MARKETING National & International PRODUCT Tradeshow Telecom Journals Exhibitions PLACE Internet Exhibitions PROMOTION Sponsors for cricket Third party PRICE Matches References 7
- 8. SM TECHNOLOGY LTD 4P’sof MARKETING PRODUCT PRICE ___________________________ PLACE Company’s internet telephony servicewas a greatcostsaver forusers towanted to make international call to their near PROMOTION & dearones. PRICE 8
- 9. COMPETITORS COMPETITORS SALES STRATEGY SALES STRUCTURE DISTRIBUTION CHANNEL 9
- 10. SALES STARTEGY SALES FORCE COMPETITORS Corporate Sales Domestic Sales force force (B2B) (B2C) SALES STRATEGY Sales engineers Contract ( Direct Based employees) SALES STRUCTURE Fixed salary + Straight Commission Commission DISTRIBUTION (Based on Method CHANNEL Performance) 10
- 11. SALES STARTEGY Salespeoplewere given sales quota ( target) COMPETITORS Further divided to weekly & daily sales target Salespeople had to submit daily report SALES STRATEGY No chanceof any manipulation Over promising of customers notallowed SALES STRUCTURE Daily sales report: 1. Client Visit 2. Competitors’’ price DISTRIBUTION 3. Strength &Weakness CHANNEL 11
- 12. REQUIRED SKILLS & TRAINING Technical knowledge Communicationskill COMPETITORS Negotiation Skill SALES Selling Skills STRATEGY SALES STRUCTURE DISTRIBUTION CHANNEL 12
- 13. ORGANIZATIONAL SALES STRUCTURE LINE SALES ORGANIZATION COMPETITORS BRANCH HEAD SALES Sales Sales STRATEGY Manager-Corporate Manager-Retail Assistant Sales Assistant Sales SALES Manager-Corporate Manager-Retail STRUCTURE Salespersons- Salespersons- Corporate Domestic/home DISTRIBUTION CHANNEL 13
- 14. Distribution Channel • Ensuring long term business relationship COMPETITORS Sales force • Ensuring customersatisfaction • Online selling SALES Website • Order from home STRATEGY Tele- • Proposal, sales presentation SALES • Negotiation & closing the sale STRUCTURE marketing DISTRIBUTION Engineers/ • Installation • After Sales Service CHANNEL Technicians 14
- 15. SM TECHNOLOGY LTD Developing Sales and Distribution Strategies NEW STRATIGIES / TACTICS TO ACHIEVE TARGET 15 TARGET : 40% growth in sales
- 16. New strategies & Practices • Mumbai • Pune • Surat • Delhi Expand their • Ahmedabad broadband services • Baroda in non targeted WEST NORTH Eastern & Northern Region. SOUTH EAST Industrial Hubs like Kolkata,Noida, • Bangalore •Vishakhapatnam • Chennai Gurgaon, • Hyderabad Bhubhaneswar, can be targeted. 16
- 17. New Promotional Stratigy Co-branding Catalogue Free trial Marketing offers Discounts Television at Retail Advertisement Outlet 17
- 18. Distribution Channel • Selling done by Retail outlets Retail • Available in major electronics stores outlets • Advertisment of products TV • Order through toll free SHOPPING numbers bottom the screen 18
- 19. ORGANIZATIONAL SALES STRUCTURE LINE SALES ORGANIZATION SALES TRAINING MANAGER BRANCH HEAD Sales Sales Promotional Merketing Research Manager Manager Manager-Corporate Manager-Retail Assistant Sales Assistant Sales Manager-Corporate Manager-Retail Salespersons- Salespersons- Corporate Domestic/home 19
- 20. REQUIRED SKILLS & TRAINING Leadership Skills Problem-solving skills Supervising salesperson Ability to read customer’s mind Separate On Job Feedback & training Training Assesment __________ __________ Salesperson For corporate Salesperson performance & domestic should be given should be salesperson assesed on field training frequently from to have a better the customers understanding 20
- 21. QUS:-Would you like to suggest any new strategies or tactics in order to achieve the target? Expand operations in the other Tier-I cities. Reorganize the sales force for corporate customers, service wise Ensure reduction of churn of sales force if any. Motivate the contractual sales force by offering benefits to top performers. Develop a focussed strategy of promotion for the domestic customer market Also focus on the after sales service Effectively use the distribution channel-reach out effectively to customers Customer Retention : Past client reactivation Value Sell
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