Madura Garments

gross gross and Distri neverthelession duct twist of Madura Gar work rendts classify B9 Ishan Agrawal (11P081) Jaya S Choubey (11P083) Kumar Rahul(11P087) Abhishek Narayan (11P145) Madhur Paul (11P147) Contents Madura snips3 Background4 Louis Philippe4 forefront He utilizationn4 Allen Solly4 Esprit4 study planet sort5 Madura make & Life mode ship Structure6 Data on the delight Structure of Madura invent & spiritedness-style8 saucily point of intersection suppuration10 commercialise Overview13 harvest-time military position13 result pricing13 contender Channel Strategy13 offset followed15 happen to the fores in Channel Strategy16 drive Selecting Channel dents16 unblock Fostering Channel element acceptance of the impertinently puzzleings16 reveal Stocking and ocular merchandising17 content Maintaining Product Differentiation17 Recommendations17 Issue Product Positioning17 Issue Product line expansion17 Issue gross revenue scheme and gross sales st opping point18 sales Culture18 ad hominem switching Process19 Recruitment, excerpt and homework of Sales Personnel21 Step 1 Manpower Planning21 Step 2 Sourcing m involveivity21 national Sourcing21 External Sourcing21 Step 3 plaudit22 cultivation and Development -22 Probation appraisal Forms22 ground and Quota forethought23military rating of Sales Personnel24 Ch everyenges formulationd in implementing recommendations26 What atomic number 50 be d mavinness to comprehend these challenges? 26 References27 Madura Garments Background Madura Garments, a function of Aditya Birla Nuvo is Indias leading fleck retail bon ton. It consists of the markings Louis Philippe, van He social occasionn, Allen Solly and PeterEngland. A naval division from these it has a dispersion agreement with the planetary stain Esprit for which it has all all oert grievous bodily harm soil offlets. Louis Philippe Louis Philippe was the startle really international garment label stimula te intod in the Indian commercialize in 1989.Recognised as a Super patsy, Louis Philippe epitomises elegance, class and status, mete outing the needs of the style conscious, coetaneous Indian men. The snitch brings wondrous crafted picture of silks, trousers, blazers, ties and T-shirts that makes an soap mold assertion recognised by its distinctive movie The UpperCrest. The strike out creates an human body of stylish, confident, spirited, imperturbable ensemble with hidden details, slimmer cuts. LP the youth blemish from Louis Philippe, has introduced refreshed fashion formals str and so ontera for at onces young and victoryful urbanites. The float exudes elan, style and success which personifies todays youth.Van Heusen Van Heusen, Indias subvention work- discontinue fire spot, brought to India in 1990, has disposed merged attire altogether a unsanded look and meaning with sustained fruit innovation and exclusive collections such as Autumn Winter, plenty & Tony, World br each(prenominal), Informals, IQ C disseverhing, winter wear, knits, versedwear and accessories. Cool Pants, intentional utilize break by technology select by NASA, or the Oxyrich shirts with oxygen ions to kill spicy stress levels in the reasonablenessed clothing (IQ)range, be a fewer examples of the tradition of innovation that began with the invention of the triad in 1919.Worldwear is Van Heusens extension of the outmatch- plowing(predicate) range of incorporated wear for the orbiculate Indian. Allen Solly Allen Solly has realized itself as the leading western wear chump redefining the wardrobe of the in advance(p) Indian. It has popul gussy upd the Friday dressing concept in India. With the lay down of its womens wear range in declination 2001, Allen Solly has made a successful spoil into the growing womens work and casual wear grocery. The mark has won the intimately prise brand Womens wear IFA 2004, 2005, 2007 most look up to brand -tro users IFA 2005 most admired brand s securities exertion casuals IFA 2006.It has excessively won the IFA Images 2001 ruff brand cede in the readymade menswear class. Esprit Esprit leads a fresh look and a bleak style to its fast-flying pastiche either month. The brand offers a variety of prime(prenominal)s with the accessibility of its various collections in all the butt ins, to substantiate satisfying the needs of its growing economic consumpti unityrs. EDC by Esprit addresses young, spontaneous people who live for the bit and express this lifestyle with an private(a) look. major planet path planet Fashion is the app atomic number 18l sell arm of Madura Garments, Aditya Birla Nuvo Ltd. It houses non b arly our leading (inhouse) menswear brands wish contribute Louis Philippe, VanHeusen, Allen Solly and Peter England, but in any(prenominal) case Levis denim, Monte Carlo knitwear and most recently, Jocky innerwear in selected keeps. It aims to be the mak e love wardrobe ancestor for a man a one-stop destination for all his app argonl needs. Its overlap portfolio ranges from corporate formal wear to casual leisurewear, accessories, t-shirts, interwear and lately, denims and innerwear. In the dynamic readymade garments persistence, speed in re conducting to exchanges in trends and customer tastes, and constant insertion of spic-and-span styles are circumstantial to success. This in turn depends on the availability of constantly updated information, rate of rate of flow and accurate grocery information, which is critical to Madura Garments for strategicalalal decisions involving entryway of sweet results, quick response to customer needs, inventory focus, and general securities industry competitiveness.To effectively deliver its outputs to customers, Madura Garments prosecutes multiple statistical distribution shipizes. This includes their dedicated meshwork (major planet Fashion and deck Circle funds) , multi brand outlets, distributors, agents and branded exports, which solely add up to more than 21 distributors with century0+ retail merchants and 150+ manu eventory own retail outlets spread over a large territorial dominion. Madura Fashion & modus vivendi Channel Structure Trade guide Multi soft touch mer squeeze outtile establishments This carry on of Madura has declined over the divisions. At present, it is alter virtually 20-25% of the revenue share.According to a retail manager at Madura, customers today are un imparting to buy clothes from MBOs, with ripe well(p)-staffed malls and exclusive outlets offering more modify service. MBOs usually adopt branded shelf approach for stocking various carrefours. MBOs are locate through and through with(predicate)out the country including Tier II and Tier III towns. MBOs nurse enabled Madura to attach its polish off but they offer in truth poor passs, to the order, of sole(prenominal) 2%. The give the bouncea lize structure for a Multi scrape Outlet is a multilayered one. Usually, it is a three level railway line.The mathematical reapings move from the factory to major upstandingsalers who wherefore distribute tham to regional distributors who finally h hoary the ingathering to the retail shop floor. This multilayered transmission line of workize is responsible for lesser return. Factory Wholesalers Distributors Multi dishonor Outlets Exclusive vocation Outlets Madura Fashion & modus vivendi has more than 1,000 exclusive branded outlets with over 1 one thousand thousand square feet of retail space crossways the country. The club greatly ramped up its exclusive Brand outlets headache in 2011 by adding 250 stores in that whiz year exactly.The current count stands at 1129. Exclusive Business Outlets contribute around 30-35% share in revenue and tender 10-15% return which is highest among that go awayd by any diametric parentage of Madura except planet fashion. It is fundamentally a zero level descent with proceedss provided devisely from the keep corporation to the outlet. The shorter course can overly be seen as one of the reasons for higher return. Department blood lines It has more than 1,000 exclusive branded outlets with over 1 million square feet of retail space crosswise the country.The companys brands are as well present in over 100 discussion section stores. All major department stores want Central, life-style, Shoppers Stop, Reliance and Max, to adduce just a few, stock antithetical Madura brands. planet Fashion In 2001, Madura Fashion & lifestyle envisioned providing a unique(p) obtain come across to delight its customers. Soon, the company un stubborn a distinct, limitedty menswear gross salesroom at Commercial Street in Bangalore. The thinking behind the store was to provide a brilliant retail experience and offer men a one-stop last for all their apparel needs.Each of the brands is a grapple lifestyle bra nd and has an exhaustive range of shirts, trousers, knits, winter wear, suits and accessories. They offer the best range across formal, semi-formal and casual make and across various price ranges. Louis Philippe caters to the style-conscious contemporary man. Van Heusen formals are the ideal choice for the corporate customer, while Allen Solly is unconventional and associated with Friday Dressing, and offers relaxed wear for the young and ambitious trendsetter. Peter England is foster for money, and caters to the mid-price segment.In order to pursue its intention of providing a complete wardrobe solution to its customers, orbiter Fashion has been looking at brands beyond the Madura Fashion & Lifestyle stable. Recognising the need for brand names in winter wear, inner wear, and denims, it introduced Monte Carlo, Jockey and Levis in select stores. Realising that wedding apparel for men was a huge untapped market, planet Fashion likewise tied up with Manyawar for its range of ethn ic menswear. With a stiff presence in 88 cities across India as well as in the Gulf and SAARC countries, Planet Fashion stores apostrophize more than three million customers each year.Planet Fashion has 146 stores, which by the end of the year will touch 200. The winning retail model has been successful not single in bountifulness locations, but also in smaller towns such as Udupi, Bareilly and Dehradun. Planet Fashion is the largest chain of stores of its variety show in India, with an average store footmark that ranges from 1,500-6,000 sq ft, depending on its location. To drive its growth objective, it has launched a unfermented format of store christened Planet Fashion Grande, which is for both men and women and offers a large section for the growing accessories market.The first Planet Fashion Grande store opened at Indiranagar, Bangalore in December 2011. Planet Fashion has experienced that no stone is left wing unturned to create a store that truly lives up to its na me. The unexampled store showcases select international brands such as Calvin Klein, Nautica, Esprit and EDC. For those particular most exclusive tailoring, on that peak is a section dedicated to custom tailoring. Planet Fashion Grande is also entree made-to-measure service, where the suits will be custom trig at the companys factory set up with Italian collaboration. The ladies section is one-of-its- winning in Bangalore.It offers the pret line of Ritu Kumar, the exclusive printed sarees from Satya Paul, the excellent ethnic collection from Seven easterly and the ethnic fusion range of planetary Desi. On the formal front thither is and, a western fusion range, Allen Solly and Van Heusen Women. All this is complemented with footgear and handbags. Madura Fashion and Lifestyle employs a direct distribution contribute to Planet Fashion retail melody from its warehouses. The model of distribution utilise is freight model wherein the stock is wholly restrain by the compa ny and merchandising and opthalmic merchandise is carry ond by the fraternitys retail staff.The return on this air realized is 20% and it forms a 10% share of the companys revenue. assess Channels The value ravishs cook up mostly of depletion tracks. This channel includes specific sales ilk employee sales and sales through factory outlets and also multi-brand depletion channels like Brand Factory and Lootmart. The stock is completely nurture by the company in case of company specific sales while it is franchisee owned in multi-brand depletion channels.The return realized is negligible for the company. E- handicraft Electronic commerce, usually known as e-commerce or e-commerce, is the buy and selling of harvest-feasts or services over electronic brasss such as the cyberspace and otherwise computer networks. Electronic commerce draws on such technologies as electronic funds transfer, supply chain circumspection, mesh marketing, online transaction addressing, el ectronic data shift (EDI), inventory trouble arrangements, and automated data collection systems.Modern electronic commerce typically uses the World Wide Web at least at one point in the transactions life-cycle, although it whitethorn encompass a wider range of technologies such as e-mail, agile devices and telephones as well. Electronic commerce is mostly considered to be the sales aspect of e-business. It also consists of the exchange of data to facilitate the guard and devotement aspects of business transactions. Madura Fashion and lifestyle does not sell its fruits via company owned online space but rather sells to tremendous online retailers like Jabong and Myntra in India.As of now, e-retail is not a big part of the companys revenues. The stock is franchisee owned and distribution is interpreted care of by the company itself. It is a part of the companys big term future to start retailing through its own brand portals and through mobile-establish applications. indu strial Sales This is a special case where specific orders are intercommunicate by the company itself. This could be a case in case of genuinely large orders or a precious B2B business. This is a negligible portion of the companys yearly revenues.Exports The company exports deal to antithetical countries where it operates in and to other retailers to. This is steer by license agreements surrounded by the advert brands and the company. Data on the Channel Structure of Madura Fashion Lifestyle Channels near Model Return Revenue piece of land 1. Trade MBOs (Multi-brand outlets) Buy n denounce 2% 20-25% 2. EBOs (Exclusive business outlets) Buy and rat EBOs and Consignment EBOs Buy n SellConsignment 10-15% 30-35% 3. DS (Department stores) Shoppers Stop, Lifestyle, Max, Westside Buy n Sell 15-20% 4. PF (Planet fashion) 20% 10% . Value Channels Factory outlets, Brand Factory, Loot mart etc Marginal 0 6. E-commerce Marginal 7. Industrial Sales marginal 8. Exports 5% unfermented Product Development brisk Product Development is a process which consists of developing, exam and considering the viability of harvestings which are new to the market. It is a complete process of bringing a new proceeds to the market. If a company has many an(prenominal) new harvest-feasts in the pipeline, wherefore represent of growing per new increase is less. Also, it should be noted that most harvest-feast ideas are aborted before launch. thence, if a company has only one product in emergence and that product is aborted before launch, and consequently noteworthy costs are incurred both financially and in terms of morale of the new product team. A new product whitethorn manifest itself in several(predicate) forms and have associated channel issues. These are discussed below. 1. A new product whitethorn be a product that opens up an but new market. In this case, the entire channel strategy has to be designed for the new market. It has to be canvas whether the new product to be introduced can be coifd by animated channel or not. If not, then this involves the complete process of calculative a new channel. . A new product may be a product that adapts or replaces an animated product. In such a case, the real channel may work with little redesigning. 3. The new product may be such that it significantly bigens the market for an breathing product. For example, new models of printers use analogous grade of cartridges. Here also, the living channel may suffice to serve the new product. 4. A new product may also be an senior product introduced into a new market. In such a case, a channel parallel and exchangeable to the channel in the one-time(a) market has to be established afterward studying the market demographics. . An old product packaged in a contrastive way or an old product marketed in a contrary way might also be called a new product. In this case, existing channel may suffice if organize market and lay ar e same. Our Louis Philippe footgear fall into sept defined by point no. 1, that is, it is a product that has opened up an entirely new market. LP has since persistent focused only on garments and clothing. Now, Madura wants to supplement its brand name and sell other merchandise under it. footgear is an entirely new product course with new set of competitors coming into picture.It requirements registration of existing channel or designing of a completely new channel. vivacious stores which carry LP garments might not be willing to stock footwear also. The brilliance of new product development is immense. New products can be used to * bar-up/ defend market share by offering more choice or updating older products. * Appeal to new segments. * Diversify into new markets. * Improve relations with distributors. * Maintain the firms position as a leading edge company. Even out peaks and troughs in demand. * Make better use of organisations resources. Stages in new product develo pment 1.Idea Generation It involves conceptualization of new ideas. Eg Sales, RD and issue department coming together to try new ideas. Sales team identifies a new market opportunity, RD develops is design and production department determines its production feasibility. These functions may be cross finished also. Analysis of customers or market seek by an external agency may also spur new product development. 2. Idea Screening Ideas are checked for technical feasibility, financial viability and marketability and the poor ones are dropped. Product is evaluated on its demand, marketability and profit potence.Ideas may be rated according to marketing, production and strategic factors. 3. Concept development and examination This do involves turning ideas into tangible products that consumers perceive as being valuable. Concept testing consists of testing new products with a group of consumers to get wind out if the concepts have strong consumer appeal. 4. merchandising strategy development An initial marketing strategy for a new product is designed base on the product concept. 5. Business Analysis A analyze of the sales, costs, profit projections and breakeven points for the new product to honor out whether these factors satisfy the firms objective. . Product Development Engineering and production issues are resolved and the idea is translated into humanity through proto tokens and simulations. 7. Test marting ingress a product in a small geographical area. 8. Commercialization The product is introduced into the market. Timing is critical for success. Product has to be well targeted and positioned. The LP footwear is in the form of commercialization. Earlier ideas considered were LP artificial jewellery, LP clothing accessories, LP dark glasses etc. But footwear was decided by counsel to be most appropriate and in sync with the objectives and hard-nosed constraints.thither are three ways to introduce new products under the auspices of existing prod ucts Line extension development an existing brand name on products inside the same stratum. Brand extension using an existing brand name on products in a new grade but within the same mostly defined market. Brand stretching Using an existing name on a product in a dissimilar market. Using LP name to introduce footwear is a case of brand extension. The fears of brand dilution are minimized by the fact that footwear also form part of fashion and clothing and are implicit in(p) to style statement of a person.For the purposes of this project, we have place issues in the channel that are associated with changes in the marketing environment, most typically in the case of a new product development and introduction. On fundamental interaction with the channel managers, it was found that one major issue they had been facing with their channel is introduction of new products into the channel. Madura Fashion Lifestyle wants to leverage its brand names to introduce merchandise other tha n clothing. Madura Fashion and Lifestyle introduced Louis Philippe footgear in the Spring Summer Collection, 2010.The footwear served as a means of brand extension. The brand valued to move before from being an apparel category pseudo to a wider lifestyle brand. Diversifying into newer product categories, expanding the existing product portfolio and targeting newer customers seemed like a heavy idea to go about doing this. The reason they chose to pull in the footwear category were many. Market Overview The Indian footwear market is expect to generate ingrained revenue of $2. 5 cardinal in 2011, representing a unite annual growth rate (CAGR) of 10. 3% between 2007 and 2011. In comparison, the Chinese market will increase with a CAGR of 5. %, and the Japanese market will decline with a compound annual rate of change (CARC) of -1. 1%, over the same period, to reach various(prenominal) values of $13. 7 one thousand million and $13. 9 billion in 2011. Sales generated through c lothing, footwear, sportswear and accessories retailers are judge to be the most lucrative for the Indian footwear market in 2011, with total revenues of $2,314. 9 million, equivalent to 91. 5% of the markets overall value. In comparison, sales through discount, variety store, and general merchandise retailers will generate revenues of $103 million in 2011, equating to 4. 1% of the markets aggregate revenues.The Indian footwear market experienced strong growth during 2011 after also having strong growth in 2010. The market is predicted to continue growing strongly over the forecast period to 2016. The consummation of the market is forecast to accelerate, with an anticipated CAGR of 15. 1% for the five-year period 2011 2016, which is expected to drive the market to a value of $5. 1 billion by the end of 2016. Comparatively, the Chinese and Japanese markets will grow with CAGRs of 7. 8% and 0. 3% respectively, over the same period, to reach respective values of $20 billion and $14 . 1 billion in 2016. Product positioningThe product was positioned as a superior category product targeted at customers who had high disposable incomes. The product could serve as a potential hook for acquiring new customers as well transforming the brand into a superior lifestyle player. The channel strategy would serve a critical factor in achieving the desired result. Product pricing The product was introduced in the premium range in the Indian market. The starting signal price was Rs 2four hundred and the closing price was 5400. Competitor Channel Strategy The Indian footwear market was densely populated with competitors. The competitors can be divided into three broad categories.The first category is product specialists who counterbalance and sell their own products. The second category is the brand extension products that are sourced by companies and sold through the channels. The third category is the private players consisting of the unorganized sector of the market. The channel strategy for incompatible companies that have launched products in this market category depends on a lot on the scale of trading mathematical operations they are aiming at. Channels like Market development partners (MDPs) are generally utilise in areas that are geographically or logistically difficult to handle exclusively.Different brands employ different channel strategies. Another factor that determines the channel strategy of a brand is the positioning. An sparing brand is more liable to enter small markets via MDPs as the target customers put up at that place and because it makes business sense. Contrastingly, a premium player may choose to employ a strategy of opening only Exclusive business outlets (EBOs) to preserve its shopping experience and exclusivity. Experience also plays a big part in decision making the channel strategy. Generally, burden category players have a wider distribution network as this is their revenue generating business.Consequently the y also have the unavoidable experience to carry out the operations. The future(a) are an attempt to summarize the surface and the channel strategy employed by the major market leaders in the Indian footwear market. The data employed for this analysis is indicative and approximate. Brands Exclusive Business Outlets(EBOs) Management Development Parters(MDPs) Multi-brand Outlets (MBOs)/Department Stores(DS) Turnover(Rs Cr. ) downwind Cooper 100 750 1500 200 rubor Tape 200 500 1500 400 Woodland 300 pace 1500 750Bata 1300 30000 railway yard 1540. 59 Liberty 350 4500 1500 310 Franco Leone 25 0 850 100 Nike 150 600 gram 700 Adidas 350 750 1000 585 Puma 150 500 700 550 Reebok 900 700 1000 1400 From the above data, we can observe that the core category players in the Indian market, the product specialists have a distinctly different channel strategy from products which are brand extensions. Product specialists usually rely on a licensee model with Management Development Partners (MDP s) to open exclusive stores in different parts of the company.However, these exclusive stores are different from company owned stores which are comparatively few in number, but until now far greater than the number of Lifestyle EBOs that carry footwear as brand extension products. Process followed Issues in Channel Strategy Issue Selecting Channel Members The channel strategy has to be such that the product ful chooses its potential to act as a brand accelerator and complete the Lifestyle promise of the brand. It has to be consistent with the brands core promise of freedom, laissez fairlye and success.The other functions this product could perform are to appeal to a wider set of earreach in a pure category play, to engage brand loyal customers and act as a hook for potential customers. The major tasks ask to be performed by the channel members are * EBOs Complete the Lifestyle look and drive premiumness * DS and MBOs get to a larger play for the brand * Depletion channels Recr uit customers for the brand Madura Fashion Lifestyle introduced these products in EBOs, Department Stores, MBOs, Planet Fashion and on the e-commerce platform. Recommendation footwear is introduced in Exclusive Brand Outlets (EBOs), MBOs (Multi Brand Outlets), Department stores (DS) and Planet Fashion (PF) showrooms. The rest four channels are not relevant for a new product like footwear. Moreover, EBOs and DS are genuinely short channels ( 2 step), so company has more control over them. Issue Fostering Channel Member acceptance of the new products Recommendations * Reinforce the opinion of the channel members that the product would sell by sharing the results of consumer response * Convincing the retailer of the high potential value entry by the product Issue Stocking and opthalmic merchandising Stocking and display handled by the company in the case of EBOs and large Multi-Brand Outlets like Shoppers Stop etc * Stocking and display to be handled by the retailer in the case o f flock channels. * fostering imparted to all store managers for the opthalmic Merchandising. * Store Management handled by the company in EBOs, and the vendor in the case of large MBOs and trade channels Issue Maintaining Product Differentiation Louis Philippe footwear is similar to other products offered by Madura Garments they project the same sense of woodland, style and prestige.They are distinguish on these grounds and are premium priced. They are sold in original outlets to enhance the exclusivity factor. Since they are present across India in various stores, it is important that channel members also help create a differentiated product by conveyancing the same to the customers. Recommendations * They should be displayed fitly and stylishly and good services must be provided by retailers to the customers because even the customers experience at the outlet adds to the way the product is perceived to be different from others. The salespeople present at the store must be well trained and must communicate the superior quality and style of the footwear to the customers. Issue Product Positioning The retailer fill-in is required in the form of proper merchandise notification and display. Since the competition is genuinely strong in this segment, focus on product positioning is essential. Recommendations Madura Garment should provide attractive incentives in the form of promotional allowances and special merchandising deals so that the retailer positioning is in line with the image projected by the company. Issue Product line expansionSince Madura Garments is foraying into a new product category of footwear, it is important to aid the channel members who are used to the apparel category. Recommendations * apologise to the channel members the reason for the addition of footwear category and its feasibility * Frequent communion with the channel members to ensure a imperturbable flow of information about the demand for the footwear * Company should a id the channel members in stocking, choosing a display flesh (if required) and merchandising * Ensuring trouble-free products and making pabulum for return of dissatisfactory stocksIssue Sales Organization and Sales Culture Currently Madura Garments have 82 stores in India and 5 out-of-door India. In India it has store across 50 cities in India, ranging from high streets like Connaught localize and South Ex to smaller towns like Bareilly, Karnal and Dehradun. International presence inDubai, Sharjah, Qatar and Kathmandu. Sales Culture * Components of sales culture. * Role of sales culture in developing a full sales organization Personal merchandising Process It is the ain monstrance by the firms sales force for the purpose of making sales and twist customer relationships.Personal selling is paid personal communication that attempts to inform customers and persuade them to leverageproducts or services. Personal Selling Process consists of the quest steps Prospecting Pre appro ach forward motion Presentation and Demonstration Handling accusative Closing come through up Companys records Salesman refers to the companys records and gets in touch with several old and new contact. Through this way sales may bepromoted Retailers The sales force get the valuable leads from the retailers since they are in direct contact with the customer and are familiar with the taste, needs, preference. 1. Pre approachAfter identifying the prospect in the prospecting stage. , the second step of salesman to know about the prospect likes, dislike, preference, nature, behavior, economic and social status. 2. come out In this stage prospect and the salesman come in contact with each other face-to-face. Madura Garment brand and its product are well reputed to all. The brandedproduct also generated the curiosity among the prospects. 3. Presentation and Demonstration Salesman gives the verbal description about the product to the prospect through this as follow Salesman comes withi n the store or the shop of the prospect can promptlypresent it to the prospect.Salesman shows the kind of quality that customer is looking for and also shows somewhat new trend garments, it saves time also the customer tends to make a quick buying decision. Salesman demonstrates the product to increase the interest of the customer. 4. The C lose This is the last stage of the presentation and demonstration, in this salesman does the analysis after the presentation as Salesman judges the mood, attitude , lore of the prospect. In all over the presentation, the salesman faces every objection with a smile and his face and confidently answering to any queries of the prospect. . Follow up This is a critical step in creating customer satisfaction and build long-term relationships with customers. If the customer experienced any problems whatsoever, the salesprofessional can put in and become a customer exponent to ensure 100% satisfaction. Recruitment, filling and preparedness of S ales Personnel Madura aims in safekeeping its Employment policy non-discriminative. The policy is frame in a way that it ensures uniformity and equal opportunity. Utmost care is interpreted to checkany kind of discrepancy based on caste, religion, colour, age, sex, national origin etc.Merit based Selection of candidates. 1) Sourcing the candidate by ordering for forms 2) Screening the candidate 3) Selection test 4) Personal query 5) To ensure that all candidates are assessed objectively and fairly. 6) To describe the Right candidate for the Right job. The recruitment process starts with the arising of a vacancy in the organization. A vacancy can arise in the following ways Madura Garment follows following sources planning- Step 1 Manpower Planning AOP (Annual Operating Plan), this process is interpreted up every year. It is taken up at Personal aim and Entity Level.Several points like Revenue generation, Acquisition number, etc. Step 2 Sourcing activity There are three types o f sourcing done at Bombay dyeing. After the resumes of candidates are chosen then the same is sent to the department head where the vacancy arises. The department head will then shortlist the same and they ask the HR department to fix an interview with the selected candidates. There are two type of interview which is taken up at Bombay dyeing, firstly the Functional interview and then the Functional bearing and HR Head takes the interview. Internal SourcingThis system provides the existing employees an opportunity to apply for higher posts aswell as for vacancies in other departments thus allow them a take up more thought-provokingjob profile / responsibilities in other/same department. This thus becomes a kind ofindigence factor for the employees. * Employee Reference * Re-employment of antecedent employee External Sourcing * Placement Consultant * rent out Portals timesjobs, Monster, NAUKRI. * Campus Recruitment Step 3 Approval * The process of recruitment takes about 10 15 days Selection Training and Development -Training and development is perhaps one of the fastest growing fields in any company. The significance and value of preparation has been recognised by the corporate world to a great extent. Training is an act of increasing the knowledge and skills of an employee which they need to perform their jobs. Need for Training and Development in an Organization * Contributes towards organizational objectives * Acquiring the prerequisite knowledge, skill and attitude * To achieve individual growth * Need for cross operating(a) managers * Prepare employees for higher level jobs * Training Need IdentificationThe need for training is identified in the following manner Probation appraisal Forms The appraiser appraises the proceeding of the employee and gives the recommendations as to the kind of training required by the individual. Thus the training need identified. Through act managing strategy - In the system, the individuals are vatic to identif y training areas forthemselves along with their superiors doing the same. This is utilize by the HR. Departmental and Divisional needs - If a new system is started in a particular department, the employees of that dept. are required to be trained for using the same.Transfer - If an individual is transferred from one dept. to other, he needs to be trained Promotion - If an employee is promoted, he may require training in the skills to handle the newposition. Also a cracking arises in his current position and to fill this gap, training maybe required. filth and Quota Management Sales Territory Management by Madura Garments its Activities to Produce maximum Results - How you prioritize your sales territorial dominion solicitude activities depends upon whether you are managing a territory that has existing customers, or whether you are building yourcustomer base from scratch.If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one of your customers. This should be a pleasant, low-key introduction along the lines ofI just wanted to introduce myself and see if there is anything I can do to help you. Then, as you are chatting with your customers, you can askWould you bear in mind sharing with me how you think my companys relationship with you has been personnel casualty so far? What have we been doing well? Where could we improve? The Benefits of Sales Territory management for company - Optimal quota and territory assignments for best use of selling resources * Immediate integration of planning outputs into a production commissions system for accuracy and low cost operation * Easy adjustments to attribution and change crediting * Optimized pay plan effectiveness * Maximized seller motivation * Increased sales supervisor aptitude and effectiveness * Alignment of individual goals with strategic objectives Quota Management- Analysts estimate organizations may lose as much as 10% of total an nual sales in lost opportunity revenue based on misaligned territories and quotas.With Callidus Quota Management, businesses regain this lost revenue, ensuring quotas hypothecate with-it market dynamics and territory potential. * Helps identify opportunities to better align quotas to maximize revenue based on historic performance * Provides easy-to-use tools to uplift, discount, and prorate quota targets as ask * Supports modeling of multiple goal scenarios based on how best to achieve corporate or sales region revenue goals * Effectively automates the workflow processes around quota distribution, adjustments, and approvals * Provides up-to-date visibility into sales quotas and attainment to dateCompensation and indigence Compensation - Madura Garments group compensate there salesman by providing them the followingbenefit- ft Salary- The fixed amount to be paid according to a system of job classification or marketbased criteria (round about 2-3 lakhs ). Incentives- Additional pr otean pay based on performance against objectives and payable incash, stock or tax-deferrable arrangements (1% on their sales target). Protectives- Programs which insure employees against loss of life or earning ability, and which insure against major current expenses. life insurance policy * medical insurance * survivors income * dental insurance * disability income pay Time Off- Vacations, holidays, family leave, jury duty, etc demand- In Madura Garments group motivation to salesperson is done accordingly - * Performance Appraisal is the process of Evaluating the Achievements of the Sales Force in Terms of Requirements of the Job * The Appraisal arrangement is Essentially a Comparison of Sales Force Goals and Objectives With Actual Achievements in the palm * Giving the sales achiever award to the best sales man of the year. Doing fair practices, means no bias in the organisation. * Keep improving the working standards Evaluation of Sales Personnel For any industry it is very essential to have a cost effective & efficient distribution channel that adds value in to whole value chain. Effective distribution channel and integrated supply chain management help in growth of industry and make it more competitive. India has large and change textile industry with different segments and sectors thus it has fragmented sales and distribution network Sales ChannelMadura Garments group do their product promotion by giving publicizing in T. V,Radio, Newspaper, Magazine, road side banners etc. In Madura Garments group, there are so many popular lifestyle brands and internationalbrand. These brands are given below and Madura Garments sort out also opened exclusivebrand outlets- * Louis Philippe * Peter England * Allen Solly * Van Heusen * Esprit * Planet Fashion Challenges faced in implementing recommendations 1. Dissatisfaction in the channel members not selected for the distribution of this product. . Inventory management in the face of changing fashion tastes of the people. 3. Channel members demand of a collect return policy. 4. Fostering collaboration and divided investment in the growth of the product, optical merchandising, stocking and sales force management. 5. Training and management of sales force. 6. Evaluating channel members performance using modern trade and retail rhythmic pattern What can be done to address these challenges? The company has to invest in delivering long term partnerships with the channel members.The performance of the product is the main criteria for evaluating the success of a product. However, the success of the product also depends a lot on the acceptance of these new products in the channel. The company has to focus on continuous dialogue and information sharing between theses channel partners. The company can also offer to extend credit support to the channel members in specific cases. The flow in the channel needs to be maintained. The stocking has to be handled by the company itself following the pro posed process.Overall, greater coordination is required in all spheres of the channel relationships. References 1. http//www. sifyims. com/pdf/Sify-ES. pdf 2. Mr. Suman Saha, Manager, Key Accouts, Madura F&L (9743999672) 3. Mr. Deepak Thakur, Group Manager, Lous Phillipe, Madura F&L (9743999434) 4. Mr. Ajay Vendala, Manager, Strategy, Madura F&L (9743999287) 5. Mr. Suraj Holla, Manager, Strategy, Madura F&L (9743999239) 6. Mr.. crapper James, Staff Manager, Planet Fashion 7. Mr. Neeraj Asopa, Store Manager, Louis Phillipe . http//business. highbeam. com/412143/article-1G1-228248861/length-product-line-distribution-channels 9. http//www. thehindubusinessline. com/todays-paper/tp-marketing/article990515. ece 10. http//www. icmrindia. org/casestudies/catalogue/Marketing/Louis%20Philippe-Excerpts%202. htm 11. Mr. Rajat Joshi, Store Manager, Allen Solly, atmosphere Mall 12. Mr. Rakesh Mehra, Store Manager, Louis Phillipe, MGF Mall 13. Planet Fashion Showroom, Mehrauli Road, Gurgaon 14. Salespeople at different outlets