Primary Sales Management

Client: Lava Mobile

A Leading Mobile Handset MNC Headquartered in India

Lava International Limited is an Indian multi-national company in the mobile handset industry. It has overseas operations in Thailand, Nepal, Bangladesh, Sri Lanka, Indonesia, Mexico, Middle East, Pakistan, Egypt and Russia. Lava has a single-layer distribution model, wherein more than 900 distributors across India are directly managed and controlled by the company.

Challenges

  • 1. No visibility into unsold inventory out there in the market
  • 2. No mechanism to set targets of sales staff and track their achievements
  • 3. Difficult to keep a tab on training of the staff on the newly launched products
  • 4. Cumbersome to manage attendance of field staff
  • 5. Delays in identification of performing retailers, sales staff, products & the laggards

Stakeholders

  • A. National Sales Head
  • B. Zonal Sales Head
  • C. Training Heads
  • D. Sales Rep (On-Roll)
  • E. Distributor
  • F. Retailers
  • G. Warehouse Manager

Increase in identification of sold smartphones

74 %

Improvement in payment collection

28 %

Increase in the offline retail network of lava

22 %

Key Modules Developed

  • Target Vs Achievement
  • Payment Receivables
  • Returns Management
  • Attendance
  • Beat Plan
  • Sale Booking