Durables

Challenge

Leading multi branded durables co. wanted to dominate in corporate gifting and trade scheme market of 50Lakh Cr and increase its business by 5X in 5 years to 2500Cr approx.

Create a strategy and growth plan for year on year growth and support the implementation of the same.

Mandate

Create a strategic growth road map for 5 years taking growth to 5X . Identify changes in organisation structure, systems, strategies, product line up and GTM strategies for each year.

Create a execution plan and execute it along with the clients team. Business diagnostics with Sales team

Period of Engagement: 4.5Years

Diagnostic strategies and recommendations

• Changed the organisations approach to soliciting business from a focus set of industries and clients v/s current strategy of limited clients
• Expand range being sold to all products of the co. upto 1.5Lakh SKU’s v/s fewer product categories being focused on.
• Identify client occasions where maximum  impact and value can be generated. Leading to many large clients each contributing to 4-5% of turnover.
• Annual deals with channel partners tied up with growth targets
• Introduction of key account concept
• Expand portfolio of unique and customized products for the channel as well as client
• Digitized the sales and lead management process
• Digital marketing was initiated to expand leads by 20%