In February, 2019, team KOEL in Kerala dedicated the month to expanding the scope of electric pump sales in Kerala. DSOs and AMs were allotted focus district, with the objective of growing the market. DSOs and AMs approached non-ordering counters in their districts, with samples, leaflets, price lists and posters. They spent quality time with these retailers, educating them about the brand’s focus on product quality and its motto of no compromise.
At the same time, a contest titled ‘Star of the month’ was launched for DSRs, where their performance was evaluated on retailer orders, tally invoicing and overall secondary sales improvement in the non-focus districts. Daily updates were shared with the distributor group and DSR group to create an environment of constructive competition.
All these efforts were rewarded with an improved scope share.