Mgrs Half Yearly Meeting 2011-2012_2

8/2/2019 Mgrs Half Yearly Meeting 2011-2012_2

1/28

Welcome

toHalf-yearly Managers Meeting

2011-2012

(A sister concern of)


2/28

Introduction1.


3/28

Presentation Sequence1. Sales Target & Achievements (Showroomwise)

2. Action Plan for Sales Target Vs Achievement3. After Sales Service

4. Promotion and Marketing

5. Credit Policy

6. Reporting7. Monitoring

8. Duties and Responsibilities all appointment holder upto GM

9. Training

10. Organization


4/28

1. Sales Target & Achievements (Showroomwise)

Sales target vs. achievement of Last 5 Years


5/28

1. Sales Target & Achievements (Showroomwise)

Sales target vs. achievement of Last 5 Years


6/28

Findings:

a. Lack of Salesmanship

b. Non compliance of Company policy (Credit, Collection,Deporting etc).

c. Lac of collection drive and maintenance of customer network

d. Poor customer selection

e. Inefficient management of showrooms.f. Over pricing

g. Product features

h. Product availability


7/28

a. Product stocks

a. Core product selection

b. Crash sell of all existing stocks

i. Existing stock

ii. Revert cashiii. Revert States

iv. Stock lot

2. Action Plan for Sales-Target Vs Achievement


8/28

a. Spare parts availability.

b. Quality warranty policy 2W & 4W

c. After Sales net-work expansion policy

3. After Sales Service


9/28

a. Branding

b. Customer pocket finding

c. Advertisement

d. Promotional items

e. Mela, Road show etc.

f. Networking and maintenance of customer DATA.

g. Competitor information and monitoring.

4. Promotion and Marketing


10/28

a. Existing practice

i.

ii.

iii.

5. Credit Policy


11/28

b. Difficulties

i) Sales and collection fund not deposit to Company in time.

ii) No money receipt generated.

iii) Sales Area 2W & 4W control reporting & administration.


12/28

c. New Policy

i) Collection

ii) Commission policy Credit Inspector


13/28

d. Showroom Manager :

a. Customer selection at will

b. Non compliance of credit policy

c. Sales information hiding at Area Manager & Credit Inspector

1. Incomplete documentation

2. Delayed and destroyed reporting


14/28

1. Present reporting channel and media

Show Room

Area Manager

Sales Dept.

Head of Sales Accounts

D.O. M.D.

6. Reporting


15/28

2. Existing Forms

a. List of Forms Weekly report generation

b. Difficulties 1. Computer Internet in 3 in 1 SRi) Payment

ii) Record keeping

iii) Audit


16/28

3. New Forms

List & Procedure

Example of an account number : CV0001DHK11RHere, CV= Commercial Vehicle, 0001= Account number

DHK= Sale is from Dhaka, 11R= Vehicle model

4. Bank Account :


17/28


18/28

Indicators :

* Sales

a. No of Salesb. Cash flow

c. Hire Sale

d. Model & Typewise SAle

e. Product stock-maintenance

* Payment Status

* Stock Position* Credit Collection

a. Regular installment amount by account

b. Arrearage amount

c. Non collection amount

d. Short remittance collection amount

7. Monitoring


19/28

Indicators :

* Revert Case

a. Revertedb. Revert disposal

* Spare Parts Stock Level

. Demand & supply

. Stock level

. Price of spares

* Customer Feedback

a. Productb. After Sales Servicec. Warranty Service

i. Free Service

ii. Paid Service* Market Situation


20/28

8. Training

a. Professional training by resource person

b. Internal training


21/28

8. Training

c. Skill level identifying

i. Showroom Managerii. Sales Executiveiii. Mechanicsiv. Area Managerv. Asst. Showroom Manager


22/28

Identity Training

Requirement* Communication & Co-Ordination skills* Marketing* Credit Collection* Negotiation skills* Product knowledge

*Warranty handling* Legal aspect

10 O i ti


23/28

10. Organization

Area demarcation and control1. Sylhet area

2. Chittagong, Coxsbazar, Chittagong hiltracks

3. Comilla, Chandpur, Laxmipur, Bianibazar, Feni

4. Mymensingh, Jamalpur, Sherpur, Kishoregonj, Tangail, Netrokona

5. Jessore, Khulna, Narail, Satkhira, Bagerhat, Jhenaidah

6. Dhaka, Gazipur, Manikgonj, Narayangonj, Norsingdi, Munshigonj

7. Magura, Kustia, Chuadanga, Meherpur, Faridpur, Rajbari

8. Rajshahi, Chapai N. Gonj, Natore, Pabna, Naogaon, Sirajgonj

9. Bogra, Joypurhat, Gaibandha, Nilphamari

10. Rangpur, Kurigram, Lalmonirhat, Thakurgaon, Dinajpur, Panchgor

11. Barisal, Madaripur, Shariatpur, Jhalokathi, Patuakhali, Borguna, Bhola, Pirojpur


24/28

Satellite Office

* Bogra

* Chittagong

* Sylhet

* Barisal

* Jessore

* Mymensingh

Zonal Satellite Office

1. Zonal Head (Sr. Manager)

2. Area Manager (Credit)

3. Area Manager (Sales)

4. Warehouse In-charge

5. Manager Service (A.S.S)

6. Office Assistant


25/28

Satellite Zone

(1)Bogra,Rangpur,Rajshahi,

(2)Sylhet,M.Bazar,Sunamgonj,

Hobigonj,

(3)Chittagong,Feni,Comilla,

Chandpur,Laxmipur,B.Baria,Coxs B,Hiltracks,

(4)Barisal,Madaripur,Shariatpur,

PrirouP,Borguan,

(5)Jessore,Khulna,Satkhira,

Magura,Kustia,Meherpur,Faridpur,Rajbari,

(6)Dhaka,Gazipur,Manikgonj,

N. Gonj,Norsingdi,MunshiG,

Organogram


26/28

Marke

OrganogramMD

DO

FIN Sales Credit Service Admin Commercial Legal Audit

Sales DocReg.

HOSManager Dealer

Manager RetailerExecutive Office

Executive DocDelivery Supervisor

DriverOffice Assistant

HOCManager 2WManager 4WExecutiveOffice

CoordDriverOfficeAssistant

WKS FAC

HO (P&S)

SVC Cord

Ex. Complain Cell

Ex. Office

Office Asst.

SR DLR

SR DLR

SR DLR

SR DLR

SR DLR

SR DLR

(1) (2) (3)

(4) (5) (6)

Note :SR details

SR Mgr

CI/Asst. Shop Mgr

Shop Mechanic

Note :Zonal HO

Area Mgr.

Area Mgr. Sales

Warehouse Inch

Mgr. A.S.S

Office Asst


27/28

Thank You

(A sister concern of )


28/28

Mgrs Half Yearly Meeting 2011-2012_2

Documents

Transcript of Mgrs Half Yearly Meeting 2011-2012_2