Sdm ppt

Team Members: Faculty:Abhimanyu Kr. Singh Prof.P.C.MehraDeeptodip SenSam MatthewSaurav AnandShrish SinghSudhanshu Kumar

Rajiv Gandhi Institute of Petroleum Technology-MBA 2008-2010

Contents

• Introduction• The product• The company• Major customers

• Scope of the project• Distribution Channel for OEM: (For New

Customer)• Distribution channel for the authorised service

centre• Distribution channel for the whole sale dealers• Sales Hierarchy• Points of improvement• Annexure


The Product-Brake system & some of its major components

Components of a brake system

Brake chamberAir dryer

Compressor


• WABCO-TVS (INDIA) Limited (ex Sundaram-Clayton Limited, established in 1962) is the leading provider for air brake actuation systems for commercial vehicles

• Joint venture between TVS Group and WABCO Holdings Inc.of USA.

• Pioneer in air-assisted and air brake systems for commercial vehicles in India

• It has 85% share in the OE (Original Equipment) segment and greater than 75% share in the after-market


Major Customers:

Distribution Channel followed to serve the customer

1) Directly to OEM’s 2) Through its whole sale dealers 3) Through authorised service centres across the country


Scope of the project

• To study :– Distribution channel for the OEM’s– Distribution channel for the whole sale dealers– Distribution channel for the authorised service

centre• To address the major challenges faced by the

company due to its competitor and spurious parts. • To suggest if any to modify the distribution system

in order to fight these challenges and bridge the gap between the ideal and the existing channel


Distribution Channel for OEM


Contd….


OEM Salesforce structure

North Zone East Zone West Zone South Zone

New Delhi Kolkata (WB) Mumbai (MH) Chennai (TN)

Alwar

(Rajasthan) Cuttack (Orissa)

Ahemdabad

(Gujarat)

Bangaluru

(Karnataka)

Jaipur

(Rajasthan) Guwahati (Assam) Indore (MP) Hosur (TN)

Kanpur(UP)

Jamshedpur

(Jharkhand) Nagpur (MH Kochi (Kerela)

Lucknow (UP) Pune (MH) Madurai (TN)

Jalandhar

(Punjab) Salem (TN)

Secundrabad (AP)

Vijaiwada (AP)


Organization Chart - OE, Tech Sales & WABCO Business Development


Distribution channel for the authorised service centre

DistributorTVS – Wabco Chennai, Plant

AMC contracts obtained through Field staff.

Checking of damaged parts

Services of other manufacturers braking system

Field Staff- TVS Wabco

Authorised service Centre

Product Flow


Annual Maintenance Contracts

Inputs Authorised Service Centre

Fleet Owners, State Transport department , Logistic Companies,etc.

AMC contracts obtained through Field staff.


Checking of damaged parts

DistributorTVS – Wabco Chennai, Plant

Damaged spare part

Authorised service Centre

If spare part is repairable

Scraped(if not repairable)

Product Flow


Distribution channel for the whole sale dealers


Categorization of Products

TVS – WABCO has categorised the products in 2 different categories

1) USP (Unique selling price, Fast Moving) For USP product 9-10 %

2) Non-USP (Slow Moving) Non USP product 15 to 20 % margin


Key Responsibility Area for Sales force

• Distributor management (takes the order, follow up of orders, payment,)

• Covers major garages• Fleet operators• STU (state transport unit)• To achieve sales target• ASC authorised services centre• CWS company certified workshops• All OEM dealers• Training program• Competitor feedback to HO• Payment follow-up


Sales Hierarchy


Points of improvement

• Size of the territory• Size of the sales target • Proximity of distributors• Cartel of distributor• Spurious part control

Thank You !!!!!


Annexure-1 Customer feedback collection at Kashmere Gate


Project Expense Incurred

Sr No Description Expense Incurred (INR)

1 Transportaion 84

2 Refreshment 106

3 Water and Drinks 64

4 Auto Rickshaw 50

5 Telecalls 43

6 Petrol 175

7 Xerox of Price list 100

Rs. 622

Annexure-2 Expense Incurred in project

Sdm ppt

Education

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