Eureka Forbes Limited

Great Place to Work

Eureka Forbes Limited was born

out of an entrepreneurial idea

which created categories where

none existed and changed the way

durables were marketed in India

Great Place to Work

Genesis

� Born in 1982

� Parent : SP Group of Companies

� Worship two Gods

� Eurochamp

� Customer

� Siblings :

• Direct (Home-2-Home),

• Consumer (Retail, DSA),

• Forbes Professional (B2B, Project),

• Eurosmile (Service),

• Aquamall (Manufacturing)

� “Eurochamp” – reason for our existence. The visible symbol and friendship

hand that has been ringing doorbell for over 29 years

� “Eurochamp” – is nucleus for our Vision & Mission. He has created Super-

brands (Aquaguard, Euroclean, Euroair, Eurovigil & Eureka Forbes) .

Great Place to Work

What makes EFL uniqueWhat makes EFL uniqueWhat makes EFL uniqueWhat makes EFL unique

What makes Eurochamps SuccessfulWhat makes Eurochamps SuccessfulWhat makes Eurochamps SuccessfulWhat makes Eurochamps Successful the EFL waythe EFL waythe EFL waythe EFL way

What strengthens our LeadersWhat strengthens our LeadersWhat strengthens our LeadersWhat strengthens our Leaders

What inspires our Leadership PledgeWhat inspires our Leadership PledgeWhat inspires our Leadership PledgeWhat inspires our Leadership Pledge Who brings our values & beliefs to ActionWho brings our values & beliefs to ActionWho brings our values & beliefs to ActionWho brings our values & beliefs to Action

Great Place to Work

We don’t grow Profits, we grow Peoplegrow Peoplegrow Peoplegrow People

Great Place to Work

Making Eurochamp WIN at Marketplace

To make Eurochamp win at Market place - has been the “context” of

our leadership philosophy:

• Leadership development is every manager’s responsibility - not just HR

• Leadership is built up from within

• Employee-centrism – deep caring for our people and their families

• Transforming ordinary people into extraordinary achievers / leaders .

Great Place to Work

Translating philosophy into Action through E.L.P.F.

To ensure every Eurochamp is impacted with leadership philosophy, we have

established “listening posts” – which are constantly evolving as they impact our culture

and climate…

Voice of the

Eurochamps

Best Practice # 1

A r t o f L e a d e r s h i p

THE EFL WAY ~

Great Place to Work

� I will take care of my people, my customers and my company.

� I will make my people successful by continuous training and motivation.

� I will constantly work to expand my team and increase sales volume.

� I will take personal responsibility of every new members of EFL family.

� I will fulfill my duties by working in the field with my people.

� I will build the future for my people, teaching them the EFL spirit, pride, earning and fun.

� I am proud to be a EFL Leader.

Great Place to Work

How Frontline Leader – handholds Eurochamp

Personal Touch

• Eurochamps faces lot of “rejection” on the field… how you make him

“feel” and make him see the “learning” on day-to-day basis, is what

‘caring’ is all about

• An exclusive practice “leaders day out” has

been institutionalised…

• Engaging families (members are invited to

experience EFL culture at CRC) .

Great Place to Work


People Oriented Leadership Style

• Leaders invest time with Eurochamps on Field and in CRC - to learn about

Eurochamps Values, Beliefs, Lifestyle, Fears, Career Aspirations,

Learning Curiosity, Skill-set and Dreams.

• This helps leader in incentives, motivation & giving constructive

feedback.

• Monthly meets in CRC becomes an extended platform for Recognising

upcoming Heroes' both for their achievement and effort.

• Small victories are always celebrated collectively in CRC’s and on

Field. 1st Sale to 500th Sale Certificates are awarded in these meets too

and use Victory Drums to celebrate it .

Great Place to Work

No leaders are taken from outside, this forces us to build leadership from

within at every level:


Great Place to Work


Imparting Training & Developmental initiatives

• Leaders follow 10-Commandments & Code-of-conduct for instilling

grooming, etiquettes & ethical selling in every member of their team.

• 14-days of N.E.O. training every Eurochamp undergoes from Day-1.

Selling Skills, Product Know-how modules and Field-training is taken by

GCSS & TL’s of new Eurochamps. Followed by Graduation Ceremony.

• Post 30 days of joining. – New Eurochamps undergo “Refresher

Training” – which integrates the first 30 days of field experience with 11-

key objection handling & relationship building skills .

Frontline

Leaders Devt

Great Place to Work

• New Eurochamp has “Mirror Review” with his reporting Leader, in the

beginning of the month. With focus on Performance, Earnings,

Incentives and Dreams.

• Field-Coach for New Eurochamp is another process where – leader

demonstrates every single step of Selling, Relationship Building and

Reference Generation.

• Nurturing Eurochamp with pride all the way to lead “Hum Paanch”

and developing him to Team Leader and up the ladder…

• Creating Internal Competitions (within CRC to All India Level)… to

apply all the skills learned


Great Place to Work

Thrust on getting New Eurochamp CONFIRMED

• One Eurochamp Confirmed = One Eurochamp Retained. To aid his

efforts, we have three tested and trusted practices:

• Own Your Bike Scheme (OYBS)

• Friend-get a Friend (FGF)

• Fast Track Growth


Great Place to Work


� 4 months

� 12 months

� 8 months + PLL, LL

Multiple Level

of

Qualification

Circle of Champions and Clubs

• Work HARD = Party HARD. EFL pioneered in introducing the Culture of prestigious Clubs in

order to create a memorable experience for Eurochamps in living and experiencing 4

tenets Earning, Learning, Pride and Fun.

Best Practice # 2

Empowe r i n g P e o p l e

ENGAGING LEADERS, TEAMS AND EUROCHAMPS ~

Great Place to Work

How EFL – handholds Front Line Leader

Training Intent…

“Eureka Forbes believes that the strength of the business is in its people

and training is a vital ingredient in enabling our salespeople and

leaders to achieve market leadership and profitability while

maintaining a high standard of quality customer service”.

Training

Intent

Established in 1999

• To Sustain a learning culture

• To Provide opportunity for on-the-job development

• To Prepare high-potential Eurochamps for promotion

• To Sustain high motivation

• Tie-ups with recognized universities & colleges

• To launch OD initiatives

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� All programs designed by EFBA are linked to their

impact on business in the form of:

� Structure (recruitment, selection, filling of manpower

gaps, establishing new markets etc.)

� Process (policies, 10-commandments, PRDP’s,

Dashboards etc.)

� People (retention, training, Euro Fun days, enrolled in

schemes like OYBS, FGF etc.)

� Financial Results (productivity, growth, club

qualifiers, etc.)

EFL Business Academy

Great Place to Work

� Performance linked Recognition for Eurochamps, Leaders

• Qualifying for Prestigious Clubs – is one of the measures of Selling

Skills, Product Knowledge, Field Coach, PRDP and Productivity based

Programs

EFBA initiatives – empowering People

Great Place to Work

� Skills assessment from perspective of implementation

• In-house competitions are launched from time to time. People apply the skills

learned through Role Plays, Quiz, Technical Contests, Knowledge Games and

Exercises.

• These learning tournaments are marketed pan India.

• Certificates and gifts are awarded.

• Their pictures are published in Eurochamp Magazine with their success

stories


Great Place to Work

� OD & Development Initiatives – helps in shaping culture and sustains

alignment between Individual & EFL – Euro Senate


• This concept has given ‘Empowerment of the people’ a whole

new meaning in the corporate world through a unique and

innovative governance model comprising 56 ‘Elected’

Eurochamps from across India – 14 Senators and 42

Councilors

• Aptly called the Euro Senate, this ‘House of Eurochamps’ was

formed to ensure that the voice of our people is truly heard

through ‘Elected’ representatives.

Great Place to Work


alignment between Individual & EFL – Happiness Workshops

• A new initiative taken this year across India called “Happiness at Workplace”.

• First of its kind workshop with leadership groups as large as 400 in numbers.

• This workshop focused on “Relationships” and “Results” and how

combination of these two lead to sustainable happiness at workplace


Great Place to Work


alignment between Individual & EFL – YBL-DP


The objective of YBL-DP is to identify potential leaders (GCSS, TL’s)

under the age group of 29 and groom them to take junior management

positions through customized and structured syllabus.

The Framework for YBL-DP:

1. Identify Potential Leaders

2. Establish one-on-one dialogue of Trust

3. Mutually agreed development calendar of 12-structured Activities

4. Assign Mentor

5. Review of Skills – by Head HR

6. Follow-up (FU) and Follow-through (FT) – Shadow Calendar

Great Place to Work

� Training Policy integrated with Promotion (non negotiable norm). Every leader has to conduct minimum three training programs every month –as per his

leadership level. This is a “must” criteria for every leader who has to appear for his promotion

board


Abstract from HCRC

training policy

Best Practice # 3

I n s p i r i n g P e o p l e

KEEPING EUROCHAMPS REVVED UP ~

Great Place to Work

� Deputation of top sales talent overseas

� MD participated in AMP at Harvard Business School – On return,

trained managers on Balanced Scorecard, After Action Review

� Workshops conducted by Senior Management team: Success 365,

Dream Workshops, Brand Culturization, Leader & Coach

� Cross functional meetings (CLT, MANCOM, SBU Core Teams)

� 360 degree feedback

� Exclusive “Euro Fun Days” .

Top Leadership – inspiring & empowering People

Great Place to Work

“Eurochamps beyond EFL…”

Great Place to Work

Practices that empower Eurochamp to build…

� Friend-Get a-Friend – working with own friends and earning too

� O.Y.B.S. – owning a dream bike at young age

� Euro Senate – for being the voice of Eurochamps

� Phone-a-Friend – bonding Eurochamp and Customers

� Happiness Workshops – integrating relationships and results

� Young Business Leaders Development program – building leadership

pipeline

� Circle of Champions & Prestigious Clubs – lifestyle incentives, experiencing

ELPF culture

� S.A.P. – only Direct Sales company in the World, which has invested in ensuring

fairness and transparency at all levels

Great Place to Work

Translating philosophy into Action through E.L.P.F.

To ensure every Eurochamp is impacted with leadership philosophy, we have

established “listening posts” – which is constantly evolving as it impacts our culture and

climate…

Great Place to Work

Actualising Maslow through The Culture

Great Place to Work

Actualising Maslow through The Climate

Great Place to Work

Great Place to Work

Eureka Forbes Limited was born

out of an entrepreneurial idea which

created categories where none

existed and changed the way

durables were marketed in India

Eureka Forbes Limited

Education

Transcript of Eureka Forbes Limited