Slide 1

Nilkamal furnituresGroup 1

IntroductionA PLC founded in 1981, headquartered at MumbaiRevenue of US $240MillionAsias largest Plastic Processor of Moulded ProductsWorlds largest manufacturer of Moulded furnitureProduct Range : Plastic furniture,Dining Tables,Racks,Stools,Industrial Pallets,Waste Bins,Insulated Crates.Some products of Nilkamal

OperationsHas 7 large manufacturing plants in IndiaAll 7 plants are fully computerisedThe Goods to hubli are fetched from the manufacturing unit at Pondicherry.Goods are dumped at the Gabbur Godown of the company, at Hubli and then distributed over to the franchisees & retailers.Basics of Sales Strategy & Personal SellingManaging Sales Force. Sales force differs across geographies, while some product lines need specialized sales personnel.The basic qualification & Strengths would range from good regional communicational skills to being well versed with the companies strategies.The compensation system is such that, the more you get us, the more we will get you.Designing & Managing Sales force.Objective Setting : Route Plan, the product to be pushed, communicating new schemes with their prices and benefits to the buyerSales Policy training : The executives are given the expected margins and they cannot crack a deal below that. It also Happens whenever a new product /scheme is introducedStructure & Size : The sales manager decides the structure & size for the territory. There are 4 executives across Belgaum,Dharwad & Haveri corridors, all of them reporting to sales manager at the end of the day.

Sales force Compensation : Compensation to executives is based on the time in which they get the payments from the buyers. - credit period

Recruiting & Selecting of Sales force is done by sales manager through interview based on the regional communication, knowledge about the products, convincing skills & the right qualification required for the job.

Guiding & Motivating : GURUKUL

Performance Rating : Monthly assessment of the executives done by 360 degree appraisal.

Duties & Responsibilities of Sales ManagerRegularly conducts product research by interaction with the customers.Interaction with the sales executives helps the manager in doing sales research.Sales Managers communicates with his higher authorities regarding advertisement & promotional needs.Monthly meetings with RSM is called for ,issues regarding sales policies & schemes are discussed.PERSONAL SELLING Prospecting : -Acquaintance References -Cold Calling -Retailers -Direct Mail/ Telephone methodPre- Approach : Background study of the prospects such as the potentiality, likes & dislikes etc.The Approach : Process Adopted - Sales Executive approach the customers by seeking an advance appointment through mailers/ telephone calls. - Sales executives also approach the customers by seeking an advance appointment through a reference from a friend, business associate etcSuccessful Approach : The factors - Prior Appointment - Timing - Effective Presentation - Follow upMethod of Approach : - Cashing in on Brand Name - Customer Benefit Approach - The Approach of Making the Prospect Feel Important - Interactive Approach SALES ORGANIZATIONNilkamal does Sales forecasting on quarterly basis.The sales forecasted for the third quarter of the year is approximately about 2.1 Crores for the Hubli-Dharwad-Belgaum-Haveri Belt.Sales Policy : ExampleNilkamal Furniture follows vertical type of OrganizationRecruitment & SelectionNilkamal furniture has an internal based recruitment system Competitors & Other SourcesReference method.Online job portals

Prime Observations during selectionPast experienceCommunication SkillsEducational backgroundProduct KnowledgeLocal language ProficiencySelf Motivation & AppearenceSteps for RecruitmentThe request for Executives is put up by the Regional Heads to the HR Dept.The HR Dept reverts with the requestsThe respective regional heads will perform the selection procedure which include - Application scrutiny through online job portals- personal interview - reference check.Nilkamal does not have a structured interview format and usually happens informallySales Force TrainingOn job Training3 months period1 week training for higher level executives in order to introduce the company operations and authoritiesTraining program for executives is more emphasized on negotiating with the schemes and offers , communication skills and product knowledge.CompensationSalary BasisRSM : 75KASM : 50KExe : 25K

Franchisee owners can posses as many as sales exe for their showrooms/stores and their compensation is looked after by the franchisee only.The compensations in franchisee is on commission basis.Target CommissionSales in Rs Commission > 70000/month - 1.5 to 2% 70K to 1.5 Lac - 3 % >1.5 Lac - 4-5%Bonus is given to the employees of the company yearly once

Re ImbursementFor ASM :Travel ExpensesLodging ExpensesBoarding ExpensesMisc Expenses

For Exe :TravelBoardingLodging

AppraisalAppraisal is done using self appraisal method as well as by the HR Dept.

Sales Targets7 crores target per yearHubli dwd 40 lak/monthBelgum 25 to 30 lak/ month