Which corporate function or department dominates more??

 Any established companies are dominated by two sections:

Different Functions in the company: Finance & Accounts, Sales & Marketing, Production/Operations.

Different Divisions in the company: That contribute more in terms volumes and value.

Sales & Marketing: FMCG, B2B related companies. Since sales is key to the company all activities of the company revolve around this function.

Accounts & Finance: Government, PSUs companies. Most due to the highly process orientation, minimum individual accountability and responsibility and majorly big brother role by Government overseeing the overall operations. These companies will be highly conservative

 Production/Operations: Public utility companies particularly in government sector.

The growth/de growth depends on these functions/divisions that have their SAY so next time when you look out for a prospect try looking at the above details and strategize.

 

Manage internal stakeholders of you company: A sales guys prespective

 

Sales guys need to battle with every internal stakeholder to capture an order, so how do you manage this challenge?

 

“Your Approach will differentiate and decide Your Success in Sales”

 

Sales man need to battle many odds within the company he work:

 

Ø  Price you need to offer to your prospects or existing customers will depend mostly on company policy and not on market dynamics. If your segment has more players then you will be on tenter hooks as thoughts on how to manage price war will drain you mentally.

Ø  Time management for price approval: Your order realization will depend on how quick you derive customer expectations from your decision making authority, if you are given that liberty to decide pricing you are the luckiest sales manager/account manager, if you do have to expedite to different levels above you are in a danger to loose customer’s timeline to win the order. In turn you will be questioned on why you didn’t follow up meticulously.

Ø  You bagged customer order but arranging Stocks will depend on inventory management as SCM team will weigh its options to support all respective locations. If you have the luck you are through with supply else you are game of pulling other stakeholders who are involved will start as SCM sometimes doesn’t own or manage your pain.

Ø  Margin demands: Margin/contribution/profits on executing order will be a silent killer as some companies do not open this affair to the salesmen but try to hide around the point frustrating you.

Ø  Managing Customer contacts: Now a days purchasers/operations/SCM teams of customers need manoranjan (entertainment) which need to managed parallel to the official dog fight for sale, this process is more disputed and most discussed, battling this issue is not easy when your company has strict compliance on extra affairs with customer.

Ø  Dispatch: Last mile you have to set up your dispatch team to align with customer callups as you are the frontline customer contact you will have to follow up for deliveries, transporter will keep reminding you that his vehicle is arranged, truck driver will keep chasing you for customer contact and will ensure that you guide him till he reaches the delivery location.

 

Any other odds that bother you???

 

Transition from petrol to Power in India: Electric Mobility is here to conquer

Ola wants EVs by 2025,

 

Hero Motor advices to eliminate petrol motor bikes by 2027,

 

https://www.statista.com/statistics/318023/two-wheeler-sales-in-india/

 

 

So intent is clear and loud, even the industry ‘s leading players like Hero Motor Corporation, Honda Motors, TVS Motors, Bajaj are fast gearing up to reset the existing fossil fuels based transportation system in India. However it is still a puzzle to understand if consumer is ready to embrace this huge generational change.

 

An useful article from Moneycontrol reaffirms the same demand

 

https://www.moneycontrol.com/news/business/markets/indian-electric-2-wheeler-allied-segments-can-generate-30-billion-in-annual-revenue-by-2030-7076471.html

 

 

India’s vast rural, semi urban, urban localities are highly dependent on two wheelers for their daily routine. Petrol and Diesel consumption may be next to water as now a days everyone needs a mobile phone and a two wheeler. An average four member household need atleast two bikes or one four wheeler and a bike to address their daily commuting needs. Men, women, youth and college going groups cannot venture out without two wheeler since individual travel has also increased due to pandemic. In rural areas every family or house has a two wheeler a gear bike and a non gear bike. It will be a huge task to first change the perception of the Indian consumer to shift from petrol to power.

 

How do you convince high buying cost of EV.

 

How do you set up EV infrastructure.

 

How to manage maintenance challenges.

 

What about the current two wheeler exchange/scrappage policy.

 

Barring this challenge even the citizens are eagerly tracking this encouraging development in EV space. I hope EVs zoom all through leaving no smoke to inhale.

 

Let’s enjoy the developments as this change will not only reduce pollution but empower automobile market to next generation transportation systems.

Be a successful B2B sales professional

Keep monitoring customers in key Industrial segments and industries that contribute more on Volume as your production targets will be met, your key partners in progress like transporters and other critical vendors will be kept busy, your inventory rotation will be healthy.

 Try to increase your orders and sales during events and festivals: when you are driving sales related to fmcg and white goods Products. Sometimes demand can be derived on season based especially in Agri based products. Your efforts should be to derive best share of customer demand during their season.

Location based: Focusing on next door customers will have its own advantages as these customers will add value and volume.

Better Pay masters: You will always have a good value addition when your sales Cycle rotation is quick. "Quote-Receive PO- Receive Payment-Supply"... that's it your sales cycle is realized.

 Always respect and be thankful to your regular customers who give regular monthly orders as these customers are critical to maintain parity in Production during on season and off season. These customers volume may be low but their volume keeps your business sustain.

Avoid hopping customers as they spoil your rate. These customers are very opportunistic as they negotiate every order, they enquire with every supplier. If required sell at your rate to maintain your terms. 

Always share Market insights of your products. Share price trends of your raw materials to make Customers feel that your pricing is in sink with market direction. Try to share best practices in using your products and services to cement your relationship.

Tata group Companies: Our Dummy Gods in our Corporate India

Every day i see thousands of people doing bhajan of TATA GROUP, the great Tata family that empowered and emplaned Industrialization in India. No doubt Tatas bought industries to India, Tatas are pioneers in Aviation, Steel and Information technology and other services.

But why this Jingoism around only Tatas when many other business families had propelled Indian business growth, think about Birlas, Ruia group, Mahindra group, Murugappa group, Kirloskar brothers, Jindals, Adanis, Ambanis, Sanghis, Singhanias, Reddys, Apollo group family, Agarwals etc. 

Tatas are not doing charity right, else why they will sell water?

Is work life balance of Tatas is fantastic? I never heard that from any of my software engineering friends.

Are they good paymasters? No infact today's fresher software engineer trainee or consultant salary is low due to the command of Tatas on initial pay package they offer.

Do TATAs sell all its good much lesser than other similar companies? NO.

Do TATAs products are extraordinary no? Follow their salt packet rate you can understand the price increase they impose regularly.

PLEASE PLEASE PLEASE dont do this corporate company bhajan...pat yourself that due to your sheer hard work and passion TATA has grown to this level. 

NO BODY, NO ORGANISATION IS BIGGER OR BETTER THAN YOU.

 

Types of Customers in Sales and Marketing

 Any Manufacturing or services company will broadly have three main types of customers/accounts: Key Accounts, Medium Range Accounts and New/Low Volume customers

40% focus should on Key Accounts as their volumes decide your direction of sales targets. Key Accounts or big volumes driving customers demand more attention and focus by virtue, so our daily sales routine should start with monitoring the current sales status and organise all the modalities. Please note if your major customer sneeze your management will get fever so be careful with the top 5 or 10 Key customers. In tough market conditions like what we are in now these big customers/companies in your list cannot afford to completely shut down so their continuity will ensure your continuity.

 

30% focus on Medium Accounts whose sales volume is neither low nor high compared to your top 5 or 10 volume contributors. These customers are slowly getting used to your product/services. If you feel your share is nominal your further efforts should be to increase your volumes. Keep an eye for any cross selling opportunities also to derive more value from this customers and ascend them to key customer in your region. Business from these customers will be volatile for a while as you will be competing for customer’s share so the more you assert for your share the better you can fetch.

 

30% focus on New and low volume customers as these are in nurturing stage and need special attention to bring them up the ladder. We need to regularly tap them to show your eagerness to associate with new prospect. We have to ensure that continuity is established, once continuity is established customer will slowly develop comfort and trust in your product/services and on your company. Be judicious on quantity of time you spare on low volume customers as your time is valuable you can afford same amount of time to every customer.

 

Any other points to add, please comment.

Did you get Vaccinated?

 Corona Virus Vaccination

 

I hope everyone is keeping safe. We have crossed two deadly covid waves of this century. We are still in anguish on our future as 3^rd wave is already posing huge challenges in most developed nations like USA and UK. Our vaccination drive has gained traction, the supply side of vaccination has improved a lot. We are no more troubled to find a vaccine jab at least in metro cities in India. Covishield and Covaxin vaccines were made available but I believe more than 90% of Delhi population might had got Covishield and remaining 10% got Covaxin. I am still amazed as how Covishield was successful in supplying huge volumes and Covaxin remained available for few pockets. Need to appreciate Serum Institute for successfully manufacturing and supplying higher volumes of vaccine doses. This strategy of Serum Institute has sealed huge volumes for them.

 

Being in capital city has its own benefits I observed the availability of vaccines was much better in Delhi than in any other state. I literally tried hours to get my first jab appointment after vaccination window was opened for citizens above 18+ years.  As soon as slots were notified in COWIN website they used to vanish in seconds. After meticulous effort I got my first jab and I could manage one more slot for my wife also. First dose of vaccination had a good mix of free vaccination and paid vaccination options. Governments quickly arranged vaccination centers in various public locations and vaccinated but as soon as central governments sponsored free vaccine doses were over state governments had submitted their inability to organize further doses.

 

However things are changed now there are no more free jabs, all super specialty hospitals are now fully equipped to jab. First week of August I paid Rs.780 for my second jab. Though I felt the rate was a bit high but the fear of pandemic superseded this apprehension. Governments had promised free jab but either they are lacking the will to procure vaccines or they lack funds to invest on this. Private hospitals are making a fortune out of this vaccination as rates of various hospitals vary as per their hospital policy. Though initially vaccines were priced at more than Rs.1000 at some hospitals. Central government renegotiated and bought down the rate by 10% to 20% but still it look high.

 

Don’t mind as we have only shield to this virus, I strongly hope that everyone in our country get vaccinated as early as possible. A

Tips for being Best Key Accounts Manager

 Key Accounts Manager role is critical when your customer is high volume, high growth and highly demanding in their requirements. Please ensure that you remember the below points to be a successful Key Accounts Manager: 

Try to know every stakeholder of your Key Accounts. We never know who will of help to you.

 Try to meet all the important contacts of Procurement, Production, Quality and Stores, just a customary “Hello” will make them feel that you value their presence.

 

A slight delay in your response may wipe off all your hard work. Acknowledge their issues and concerns with quick revert to assure your account that you are there to support. Align necessary damage control measures in hand and assure further help.

 

Orient your internal stakeholders like your plant Production and SCM teams on importance of the Key Account by explaining their volumes and value.

Never lie to the customer, remember trust binds and blinds your Key Accounts from looking out for other options.

 

Send regular updates on your product innovations, impact of raw material pricing, improvements made, milestones crossed.

 

Celebrate important events at customer place, a cake on new year eve, a sweet box on festive season will enhance your relationship with your Key Account.

 

Connect with your Key Accounts contacts on Whatsapp, LinkedIn, Instagram and follow, acknowledge and appreciate every Development.

 

Try to arrange a senior leadership visit once in a year or twice to send a message that customer relationship is important to your company.

 

Try arranging a plant visit to your plant empowering customer to share feedback on your current practices.

Raise of Nissan India on Nissan Magnite and Mr. Rakesh Srivastava MD Nissan India

Nissan Motor Corporation a company known for its SUVs conquered US sales volumes in 2014 was perceived to be one of the most valuable automobile brand. The story of Nissan is a corporate suspense thriller with many ups and downs. Nissan conquered may continents with its fantastic, alluring and empowering passenger vehicles. Nissan was marked for its looks, build quality, power and mileage. The premium models of Nissan Motors were rockets on ground that roughed many world racing circuits.

Nissan India entry in 2005 was an attempt to extend aura of Nissan created around the world. Initially Nissan imported X Tail and other models and sold. 2011 the Renault-Nissan-Mitusbishi alliance had rolled out Desi Nissan Micra from its oragadam Chennai plant to introduce Nissan mark cars to the price and petrol conscious Indian consumer. Nissan Micra was one of the best selling cars in that segment for many years. Nissan introduced many other cars from X-Trail, Nissan Teana, Nissan 370Z premium models and manufactured most loved car brands like Nissan Micra, Nissan Sunny and Nissan Evalia specifically for Indian market. These cars had garnered lot of volumes and value to Nissan brand in India. However the brand from “land of rising Sun” couldn’t make a mark with Indian consumer and India automobile industry, with around 1% share in Indian market Nissan always struggled to join the big league of automakers in India. Every moderately knowledgeable consumer acknowledged that Nissan brand has Unique, Uber cool and best in class car models but that appreciation couldn’t covert in buying Nissan car.

Nissan’s presence was seldom felt beyond 40 cities as it couldn’t penetrate the core consumer nerve centers; 8000 small towns. Indian consumer always looked for location proximity of dealer and service network, spare parts affordability which never worked in favour of Nissan. Initially with imports the cost of maintenance was felt to be high, Nissan cars are perceived to be fantastic till it is in running condition, if something gone wrong the cost of repair and maintenance used to be headache for customers. This consistent aversion to Nissan cars had pushed Nissan to rethink on whether it has to continue in Indian market or continue it’s struggle in already diminished market segment.

However fortunes were destined to the best, Nissan has bought in Mr. Rakesh Srivastava, man who bought volumes to Hyundai and made it second best passenger car brand in India. To arm him Nissan Japan had given him the all new Nissan Magnite. 2020 was the dark year of century ravaged by covid 19, however reeling this pendamic Nissan India quietly set the things for launch of Nissan Magnite. Magnite was pepped up against the mights of Vitara brezza, Hyundai Venue and highly successful Kia Sonet. People believed that Nissan will do something different with Magnite to claim its footage in Indian market but fears were there on how customer will respond as its previous launch Nissan Kicks was not that successful. Beating all the odds Nissan magnite created a rampage in booking, garnered 35000 booking in one month the highest bookings volumes in this segment and one of the best numbers to the awe of many of it’s competitors.

Today two factors are behind Nissan resurgence 

1. Rakesh Srivastava who bought immense confidence behind Nissan India brand and developed better dealership network pan India. 

2. Nissan Magnite, the big, bold and beautiful compact SUV. For now Nissan India is busy to address it’s domestic demand and enjoy the positive vibes it created in International markets. 

However one product cannot win market, Nissan’s future will depend on what products it will bring in and how successful they will stand in immensely competitive automobile segment. 

One thing is sure that Nissan will win big once “Nissan India wins customers in tier II and tier III cities by developing deep network and service locations”. Part of Nissan electric mobility strategy Nissan electric vehicles are bringing great numbers to Nissan Motor corporation. 

India automobile market is also upbeat with success of Tata Nexon EV and MG EV which has immense potential to take early lead if Nissan EV line up is rightly placed in the market.  

As a proud Nissan Magnite owner I wish to see Nissan making to top 5 automobile brands in India.

Where are Khans of Bollywood now?

Songs, Fights and block bluster dialogues...yes i am talking about movies made in India. Bollywood, the Hindi movie industry is the Lord of all entertainment means in India. Hindi movie industry has spread it's wings wide over the world. Many super stars had gained fame and followers around the world. These stars earn in millions with their remunerations, brand endorsements. Few stars like Deepika padukone, Anuskha Sharma are top influencers on social media platforms like instagram.

Heroes of Bollywood are dummy gods in India. Amitabhs, Kapoors, Khannas are the royal families of this Bollywood kingdom who pioneered the art of cinema entertainment in India for almost 6 to 8 decades. However the last two decades of Indian cinema belongs to Khans, don't be mistaken that khans are of one family, i mean to quote about the three khans. One is the king khan, other is Mr Perfectionist and the third the mega star and macho man. Shah Rukh Khan, Aamir khan and Salman Khan had ruled the Bollywood, from Bazigaar, Lagaan, Hum aap ka hain kon, Dil to pagal hain, Maine pyaar kiya, "Dangal", "Pardes", "3 idiots", "Ghazini" etc. Shook the box office records. King Khan trio were unstoppable and unbeatable till 2016-17. Any new genre, any unique storyline, any biopic has to be made by any one of the khan trio.

However after 2016-17 the pace of starring in movies came down. Shak Rukh khan and Aamir khan has completely slowed down. There was one or two movies released with no success. "Secret Superstar" starred by Aamir khan was his last hit in 2017, Salman khan Dabangg 3 was a average hit movie in 2019 after which Salman was waiting for success and king khan ZERO movie was big flop. Though khan gang quoted their own reasons it is rumored that khans hold on Bollywood waned off after BJP came into rule where seasoned stars like Akshay kumar, Ajay Devgan had gained more as their movies racked up good collections and good reviews. These rumors has it's cherry toping as once upon a time during early 2000s till mid of 2015 captivating storylines are to be wetted by these king khans, if the three superstars are busy then only movie stories used to go beyond this trio. However last 5 years things changed a lot, the 21th generation stars started unleashing, heroes beyond Kapoors and Khannas.

A new genre of actors like Ayushmann khurrana, Sushant Singh Rajput (we lost him), Raj Kumar Rao has come to limelight with good concept oriented movies. 

I had grown up enjoying Khans movies so people like me definitely miss movies of these super stars. I am eagerly waiting for these khans future ambitious projects. 

Let the entertainment continue, let these khans redefine their magic for us.

  

Coronavirus third wave lurking around

 

Covid 3^rd wave & ripples

 

We are living in a pandemic world, battling our survival. Many families had lost their dear ones, many families lost the assets, many lost their jobs, many lost their earning during Covid times. No one in the world had imagined that we will be confined to this level of insecurity but yes we are in a once in life century battle.  Thank god for keeping you alive, keeping you safe and secure. Two covid waves are experienced we are now slowly getting out to work, to breathe and to play but we need to remember that this virus is invincible, implausible. Please keep your vigil throughout your daily routine. Be cautious while traveling, while eating and while in meeting.

 

Government of India after heavy back lash for it’s lackluster attitude is now sending signals of 3^rd wave, though we are yet to close our count on  2^nd wave affected case. If you see the daily cases count we can understand that the case load is loitering around 35000 to 45000 cases per day. Few states like Kerala and Mumbai are consistently recording more than 10000 positive cases so no carelessness. Now that many states had lifted lockdowns restrictions interstate travel will further open doord for 3^rd wave.

 

So request to prioritize vaccination, practice good hygiene practices to prevent 3^rd wave.

Why God is giving pain only to me?

Many a times we find ourselves in different challenges that block our mind to think what exactly gone wrong, what point it had gone wrong. A series of unbearable challenges surround you like never before.

Last year August 2020 i had gone through the same phase.

My father attained divinity, consoling my mother we tried to get back to routine. Right after two weeks my whole family was detected Covid 19, my house was marked as containment zone locking us for 40 days inside our house, my house was sealed with two policemen monitoring our apartment floor regularly. Me and my wife recovered only to see my 6year old son battle Multiple immunity syndrome (M I S) also commonly known as post covid illness. It was a nightmare for 2months as he was in ICU for sometime, on steroids for 3weeks thankfully recovered by 2nd week of November. As November ended i understood that i was not considered for promotion in my office even after good rating. For once i felt that God is not there for us, for that matter God is nowhere. Couldn’t find anyone who can pacify my family.

This is life and it sucks big time. That cascading effect of one trouble after other is horrible mental pain but yes we have to survive, we have to survive for our family, for our dependents, for our self dignity. Any extreme step at this stage will not remove problem, it will bring more pain to our family.

So what you have to do is “face your life” let the pain is isolated to you. As we isolate ourselves when we are affected with coronavirus isolate your pain don’t transit. Your dependents will see hope, happiness in your smile. Your smile will lit them to stand and “move on”. 

Remember that YOU can create a positive influence. That positivity is divine, that positive ambience is sanctum. 

Best ways to generate free sales leads

Sales leads Generation tips

Want to become a successful sales & marketing professionals by creating good sales pipeline, deep prospecting, high customer conversions investing only your time and resources, please go through the below tips:

Your old customers from your sales pipeline who left you due to different factors like price, quality issues etc.

Your loyal customers who refer you and guide you to similar customers in their Industry or segment.

Database you create while traveling to customer plant or location where you have high chances to identify similar customers near by.

Your internal contacts in different locations, different divisions who are in allied industry can share an enquiry. Example: You're into manufacturing packaging and you have other division that uses your packaging Product, these people will know their competition and can help you with that market data.

LinkedIn connections where you join a group or a connect to a segment influencer or a veteran who worked in the segment.

Browsing Industrial associations like chemexcil, India Paint Manufacturing association, governing bodies like CII, Nasscom, ficci etc will give you access to senior management of key target companies.

Your membership subscription in organizations like AIMA and participating in their events to connect to decision makers.

Job portals and job search groups will show you new companies which you might not have heard before.

Industrial areas, SEZs scanning by traveling lane to lane.

Government Industrial bodies like state Industries promotion Corporation for every state can give you valuable data on existing companies and new companies coming up in their respective state. These organizations will have Directory which you can buy and start working

Following business pages like The Hindu Businessline, Business-standard, Bloomberg Quint, Wall Street Journal, news websites will make you understand new acquisitions, expansions, new establishments coming up in your region.

Your competitors websites might have their valuable clients list to explore and invade.

Say OLA to OLA Electric

Big Day for India... OLA electric that shook the entire world with it biggest electric scooter factory is unleashing something that no other India start up eco system has done...

Ola's electric scooter booking is open 

Book Ola scooter @ Rs.499.00

Zomato, Big Basket, Byju's, Zerodha, Swiggy..what are an era for Indian start ups...Indian budding corporates are making big in Corporate World drawing wealth, attention and accolades..

Government of India's active promotions had certainly lifted the sentiments of Electric mobility. This space is heating up both in Passenger vehicles segment and two wheeler segment as many companies like Tata motors, Mahindra, Morris Garage (MG Motors), Nissan are ambitiously planning to capture the booming Indian automobile segment.

Exiting times ahead for consumers who are waiting to get electrified

What is Development

Our primitive value systems from our vedic periods made us to connect with nature, to the nature and for the nature. Our grand Hindu culture makes us to worship and revere every thing existed in out nature. We feel nature is divine, Humans are divine. Our ancestors preached us that we are the most intelligent animal in this world and we have the responsibility and accountability to uphold the very essence of our mother nature. 

This was our old notion but now we are meticulously busy on our one single agenda "DEVELOPMENT", 

Some time back someone wrote in my whatsapp group commented that Government of India is shaving off entire green patch around India gate in Delhi for "Central Vista Development Project", on the name of development. I replied back to him requesting him to clarify on what is development? 

Building infrastructure is development right?

Promoting Automation, robots, humanoids is development?

Going digital, using Artificial intelligence is development right?

Garnering sparkling sales figures in Automobile segment is development?

Development of Airports, Sea ports, SEZs, Industrial zones is development?

Increasing mining volumes to peg the above process is development right?

So do maintaining greenery is development? No commercial benefits.

Stop mining and promote forestation? Are you MAD what you will get from forest

Employee more human resources??? What do you know the perennial cost involved to manage.

So...lets not shed crocodile tears for nature...Nature will meet it's fate for promoting humans.. 

Covid 3rd wave in India - revenge travel

 Hill station to Hell Station Via Covid 3rd wave

"Enough is Enough staying inside, let's get wild again. Go wherever you want, eat whatever we want, drink whatever we get...lets rough the roads till we reclaim our road star status. Shop everything that we are supposed to buy and used to buy before pandemic"

This attitude will suck you again big time, your pleasure today will haunt you like mad if fears of 3rd wave is true. many hill stations, local malls and public areas are crowded where covidiots are inviting resurgence of corona virus. Many countries like UK, United states and other countries have warned against this virus. So please maintain all covid 19 protocols updated in Aaroga setu and cowin websites.  

Hold your excitement, heed to the warning signs by government of India.

We are not done yet folks.

Don't yell on government for not having wizard to ward off covid hospitalization or Covid casualties. And dont repent if you struggle for oxygen cylinder, oxygen concentrators, hospitalization, remdesivir etc.

Please Vaccinate