Project Name

Date:


Project aim & description:
What is it?

Understanding and Controlling Credit at the RS points in Hyderabad Metro
Area

Project justification:
Why is it important?

Credit Control at RS points is important because several RS have
complained of high credit in market for loss of sales
The field force generally does not follow up rigorously on credit with the RS
but a drop in sales affects their performance, so its important to know
whether credit has any effect on the overall value of sales

Success criteria:
How will we know if the
project has been
successful?

What is the project trying
to do for the business?

RS accepts the reason given for controlling the credit in his RS points and
implements mechanism to control it
TL and KAE begin rigorously following up on credit with the RS

Instead of instituting a blanket ban on credit at all outlets its trying to see
whether few outlets influence most of his credit


Project is helping the customer improve his ROI by looking at one of the most
important aspects of ROI, his investment
Deliverables/outputs:
What do we have to
generate? E.g. reports,
analysis documents,
templates, etc.

Analysis Documents on credit scenario, causes, effects and solutions
Data analysis files on the causes and effects of credit

Milestones
What are the major
achievement
points/landmarks in the
project?

They will help us
determine whether the
project is on track
Milestone Responsibility Timeline
Understand the credit scenario in upcountry
towns
Find out credit issues in GTM RS
Arrive at the causes and effects of credit
Find out mechanism to follow up credit in RS
points
Find out whether certain outlets carry
maximum credit
Suggest Improvements in Tracking
Credit correction
in upcountry
Data Collection
for bill ageing in
GTM
Understand RS
tracking
mechanism for
credit
Suggest
Improvements
20
th
June to
21
st
July
21
st
July to
20
th

August


21
st
Aug to 5
Septemb
er
Tutor & key team members:


Abhinav Ravikumar
Hyderabad Metro PP sales team
Resources requirements:
How many people?

How much money?


Just the BLT
None
Risks:
What could go wrong?

How will you minimize the
risks?

Data Sanity not maintained could lead to skewed results
RS point might not agree to the solution proposed

Check and cross check with Data from multiple RS points


Project Name





What if we don't undertake
the project?



We could lose sales from the RS point once he puts a blanket call on all the
area sales to control credit
We would not underastand what can be done to minimise th e credit from a
company perspective