Case Studies

Channel Sales Management For A Navigation Device Brand

Objective

Client is the second largest brand in Portable Navigation Device business in the world. Just like most of the industries, navigation industry also has got multilayer distribution and is dominated by general trade retailers, making it difficult for an international brand to get established in this niche segment. So the brand partnered with Channelplay for establishing its sales channel and managing end to end sales.

Approach

The key activities in project execution were as follows:

  • Hired professionals with sales and marketing experience to ensure effective sales pitches to retailers and customers
  • Online reporting tool setup for better tracking of FOSs and better visibility of sales and stock data
  • Partnered with large format retail outlets to ensure good visibility and did promotional activities at corporates to spread the awareness about brand and USP of its products

Outcome

The project was a success and the key highlights were as follows:

  • Achieved presence in 700+ outlets across 20+ cities and helped in achieving sales targets
  • On an average 20+ corporate activities were done in a month to spread awareness
  • Became second biggest brand in Portable Navigation Device industry in India

Topics: Sales Staffing