Sales Promotion at Banglore

On the Eve of Republic Day, 5 day Exchange Mela was organised at various counter's at Davangeri area which is 300 km from Banglore city.

The attraction of Mela was price of 42 inch LED and 21 inch Flat TV. From this offer consumer can save at most Rs. 10,000/- . The responce from Dealer and customer was tremendous.

Sales Meet - Jan 2011

MD’s Presentation

Mind Capturing Selling

On Jan 5th 6th, 2011 sales meet was organized. It was attended by representative from different branches and support team from HO-Mumbai.

Mr. Rambo Zhang- MD TCL India started the meeting with a small speech. He said “When I look back and think about the journey of TCL in India it gives me an immense pleasure. We have made a good start now and should capitalize on it.

In India we have learned a lot during short span of existence and from time to time changed strategies to suit the local conditions. Now I am confident that with the lessons learned from the past and revised product and marketing strategies, we will succeed in the Indian market in coming days. If we look at the trends in global market, we find that it’s going to be an era of LCD’s. Understanding the global trend, we have changed our product strategy and introduced world class products with latest design and outstanding features in the market this year. These new products will help TCL to build its image and to improve sales and to become financially sound company. I agree that in India our present market share is 2 to 3% but with little efforts and your support we can achieve minimum 8 -10% Market share in near future.

He also introduced his “Mind Capturing Selling” concept, which was to guide and motive our sales team. This was explained through various examples and case studies. It started with setting with sales and growth target, and how to achieve these was explained:-

• one should have selling skills

• Capability to survive.

The best example is of bill gates, who has great selling skill, he understand the latent pain of the consumer and guides them towards his products.

Various case studies was discussed explaining the same, like wealth comes from the people we know or who knows you. He also explained how we can exchange Visiting cards and guide them toward us. One should write down the detail about the time, location and conversation on back of the card to remember and for future reference. In case of dealer visit he explain how we can meet him if he is not will to meet/angry with you or angry with someone else. But one should not be discouraged and wait for right situation or wait for him when he is free form is work.

He also explained the 5 beliefs and which is most important to have.

The beliefs were:

• Belief in Yourself

• Belief in your Products

• Dealer Believes me

• Dealer will Demand right know

• Appreciate after dealing with my product

Opinion was taken from the sales and HO team. Most of them answered “Belief in Your-self “.

In the last he ended with the two quotes “Growth will cause Failure” and “Failure will make you grow”.

Second presentation was of Mr. Zuber- Head supply chain. He explained the product line plan and market analysis of LCD and CRT. In the end it was concluded that the sales of CRT is coming down and sale of LCD is increasing and it is expected that the LCD sales will overpass the CRT sales in 2-3 years.

Then it was followed my Marketing Presentation, presented by Mr. Hari Om Mishra.

The competitor analysis was discussed with sales team. The whole team was divided into four groups, headed by Ranganath, Vivek, Tanmoy and Tapan. The comparison was done to find out the Advantages which TCL can make over Akai, Igo and Haier Brand. From that analysis we have pointed out five key features which are better in TCL than competitive brand. Group headed by Vivek, provided better analysis and scored 9 out of 10. Five key feature – Health Platform, Power consumption, X-ray Protection, 100% Imported and 255 Channels was picked from the analysis which put TCL ahead of other brand.

Along with the analysis, Chairman Visit to India and Mumbai Exhibition Photographs was shared with our sales team.

Marketing Plan was presented by Mr. Mike- Head Marketing. Sales Strategy and Marketing Plan for the year was discussed along with the current quarter plan.

In sales strategy, how to become a healthy & developing person was explained with reference to sales.

To improve sales and our brand presence, key market was identified and it was divided into 3 main regions, namely west covering Maharastra, Gujarat, MP and Rajasthan. South covering Karnataka and Andhra Pradesh. And East region covering west Bengal and orissa.

After picking the key market, developing Channel is most important and how to develop that was discussed and views was shared. Points like, what is developing channels and how to support the developing channels was discussed.

After sales strategy, Marketing Plan was presented. Firstly Activity calendar for whole year, which was divided into 3 – seasons and what activity can be discussed was discussed.

Four Key marketing Project and how to implement was discussed. The key projects were:

 Wall painting project

 Improving dealer store image project

 Promoting secondary sales project

 Pushing LED & LCD project


In Training section how to do promotion activity an their important elements was explained by Mr. Mike.

• Why?

• What Promotion?

• When?

• Where?

• Who?

• Target?

• Plan & Schedule?

• Product

• Policy(price / Gift )

• POP

• Key Work

• How to push



Lastly,

 How to develop channel?

 How to improve the secondary sales?

 How to push LCD & LED sales?

Was discussed. For discussion, 3 groups were formed and from the discussion, various key points were highlighted.

For How to develop channels: the following key points were highlighted


• Shortlist financially sound party. Survey to collect the dealer source like newspaper Advt or some other source.

• Swot Analysis

• Identify market were we have lost presence. Revive old or develop alternate

For How to increase secondary sales: the following key points were highlighted

• Educate sales task force about the Product over the weakness of competitors

• Local Campaign with Distributor

• Placement of Products/proper display of products


                      == Right Channel

Right ===== == Right Display

                     == Right ISD/Sales

For How to Improve LED/LCD display: the following key points were highlighted

• Identify Counters

• Product Training and Incentive to counter sales person/ISD

• Inshop Branding and display.

• Appoint Direct dealers for LED/LCD.

After discussing the 3 key points, the whole discussing was divided into three major category

1. Pre Sales – the total No. of solution was 14.

2. Inshop sales – the total No. of solution was 10

3. After sales - the total No. of solution was 4

First day meeting was concluded with celebration of Birthday of Mr. Tapan and Mr. Harendra.

Next day each branch had one-one meeting with MD.

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