• BUSINESS DEVELOPMENT
Lead Generation
Thru
Dealers
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 \SILVER\STALLION \ 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 the dealer
 BD team will follow up the leads given by the nominated dealers, convert
them & generate business for these dealers.
 The BD team will be in continuous touch with the Master Painters /
Contractors & Key Painters of this dealer for lead generation
 The BD team will locate key competitor painters & bring them to our fold
 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
[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.
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 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
No
Converted
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 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.
Lost
Converted
Update status as
‘Lost’. Stop
Yes - Won
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.
• Thank You