Download - Efin c2c services june10

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June, 2010

c2cChannel Management Services

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May, 2010

c2c

Channel Management Services

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Distribution Channel:Key to Business Success

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Success

Product Distribution Service

• Success of a Business depends on quality product, effective distribution and efficient service

• Distribution is the channel which links the company with the customer

• Also, market feedback are heard by distribution which helps product & service development / improvements

• Thus, Channel Partners are key to a Business’s Success

Key Factors for Business Success

Distribution Channel

Manufacturing

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Distributor – Your Link to the Customer

• As Mahatma Gandhi said:

“A customer is the most important visitor on our premises, he is not dependent on us. We are dependent on him. He is not an interruption in our work. He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so.”

• ‘Distribution Channel’ being the link between the Company & the Customer thus takes a key role in the success of an organization to make a Customer a part of the Company

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Channel Partner: Create a Virtuous Cycle

Enable Win-Win

Know the Gaps

Improve Relations

Improve Processes

Improve Cost -

Benefit

Your Success is dependent

On the Success of your

Distribution Partners

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Of the Company

• Good relationship with the distributor

• Improving quality business

• Efficient service

• Maintaining brand values

• Compliance

• Loyalty

• Timely Payment

Of the Distributor

• Multi level relationship yet with single point contact

• Company’s understanding ground realities

• Schemes in line with market

• Payment Terms

• Process efficiencies / removing bottlenecks

Mutual Expectations

Enabling WIN-WIN Relationship with EACH of the

Distribution PARTNER is Key to business success.

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Approach to Improved Relations

Managing Expectations

Creating positive expectations Clarity on un-realistic demands

Process Improvements

Identifying improvement opportunities Chalking out implementation plans

Understanding Expectations

Personal Meetings Un-biased Discussions

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Who should do this activity?

• Most good companies keep doing this on a continuous basis

• However, there is still a gap between what is being done and what could be done. Key reasons for the gap are:– Making the partner to be ‘open’ to share problems, views and

opinions

– Having a ‘open mind’ without any bias to either party and more importantly to ‘existing processes’

– Being ‘afraid’ of the ‘reporting structures’ in the organisation

– Lack of priority

• In light of the above, it is ideal that an ‘independent professional’ handles the same who is:– Directly appointed by ‘top management’

– Has ‘No bias’ and ‘No dilution of Focus’

– Understands the business with empathy for all concerned

– Professional Approach

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eFIN’sProfessional

“Channel Management Service”

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c2c: An Introduction

• c2c is an early entrant in ‘Channel Management Service’ with over 10 years of experience – now part of eFIN, servicing reputed clientele base

• Each assignment handled by qualified, experienced and committed team

• With the highest level of service ethics:– Assignments personally handled by Senior Management

– With top most confidentiality of the findings

– Focus on ‘long term’ mutually beneficial association

– Staying clear of ‘Conflict of Interest’ situations when coming to taking up assignments

• Focus on ‘solutions’ & ‘implementation’ rather than ‘problems’ and ‘obstacles’.

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Our Philosophy: Set New Standards

“Whatsoever a great man does, the same is done by others as

well. Whatever standard he sets, the world follows”

(Verse 21, Chapter III,

The Bhagavad Gita)

We believe in being a Leader rather than a follower.

We look at Implementing new levels of standards

and set new Benchmark in the Industry

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K. Ramakrishnan

• Management Graduate

• 25 Years of Practice in Business Advisory & Capital Raising

• A Relationship oriented person

• Brain behind the ‘Distributor Services’ activities as a Professional Service

• Management Advisor to various Mid size Companies

J. Balasubramanian

• A Chartered Accountant & Law Graduate with over 32 years of Industry experience with 20 years of practice

• Focuses on Internal Processes and Controls for enabling continuous improvements for various companies

• Member of various statutory committees including ICAI committee on Insurance

• A socially inclined and highly respected individual

Management & Advisory Team

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G. Sundaresan

• A Chartered Accountant with over 20 years of experience

• Worked in both Public and Private Sector enterprises

• Involved in setting up processes and controls for Distribution Network of one of the leading Pump manufacturer

• Currently in practice with focus on Dealer Management

• Acts as Management Advisor to various Mid size Companies

K. Sridhar

• A Certified Financial Planner, CWA and CS with 20 years of Industry experience with exposure to Finance & Systems Management

• Worked in the top management of one of the leading Financial Product Distribution Company

• Focus on Planning, Business Strategy & its implementation

V.Vijayabhaskar• A Technically qualified person

• Over 10 years of Business Planning & Implementation experience

Management & Advisory Team

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Our Clientele

Mandate from Specific Distributors of:

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• Improved Dealer Relationship– 360* understanding of

Dealers Requirements

– Sales Teams approach to Distribution

• Improved internal Processes and Controls

• Competition Understanding– Understanding Markets &

Competition

– Exploring best practices

• Improved Understanding of– Causes / Reasons for certain fast

moving / non moving products / Distributors

– Potential for new services

– Best Practices of the network

• Handling Problem Distributors

• Starting new lines of businesses, specifically with respect to spares & consumables

• Regulatory compliance

Objectives achieved by our Customers

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Channel Management Service: Our Approach

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Multi Layer Approach

Customers

Distributor

Region / Branch

Head Office

Top Mgmt.

Helping the Top Management

understand the distributor

& customers better

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Key Steps in Multi Layer Approach

• Appointed by the Principal– By the Managing Director with no dilution on the focus of the project

– Access to Principal’s information about the Distributor

– Understanding the Policies and Procedures followed by the Principal

• Meeting with the Business / Branch / Region of the Principal– The team which services / sales from the distributor

– Get to know their view on the distributor and his overall performance

– Understand the strengths and weaknesses in their view

• Analysis of the data – Of Distributor performance – Stand Alone, Relative etc.

– Market potential

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• Meetings and Discussions with the Distributor– Understand the distributor from various angles:

• Principals policies and procedures

• Bottlenecks and shortcomings as faced in the operations

• Financial & specifically cash flow related issues having a bearing on the business

• Viability of the business based on past experience

• Support required for improvements

– Understand his view on the team servicing / selling to him from the Company

• Market Survey:– Visit & get feedback from few clients of the Distributor

– Seek information with respect to the quality of distributors service

– Get information about Competition & Other Distributors

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• Analyse the accounting records of the Distributor (Where necessary)– Accounting policies, Review of past accounts & financials

– Loans & Limits enjoyed by distributor, Repayment history both with the Principal as well as with the Banks

– Debtors and Creditors, Stock Records, Invoicing and Tax records

• Feedback from Competition /Other Distributors– About the distributor and his practices

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Having a Comprehensive Approach

Finance

Operations

Business

• Review of Accounts

• Credit History

• Banks, Creditors, Debtors

• Customer Feedback

• Distributor Feedback

• Records Verification

• Principal (Top and Local Team)

• Competition & Peers

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Key Deliverables

• We take each assignment and create the approach ‘tailor made’ to the requirements of the specific project

• Not Internal Audit. Focus on Relationship & Process Improvements rather than fault finding & exception reporting

• Some of the key requirements catered to by c2c’s channel service include:– Improving Distributor Relationship

– Performance Enhancement

– Identifying Root Cause of various distribution related issues

– Handling ‘Problem’ distributors

• Typically one time study will help ‘maintaining the relationship’ for around 2-3 years.

• Ideally, to be repeated every 2-3 years for effective ‘continuous improvement’ for each Distributor

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Key Activities Involved

• Review of existing policy

• Analysis and understanding of the business including competition

• Perception of the other party by both the Principal and the Partner

• Understanding the role and activity of the Principal’s interaction with Partners (Branch / zonal network, Accounts / Marketing etc.)

• Analysis of ‘Receivables Systems’

• Customer Perception & Expectations Survey

• Management Audit to the extent of ‘Channel’

• Continuous Improvements

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Last Line we Stand By

“Speak the Truth; Speak Pleasantly; Do Not Speak Untruth; Do Not Speak Unpleasantly; also do not Speak Untruth that is Pleasant”

Manu Smrti

Expect us to find and share the truth irrespective of

if it is pleasant or not. Playing to the Gallery is not in our

Culture.

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Customer References

• Ms. Dhamayanthi Ramachandran, Texmo Industries

• Mr. Paresh Saraiya, MD, Transpek Silox

• Mr. Sune Axelsson, Finance Director, SKF Bearings

• Mr. Mohammed Ansari, MD, Literoofings

• Mr. Jamnadas Hansraj Asher, MD, Jeevandas Lalji & Sons

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Thank you