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m a r k e tin g a d v is o ry s e r v ic e s

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S Y N E R G Y
m arketin g adv i sory s erv i ces

Pro fit fro mo ur Expe rtise

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beliefs

In a Todays Environment Marketing is Business

and

People its key assets

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some basic truths

Sales is the only function that generates revenues for a company A salesman is the only person who generates this revenue Every one else exists to facilitate his working

Unfortunately all of us tend to forget this and discount

his importance

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some basic truths

No salesman can sell unless the customer wants to buy

thus
The role of a salesman is to be a facilitator to the buyers decision

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some basic truths

Todays salesman needs to focus on both selling in and selling out thus He needs to performs the role of a territory manager and not just an order taker/booker

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We believe

Success breeds success No one wants to be a looser Lack of Knowledge & Skills leads to frustration You cannot reap CASH unless you invest in KASH

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some views
"If each of us hires people who are smaller than we are, we shall become a company of dwarfs. But if each of us hires people who are bigger than we are, we shall become a company of giants." David Ogilvy If youve hired the right people, they will want to grow. A good PR person will want to learn how to communicate more effectively on the web. Jack Welch 0 Businesses are made by people. We've proven time and time again that you can have wonderful shop, and put a bloke in there who's no good, and he'll stuff it up. Put a good bloke in, and it just turns around like that. - Gerry Harvey People are definitely a companys greatest asset. It doesn't make any difference whether the product is cars or cosmetics. A company is only as good as the people it keeps. - Mary Kay Aash

" our first priority should be the people who work for the companies, then the customers, then the shareholders. Because if the staff are motivated then the customers will be happy, and the shareholders will then benefit through the company's success." Richard Branson

The people who are doing the work are the moving force behind the Macintosh. My job is to create a space for them, to clear out the rest of the organization and keep it at bay. Steve Jobbs

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our approach

Learning not teaching Do rather than talk Participate not lecture Retention rather than cramming Stimulate not dictate

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Hence

POWERed2SELL
a systematic three step sales training plan

Powers your salesmen from O to HERO

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POWERed2SELL

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Unique approach: Learning rather than teaching. Process rather than skill. Facilitator rather than order taker/

S1-Basics

S2- Art of Selling

S3 Art of Managing

Trained scores right from Stockist Salesmen to Managers Acknowledged Trainers, Facilitators, Content Developers Focus on retention rather than cramming & completion

booker

Systematic up gradation of knowledge & skills across the sales hierarchy

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POWERed2SELL - Step 1
Basic Call Procedure A beginners course
Orients mindset

Teaches the mechanics

Introduction to the basic dynamics of sales Removes the fear of selling

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POWERed2SELL - Step 2
For the experienced a detailed exposure:
Understanding of the process of selling A detailed exposure to buyer profiles & the dynamics of Sale - Selling In Techniques of Managing Targets

Role in Selling Out and Merchandising

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POWERed2SELL - Step 3
For the high achiever:
techniques for increasing the efficiency and effectiveness tools of decision making understanding the business end of sales

setting benchmarks and self evaluation

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Why POWERed2SELL
Systematic enhancement of skills
Goes beyond the mechanics deals with the dynamics Treats Selling as a process and not as an art Focuses on selling in and selling out to increase sales Changes mind set by redefining role Job enrichment through multi-dimensional focusing

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POWERed2SELL - Moto

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Selling-in + Selling-out = Selling more

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POWERed2SELL Process
Understanding Sales Sales The basic premise that we as sales men sell is a misnomer
D I S T R I B U T I O N M E R C H A N D I S I N G C U S T . S E R V I C E

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By our actions and deeds

we can only help facilitate the customer to take the buying decision in our favour.

P R O M O T I O N S

C O L L E C T I O N S

For this we need to sell ..

If a salesman covers these 5 functions sincerely and honestly he can persuade the buyer to make the decision in his favour

Sales is like constructing a building if the beams and pillars are strong the slab automatically becomes stable, solid and lasts a long long time

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Understanding Sales

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Distribution
Basic sales equation .. How to increase sales dramatically without any inputs from H.O

Ensures product availability at the right time, in the right place,in the right quantity
Pehali seedi product ke upaladhi

Merchandising
Out of sight is out of mind
How to: Create a selling story Increase Productivity Increase Avg. Sale/Call

Promotions
First tell and then sell jho bolega wo hee bechega

Cust. Service
How to Manage Targets Factors in your control Short term to long term achievement
First serve and then deserve pahale seva phir meva

Collections
No sale is complete without collection - Phale paise phir bhagwan

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POWERed2SELL Path 2 Process

Management of Sales

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Managing Targets Managing Time Managing Range Managing Competition Managing Distributors

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Beyond POWERed2SELL
Decision Making Tools
Problem Solving Skills Communication Skills Presentation Essentials Developing Product Story Understanding Body Language

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Grooming
Team Building Numerical Ability Understanding Costs Operational skill enhancement For Supervisors & Managers

And many more as module creation is an ongoing process

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Other Competences

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New Product Development

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Brand In-Sured
From ideation to actualisation We reduces the risk in launch

A tried, tested, and successful system for managing New Product Development

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Brand In-Sured?
A unique set of procedures and protocols that systematically reduce the risk of launch Benchmarks performance Acknowledges & programs irrationality of decision making Aims at reduction of dissonance

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search

success
sync

We undertake New Product Development & Launch assignments on a turnkey basis i.e. From ideation to Launch

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Brand In-Sured
Credentials
Developed & Launched over 30 New Products & Brands

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Route to Success
Funneling Technique Environment Company Customer Product Check Entry A 5 fold reduction of risks at just 5-7 % of the cost of launch Systematic reduction of Dissonance Benchmarking at every stage Harmonizes Synchronizes Deliverables

Pioneered & Developed New concepts & Markets

Successfully established division from scratch

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Brand In-Sured
Holistic Brand Experience
Mind space
Aware Aspire Associate

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Brand

Product space
Looks Features Performance

Ground Space
Availability Ambience Experience

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Retaining Synergy - Consultancy

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Our expertise can be retained for restructuring or augmenting existing Marketing & Sales operations or for setting up New Operations.

Synergy can be retained on:

Regular monthly retainership Assignment for a specific task and for a specific period

Ad-hoc consultation
If you have a Marketing or Sales Problem Trust us to have a solution

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Retaining Synergy - Consultancy

Reviewing existing Marketing plans Reviewing existing Brand Strategy

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New market/New Product Development New Business Development Perception Management (Attitudinal reorientation within and outside the company)

Review of Distribution
infrastructure and Systems Brand / Product Portfolio Analysis

Repositioning an Existing Brand

Relationship Management

If you have a Marketing or Sales Problem Trust us to have a solution

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Retaining Synergy - Consultancy

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Synergy operates on the basis of planned & structured Strategy & Review meetings
The frequency of the meetings would vary from 1 a week to 1 a month depending upon the needs of the client The areas covered would be: Product Branding Segmentation Feature optimisation Development Packaging Pricing Strategy Channel structuring Margins & Discounts Profitability & Revenues Distribution Strategy Recruitment Stockist & retail profiling Policies Reporting & Evaluation Systems Advertising & Promotions Creative & Media Trade & Consumer Promos Sales Supports Control & Evaluation

All aspects of Sales & Marketing that make a winning Brand

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Fields Of Expertise

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FMCG (Fast moving Consumer Goods) - Toiletries and Cosmetics,

Stationery etc.

Consumer Perishables Foods , Dairy & Farm produce etc. Consumer Durables Electronics, White goods Refrigerators, Appliances, Kitchenware etc.

Health and Hospitality OTC, Alternative therapies etc. Financial Products -Banks, Mutual Funds, Credit Cards etc.

Service Industries - Hotels, Travel Agencies, Resorts, Advertising etc.

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Profile Vijay Raut

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A Management Graduate from the Jamnalal Institute of Management Studies (1979) with over 20 years of experience in Sales, Advertising and Marketing. Started his career with Hawkins Pressure Cookers Ltd. and has worked for Grant Kenyon and Eckhardt and Wipro Consumer Products before embarking on his own as a consultant. The brands that he has launched and handled include Hawkins Pressure

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Profile Vijay Raut

Cookers, Colgate Palmolive, Wipros Santoor and Shikakai soap, Sunflower Vanaspati, Wagh Bakri Tea, UTI, Tractor and APCA from Asian Paints, SBI Mutual Fund, Tips and Toes Cosmetics, Fevicryl from Pidilite, Golden Glades Resorts etc. He has been a project guide to students of the Jamnalal Bajaj Institute of Management Studies and a visiting faculty for courses on Marketing Strategy at the NM Institute of Management Studies.

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Contact
Vijay Raut Synergy Marketing Advisory Services 7A/04, Ashirwad CHS, New MHADA Colony,

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Near Poonam Nagar, Andheri (E). Mumbai 400 093.

91-22-2836 5149 / 28365149 M 022-31066445 e-mail: synergyconslt@yahoo.co.in synmas@gmail.com