Presented by - Satyajeet Darak Alacrity Inc.

Agenda Lead Management Collateral Management Process Flow SIPOC Reports Strategy and Proposed Solution Collateral Management SIPOC – Brochure & Web page

Lead Management

Process Flow Lead Management Lead Assignment Lead Capture Marketing Campaign Check for Duplicates Lead Management Work Lead and Adjust Lead status Sales Cycle Qualify Leads Lead Conversion

SIPOC – Lead Management Supplier Input Process Output Customer Campaign Manager Crude customer data from different sources(e-mail , direct mail, auto expo) Get customer information Customer data Marketing manager Marketing Manager Instruction to system admin. (Lead capture) - System Admin Online registration form, email, direct mail, manual entry Extraction of information from input sources Extracted information Uploading of extracted information in single DB Customer information Report Sales Manager

Cont… Supplier Input Process Output Customer Sales Manager Customer Information Report Get sorted information as per territory Sorted information - Get pick off queues clients. Pick off queue customer list Assignment of pick off customers to sales executives Sales executive Sorted information and Pick off queue list Consolidated information (Territory info Report) forwarded to Territory Heads Acknowledgement by territory heads Territory Heads

Cont… Supplier Input Process Output Customer Territory Heads Sorted information Assignment of leads to sales executive - Sales Executive Customer information (Sales executive data) Information verification by cold calling , network etc. Information Verification Report Check the Customer information with previous customer DB List of existing & new customer contact Information Verification Report and List of existing & new customer contact Consolidation of both. Prospective customer Report Territory Head

Cont… Supplier Input Process Output Customer Sales Executive Prospective customer Report Contact Prospects via mail, Phone etc. Customer Response gathered - Segregation in Hot ,warm and cold prospects Segregated prospects Segregated Hot Prospects information Contact within 48 hrs. & invite for Test drive Record status Segregated warm Prospects information Contact- As per prospect schedule or within 3 days

Cont… Supplier Input Process Output Customer Sales Executive Segregated cold Prospects information Contact within 30 days Record status - Customer information with lead status Classification of prospects (budget, EMI etc.) Qualification Report Send report to tier-2 sales team Tier-2 Sales Team

Reports Process Report Content Department Lead Capture Customer Info Report Crude customer data provided from Campaign Manager Marketing Department Lead Assignment Territory information Report Customer data as per territory Territory Head office Check for duplicates Information verification Report List of verified customer data Territory Head office , Sales dept. Work Lead Prospective customer Report List of Hot, warm, cold customers Qualification Leads Qualification Report Classification of prospects (budget, EMI , Time etc.) Tier -2 Sales Team, Sales dept.

Lead Management Strategy Various mediums used for Lead generation. Pick off Queue assignment by Sales Manager (High value). Assign accountability for tracking leads Territory based assignment of leads. Cold prospects are archived as future prospects. Prioritization of customer according to segmentation (hot, warm, cold) Close communication and integration between Sales and Marketing.

Proposed Solution-Lead Management Benchmark Current Performance Monitor web traffic Integrate and coordinate third party leads Focus on the customer & not on source Prioritize organization’s effort Follow standard approach Use campaigns to build relationships Measure and adjust. Collaborate with dealers Publicize Performance Offer dealer facing mgmt. programs such as training. Get the field involve Establish a common language Set the investment bar Be consistent Win as a team Be tactful Tailor approach Customer Feedback Customer Analysis Maintain data quality Maintain privacy of Customer data Follow the rules Establish long term goal Insist on real-time integration Help dealers to make the right technology decisions Break down Barriers Develop and hire the right talent Staff key positions with best

Collateral Management

Types of collateral Brochures – It contains information about product and highlights its features and benefits Web Pages – Our web site showcasing the product features and details Catalogs - Typically showcase products through photographs or illustrations and provide product descriptions and prices.

Process Flow Get Budget Details Define collateral format Meeting with Prod & Mkrt dept. Collateral design Final approval from Prod & Mrkt dept. Collateral Finalize

SIPOC - Brochure Supplier Input Process Output Customer Finance Manager Brochure Budget Get Budget details Budget Information Marketing Manager Discussion of quantity with Sales manager & Campaign manager Quantity with respect to budget - Marketing manager Budget, Quantity Instructs the Collateral Head about Budget, Quantity ,Time & feedback Collateral Head Production Manager Product features & specification Get product details Consolidated Information from Mrkt. & Prod. Mgr Discussion with Design team (size , Layout, Qty. , Content) Design Team

Cont… Supplier Input Process Output Customer Design Team Information about brochure Designing sample brochures Sample brochures Collateral Head Approval from Marketing Mgr. & Prod. Manager Approved brochures /Suggestions - Suggestions about brochure Make changes in brochure according to suggestions Approved brochures Printing of brochure Printed Boucher Marketing Dept.

Collateral Management Strategy Collateral can be customized according to region ,purpose and client type. Central Repository can be maintained that is available anytime, anywhere and is always up to date. Search and attachment functionality can be incorporated Custom folder and access permissions can also be incorporated to make control more streamlined. Comparison Sheet can also be incorporated (But it should be done by third party) Focus will be on FAB. Easy to understand.

Proposed Solution-Collateral Management Step 1 Collateral template files are created Can be done by designing department or by an outside agency. Step 2 Rule and constraints are setup Parameters can be User group access level Lay out options etc Step 3 User log on to the system System serves up copy and template options User selects the appropriate layout , copy and art elements. Step 4 System automatically builds a collateral based on customer info about master template and content choice. System can output in any standard form like pdf etc

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