Selection of Dealers


  • The company does not advertise for new dealers. Whenever the need to appoint a new dealer for an area is felt the word is spread around. This is being used as the type of dealer who sell pumps and motors are mostly concentrated in a locality in every town or city
  • The interested dealers are asked to present before the branch manager and the group marketing manager as to how they would be able to serve the company
  • The selection is then done on the basis of following criteria:
  1. Financial Strength: The capability of the dealer to be able to hold sufficient stock as per the potential of the area, both in the present and in the future, and whether he will be able to pay the companies dues in time.
  2. Manpower: the strength of the workforce for handling sales, delivery, store handling, after sales service etc. the quality of the workforce in terms of educational qualifications, technical competency, and experience is also seen.
  3. Contacts: As the business for these types of products is done on  the basis of contacts that form a major basis for selection and include the present customers of the dealers, experience in dealing with such customers, and overall contacts in the society
  4. Floor space: Depending on the quantity of products to be stocked for the targeted sales, the floor space of the godown should be sufficient and located close to the market
  5. Location: Location and ambiance of the outlet are not important.
  • Feedback from the market is obtained through the market network and the present dealer network. The feedback is sought for things like authenticity of the claims and the reputation of the person to be appointed.
  • Appointment is given to the elected dealers after they give a security deposit. Every dealer is required to make a deposit with the company, which works out to roughly around three months of expected sales.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Advertisements

The Significance of Productivity


The significance of productivity in increasing national welfare is universally recognized. There is no human activity that does not benefit from improved productivity. This is important because more of the increase in gross national income, or GNP, is produced by improving the effectiveness and quality of manpower than by using additional labor and capital. National income, or GNP, grows faster than the input factors when productivity is improved.

Productivity improvement, therefore, results in direct increases in the standard of living under conditions of distribution of productivity gains according to contribution. It would be wrong to state that productivity is the only important worldwide source of real economic growth, social progress and improved standard of living.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

People as Numbers


Generally, it is accepted that modern human resource planning should have a wider perspective, in tune with the philosophy of HRM, including ‘softer’ issues such as competence, commitment and career development. Modern human resource planning continues to use the ‘hard’ techniques of manpower planning but also includes a new focus on shaping values, beliefs and culture. Anticipating strategy, market conditions and demographic change.

Nevertheless, in line with the tradition of formal, observable and ‘objective’ planning, numerical measurement and forecasting having been favored over quantitative studies on opinion, attitude and motivation. ‘Hard’ data allows managers and planners to sit in their offices and wait for information. ‘No need to to go out and meet the troops, or the customers, to find out how the products get bought … all that just wastes valuable time.’ The growth of information technology and management information systems has made numerical data readily available and possibly further discouraged collection of qualitative information. Numbers give a comforting feeling of unarguable objectivity and allow managers to detach themselves from shop-floor emotions. It is much easier to sack a number than a real human being.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight

Functions of Marketing Channel


The role of the marketing channel is to interpret the demand of the customers, stocks the goods and the customers want, when they want them, and in the way they want them. This includes having the right assortments at the time customers are ready to buy.

Marketing channel has following functions:

  1. Offering manpower and physical facilities that enable producers/manufacturers to have many points of contact with consumers close to their places of residence;
  2. Providing personal selling, advertising, and display to aid in selling suppliers’ products;
  3. Interpreting consumer demand and relying this information back through the channel;
  4. Dividing large quantities into consumer-sized lots, thereby providing economies of scale to the supplier and convenience to the customer;
  5. Offering storage so that suppliers can have widely dispersed inventories of their products at low cost and customers are enabled to have access to the products of producers;
  6. Removing substantial risk from the manufacturer by ordering and accepting delivery in advance of the season.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please contact www.asifjmir.com, Line of Sight