MD SHADAB ALAM, AVISHEK CHATTERJEE, KUNAL

GHOSH, SANTOSH RASTOGI, DEEPAK KISPOTTA, RAHUL

PRITHIANI, TANVEER SINGH, PUNEET KUMAR
“Blessed is the man who expects nothing,
for he shall never be disappointed.”
- Alexander Pope
 INTRODUCTION
• Pricol Instruments Ltd. – holds a large market
share in automobile dashboard segment.
• Makes control valves, disk brakes, oil pumps,
handle bar switches and defense related
equipments also.
• Collaboration with Japanese firms, Denso for
four-wheelers and Nippon Seiki for two-
wheelers.
• Major customers are Maruti, Telco, TVS
Suzuki, Kinetic Motors and Hero Honda.
 MANUFUCTURING FOR MARUTI

• Manufactures 80% of Maruti 800 model‘s

requirements and entire for Maruti Esteem
and Maruti 1000 model.

• Denso supports Pricol in manufacturing

Maruti dashboards.

• Assembles idle speed control valves

exclusively for Maruti.
 DOMESTIC SALES
80 %
• OEM – ORIGINAL
EQUIPMENT
MANUFACTURERS.
• OEM refers to a company
that purchases components
made by a second company
for using in their products.
20%
• REPLACEMENT MARKET
• RM means all products and
services used in the repair
and maintenance of
vehicles.
SOURCE : Wikipedia
BASIS FOR TERRITORIAL ANALYSIS
Mr. Murthy is the newly appointed sales manager
who has done the analysis on the basis of
 Total no. of accounts.
 Competitors accounts
 Potential of territory and trade area.
 Market position of Pricol with respect to
competitors.
 Procedure followed by sales person to select
and target the customers in trade area.
 SALES PERFORMANCE

SALES SALES SALES PERCENTAGE

REPRESENTATIVE VOLUME(Rs) VOLUME(Rs) CHANGE
2002 2003
CHITARAM 216,000 206,000 -4.62%

TAGORE 123,000 103,000 -16.26%

VIVEK 235,000 247,000 +5.10%

JAYVELU 112,000 102,115 -8.8%

 RESULT OF TERRITORIAL ANALYSIS

SALES No. OF NEW PERCENTAGE AVERAGE

REPRESENTATIVE ACCOUNTS ACCOUNTS CHANGE DAILY
(2003) IN 2003 CALLS
CHITARAM 65 9 +16% 5

TAGORE 35 4 +12% 4

VIVEK 72 5 +7.4% 6

JAYVELU 29 0 ___ 3.4

 PROBLEM WITH JAYVELU
• Been with the company for 15 yrs, but never
performed up to his potential.
• Infrequent travel pattern and less than average
active accounts.
• Utilized 55% of the territory potential.
• Refused to meet Murthy and increase the no. of
daily calls.
• Handles mostly Maruti customers’ account and
needs at least 2 days to serve one Maruti
customer .
 QUESTION

What should Murthy do regarding Jayvelu &

his territory?
What option should be selected and why?
 ANSWER

We can’t fire Jayvelu –

 Jayvelu has 15 yrs of experience.
 He handles Maruti customer accounts.
 Sales managers own career risk.
 WHAT CAN BE DONE:

• Rearranging Jayvelu’s Territory:

1. Transferring his unutilized territory potential to

others’ territories.

2. Asking the other 3 salesperson whether they are

ready to handle 45% unutilized potential.

3. If not, then appointing new sales person to

handle them.
 Try to meet him once again
 Reminding him his long relationship with the
company.
 His importance in selling the exclusive speed
control valves for Maruti.
 Comparing his performance review with
others.
 Sending him a strong message in order to
make improvements.
 Implying the thought “My way or Highway”, if
all other plans fail.
 Continued….

Second option should be selected because of

the above explained reasons….