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 • BUSINESS DEVELOPMENT • BUSINESS DEVELOPMENT

Lead Generation Thru Dealers Lead Generation Thru Dealers

Secondary Sales thru Retail Project leads Objective: The BD team will be responsible for Secondary Sales thru Retail Project leads Objective: The BD team will be responsible for following up on retail project (Individual house up to G+7) leads given by the dealers and to convert into business. For Whom SELECTED GOLD SILVERSTALLION UBS DEALERS WHO WANTS TO GROW AT A HIGHER RATE THAN HIS NORMAL REQUIED GROWTH RATE

Secondary Sales thru Retail Project Sales Generation Thru Retail Projects – Service provided to Secondary Sales thru Retail Project Sales Generation Thru Retail Projects – Service provided to the dealer Ø BD team will follow up the leads given by the nominated dealers, convert them & generate business for these dealers. Ø The BD team will be in continuous touch with the Master Painters / Contractors & Key Painters of this dealer for lead generation Ø The BD team will locate key competitor painters & bring them to our fold Ø The BDM will do brand promotional presentations in Schools, College, Small Builders / IDs etc and generate leads

The Lead Management Process Lead given by the Dealer to the Centralized Call center The Lead Management Process Lead given by the Dealer to the Centralized Call center [Site Address, Contact Person, Phone Number ] Call center after primary verification of the lead forwards the lead to the concerned BDM thru the software The BDM assigns the lead to the concerned DG for verification The DG takes appointment, Visits the lead & does the primary round of discussion He takes the basic information about the site , Gives shade card , product information leaflet, takes competitor activity information, He will do the preview & Sampling After Primary verification the DG forwards the lead to the BDM updates the Data from DG Verification report The BDO visits the lead. He will speak with the key person and try to convert the lead

The Lead Management Process The BDO discusses the Product benefit, Delivery Schedule , He The Lead Management Process The BDO discusses the Product benefit, Delivery Schedule , He coordinates with the Dealer & the key person of the site. The BDO enters all these detail in the s/w in the lead follow-up option If any special rate is required he enters it in the s/w for RSM approval Converted No Stop Yes The BDO / DG asks the dealer to send the material to the site The Bill Copy (Dealer to the Contractor / Site) has to be collected by the BDO / DG & keep attached with the Site tracking form) he has to enter the detail of the Original Quantity of material gone to the site , Inv Number , Date in the s/w also.

The Lead Management Process 1. On receipt of lead drop or Assign the lead The Lead Management Process 1. On receipt of lead drop or Assign the lead to DG / BDO/RSM/DSM 2. Print DG verification report. 3. Update DG verification data from DG verification report 4. The BDO / BDM follow up with the prospect and updates the lead with collected data and try to convert the lead. 5. Get special sanction if necessary 6. Update product quantity estimates / rebates if any. Converted Yes - Won Lost Update status as ‘Lost’. Stop 7. Update status to ‘Won’ against the Lead. The BDO / DG asks the dealer to send the material to the site 8. Update the product quantity / Invoice details. 9. On completion of project Update as ‘Completed’. Process CN as required.

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