Case Studies

Retail Sales Promoters for A Mattress Brand

Objective

Being a quality focused brand, client wanted to partner with an expert who could not only hire the people for them in retail and take care of pay-rolling, but also manage them end-to-end, taking responsibility of activities like daily reporting, sales management, employee management, etc.

Approach

The key activities in project execution were as follows:

Hiring of project & field teams:A team of 100 recruiters spread across the country hired young passionate promoters from retail industry and fresh graduates to deliver the optimum customers experience

Online reporting setup -To have smooth and actionable information flow we deployed app bases online reporting system, which ensured real-time data collection and automated reports to respective stakeholders

QC & promoter knowledge assessment - Automated processes were setup to do quality check of promoter’s grooming and uniform through photos uploaded with attendance, and system driven knowledge assessment was conducted for the promoters

Program KPI reviews -Weekly and monthly program KPI reviews were conducted with client and other stakeholders to keep a close tab on performance

Outcome>

The project successfully met its objectives and the key highlights were as follows:

  • Best in class sales drive and results with the help of sales experts managing the program
  • Flawless automated reporting system provided real-time actionable data to respective stakeholders
  • QC rating improved from 70% to 98% in two months time
  • Training requirement along with the results of promoter assessment highlighted on a monthly basis

Seller Acquisition For A B2B Online Marketplace

Objective

The client has a B2B online marketplace where retailers and contractors in real estate or construction category can purchase the products at wholesale rates rather than buying from local dealers at higher price. Client wanted Marconix to sell this concept to retailers and contractors in real estate or construction markets in various cities and on-board affiliates.

Approach

The key activities in project execution were as follows:

Hiring and training of Feet-on-Street - We hired field sales personnel for the activity from the same industry and trained them on the product and it's benefits.

Market planning and pitching to retailers – Visits were planned in the target markets and pitch was made to all the prospective affiliates to come onboard and start buying online.

Validation of affiliates coming onboard - Validation of documents of affiliates coming on-board was done to ensure that only genuine contractors were registered on the platform.

Outcome>

The project successfully met its objectives and the key highlights were as follows:

  • The team exceeded the acquisition target and achieved 150% acquisition month on month
  • Documents of each and every seller were verified and submitted to client

Seller Acquisition and Training For An E-Commerce Major

Objective

Seller acquisition through direct contact via field sales teams is the most effective and cost efficient way to build up sellers on an e-commerce platform. The client wanted to drive seller acquisition for its e-commerce portal through Marconix and the scope of work included:

  • Planning of target cities, markets and categories - Metros and T-II cities
  • Field teams hiring, training and operations management
  • End-to-end seller onboarding, process training and reporting to client

Approach

The key activities in project execution were as follows:

Project team hiring and onboarding - We hired project team members who were from e-commerce background and had significant experience in e-commerce merchant acquisition and onboarding

Detailed training program and development of objection handling documents - Marconix along with client conducted a detailed training and induction program for each sales team member and each of them was given a FAQ document for ready reference and fast sales closures

Elevation of performers - The top performing sales persons were elevated to Team Leader position and good performers were rewarded resulting in higher motivation, better people management and more closures

Outcome>

The project successfully met its objectives and the key highlights were as follows:

  • New sellers were on-boarded for different categories across 20+ cities
  • There was no compromise on seller quality and quality of sellers increased as desired by client
  • Detailed training, effective management and proper monitoring of the filed teams ensured high productivity

Doctors Onboarding For A Medical Practice Management Platform

Objective

The client had launched a Medical Practice Management Platform accessible through a mobile app, where doctors could maintain their day to day activities, i.e. appointments, records, test reports, perception and many more.

The client partnered with Marconix to identify and on-board doctors/ medical practitioners on it's platform in the target cities. The scope of work included end-to-end management of the program, starting from hiring and training the FOS, planning the market visits and completing the seller on-boarding process.

  • Planning of target cities, markets and categories - Metros and T-II cities
  • Field teams hiring, training and operations management
  • End-to-end seller onboarding, process training and reporting to client

Approach

The key activities in project execution were as follows:

Hiring, on-boarding, training and maintaining the sales teams - Hiring good quality sales teams in target cities who could interact with doctors/ medical practitioners and persuade them to come onboard.

On-boarding and real time tracking to ensure quality - Pitching to the target doctors/ medical practitioners, onboarding them and keeping a check on required compliances.

Outcome>

The project successfully met its objectives and the key highlights were as follows:

  • All the target markets were covered within agreed timeframe
  • 3000+ doctors/ medical practitioners were on-boarded.
  • Team was also able to onboard chain healthcare centres having good reputation in the market

Merchant Acquisition For A Hyperlocal Marketplace

Objective

The client had launched a hyperlocal marketplace accessible through a mobile app, where customers could get best deals in their locality in various categories including eateries, salons, spa, apparel, footwear, entertainment and many more.

The client partnered with Marconix to identify and on-board sellers on it's platform in the target cities. The scope of work included end-to-end management of the program, starting from hiring and training the FOS, planning the market visits and completing the seller on-boarding process.

Approach

The key activities in project execution were as follows:

Seller on-boarding and real time tracking to ensure quality Pitching to the target sellers, onboarding them and keeping a check that no under qualified seller was on-boarded

Outcome>

The project successfully met its objectives and the key highlights were as follows:

  • All the target markets were covered within agreed timeframe
  • 8000+ merchants were on-boarded along with exclusive offers to be published on the app
  • Team was also able to onboard chain stores having good reputation in the market

Merchant Acquisition For A Digital Payment Platform

Objective

The client is an online payment processer and provides consumers a convenient platform where they can make online payment for their purchase. The client wanted to start the operations in the targeted cities, and for that it partnered with Marconix. The task at hand involved identifying the suitable merchants in various categories at different locations and on-boarding them with the client.

Approach

The key activities in project execution were as follows:

Market research and analysis - The client wanted to operationalize in top locations with specific number of outlets per category. Thus market research was done to identify the locations/outlets based on foot-falls, viability/volume of the business and ease of delivery.

Merchant training - The on-boarded merchants were trained by us on various aspects of managing their account on the online platform – right from account setup to tracking of payments.

Reporting - Daily submission of the registration status, all the requisite contracts, data points and photographs was carried out by the FOS team.

Outcome>

The program was a success for the client in terms of penetration into major areas with big category players on board. Key highlights were as follows:

  • Major merchants from each category were roped in adding to brand value of the client
  • Covered major locations for the client with good mix of all business categories
  • Apart from the desired results, field staff was also placed the branding at each outlet.

Sales and Channel Development Outsourcing for Electronics Brand

Objective

SRKS is an upcoming brand with best in class products like LED lightings, inverter/UPS, solar solutions, Batteries & trolleys, etc.. The brand wanted to partner with a company which is expert in sales and channel management, to ensure proper penetration in the market, have better sales teams managing the field sales activities and have better tracking of teams and reporting..

Approach

Three basic steps approach was used to execute the program in highly unorganized industry

Hiring right people - Team of young feet on street with combination of sales experience and fresher graduates All the FOSs got trained on products for 10 days, followed by 2 days extensive field training. Program manager was hired from distribution background from a leading Brand.

) Better Motivation of Team - Launched feasible incentive schemes along with other non-monitory benefits to have teams motivated to put their best efforts.

Better Discipline - Implemented state of the art reporting tool, to ensure people visits markets as per their beat plans and have better visibility of actionable data to senior stakeholders with automated reporting and customizable dashboards.

Outcome>

The program was a success for the client in terms of penetration into major areas with big category players on board. Key highlights were as follows:

  • Multifold growth of slow/non-moving and high end products within 30 days of program launch.
  • 100% field team attendance and sales reporting compliance with real time reports to stakeholders.
  • 90%+ beat compliance from field sales team.
  • Maximise Distribution reach in the territory.
  • POSM visibility grew from none to 20%+.