Bright-Guard Sales Plan
The sales program for the first
year will concentrate on developing the South Indian market.The North Indian sales program
will commence within six months after the product is available on the South Indian market.
The sales organization will be divided into two
groups:
- Consumer sales
- Commercial/Industrial sales
The consumer sales group will concentrate on
developing a dealer network (retailer) that will sell the product to the consumer.
The initial sales efforts will concentrate on the
national department store chains, national lighting outlets, hardware store chains and a
major international mail order house.
In general, each of the above retailers uses a central
purchasing department for all outlets in India.
The purchasing decisions are generally made by
merchandising managers who are responsible for small electrical appliances and other
similar hard goods.
Initially, the consumer sales group will require two
full time sales people to develop the Canadian consumer market.
The commercial/industrial sales group will also
require two full time sales people to concentrate initially on developing a wholesale
distributor network with a least 6 distributors in South India and 10 to 12 distributors
in the north India.
The distributors will have access to the major
electrical contractors, engineering firms and electrical suppliers in their respective
areas.
A secretary and a sales order clerk will provide sales
support for both the consumer sales group and the commercial/industrial sales group.
A simple but effective advertising campaign will be
implemented to support the sales efforts. Consumer advertising will consist of monthly
advertisements in publications such as T.V. Guide, Business India and Economic
Times. Half page advertisements will be placed in two monthly trade publications with a
large circulation to the electrical contracting and plant maintenance markets in India.
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