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COTMAC |
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| The
Problem |
| COTMAC is an over 100 year
old establishment with complex business model. They have
multiple product lines and they had varied customer base
spread across different regions and decentralized sales
team using discrete sales processes. They wanted to
bring standardization across sales and marketing
function and ensure customer proposition is well
articulated by all sales members across broad. |
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About COTMAC |
| Cotmac markets and
distributes electrical products, engineering goods,
welding products and consumer durables through a network
of branches spread across India. |
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| KVP
Support Strategy |
| KVP supported COTMAC by
understanding their client’s business which included
analyzing their customers,buying patterns, principals,
corporate culture, sales techniques, etc.KVP was able to
structure COTMAC's sales propositions and processes to
improve market visibility, strengthen market positioning
and provide accurate and current information to all
stakeholders. |
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| The
Outcome |
| Standardization across the
board brought better clarity and easy of communication.
The re-establishing propositions / processes also helped
sales team to improve productivity and hence improved
revenues. |
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Back to Customers |
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