CaseStudy.co.in» Sales and Distribution

Run the Extra Mile: Sales force reward system

admin — Tue, 15 Jun 2010 14:10:43 +0000

Few areas within management control have gained as much attention as incentives and reward systems. However, in the current media discourse, the focus has been on bonuses for management. In the competitive business environment of today, companies need to enter new markets, win new customers, and continuously improve their retention of current customers, in order to in-crease profitability and shareholder value. The sales force is a vital link between a company and its customers and is therefore the key to business growth and profitability.
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Managing Customer Loyalty through Direct Marketing

admin — Tue, 15 Jun 2010 14:06:10 +0000

LF is active in three markets: Property & casualty insurance, pension and banking. The main objective for such a strategy is to differentiate by offering all the services to the customer who can enjoy the benefits of having their whole personal economy at one place. LF’s market requires great customer loyalty as the high fixed costs of acquiring a new customer does not make the customer profitable until several years later. If the company then can achieve excellent customer loyalty, there are great reasons to invest in this field. Direct marketing is a method known to be focusing on long term aspects by establishing a relationship which increases the customer loyalty.
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Promotional Merchandise Marketing – A Huge Branding and Sales Tool

maddy — Sat, 05 Jun 2010 06:34:35 +0000

What is the evidence that promotional merchandise is effective. Since the early 90s, several studies completed by numerous major universities with very large sample sets have delivered compelling statistics on a wide range of very telling marketing and sales attributes for promotional merchandise.
The fact findings are very strong and perhaps even astounding.
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The route to fast food franchising: McDonalds Way

maddy — Sat, 29 May 2010 18:43:47 +0000

McDonald’s is an example of brand franchising. McDonald’s, the franchisor, grants the right to sell McDonald’s branded goods to someone wishing to set up their own business, the franchisee. The licence agreement allows McDonald’s to insist on manufacturing or operating methods and the quality of the product. This is an arrangement that can suit both parties very well. Read more to know how McDonalds creates a win win situation for both.

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Mobile enables the Sales and Distribution for FMCG company

newuser — Sun, 14 Mar 2010 10:01:23 +0000

A diversified company with revenues over USD 5.5 billion and owns on the biggest FMCG brands in partnership with another US bigwig in FMCG was wanting to enhace its sales and distribution. The company had large sales & distribution workforce spread across the country which frequently wanted information communicated to them from the central SAP system. This was a very time consuming process. let us see how this was resolved through mobile…click here to read ahead

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Aligning Sales Territories to Enhance Sales Productivity: Improving Customer Relationships in a Tough Economy

apurv — Tue, 09 Feb 2010 05:21:42 +0000

In a tough economy, retaining customers and reducing costs become paramount, and sales force productivity takes center stage. You should also be thinking about territory alignment: territory management directly affects customer relationships and the ability to tailor your approach to various market segments. Learn how to optimize territory alignment with the right set of tools, and overcome sales process obstacles. Read more…