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