Key Levers for Improvements

A detailed Primary survey was done to identify the right markets to focus with right product mix. The survey also helped in target setting process by identifying total and addressable potential.

1. The engagement started with a Market survey to identify the overall potential of the market. It helped in finding out total market potential, addressable potential, product and quality improvement action plans for increasing addressable market and blue print preparation for next 5 years.
2. Product wise go to market strategy was prepared- with focus products and focus markets. For each product segment right channel partner in areas were selected & appointment was done.
3. Action planning for increasing the penetration and reach to farmers was prepared and executed through Project Charters
4. Culture of accountability, ownership, and problem solving and breaking the silos among different departments was done through setting 6 core processes of Issue Log, Action Log, Facilitation & Support, Reviews, Calendar adherence of sales force and Mini projects for every state.
5. Team alignment was established through setting up of KRAs/ KPIs and daily work management systems; Team Roles & Responsibilities were clearly defined for effective drive for results.
6. Key enablers for sales team like avoiding stock outs for dealers through material planning and streamlining various HR processes were identified and implemented.