Date post: | 22-Nov-2014 |
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Technology |
Upload: | vrvirtual |
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Virtual Marketing, Editorial and Sales Hub
PRESENTED BY:
PARTIAL LIST OF CLIENTS
Publishers including – Pearson Education,
Oxford University Press, Macmillan Publishers,
Elsevier Health Science, Wolters Kluwer,
Saraswati House, Rachna Sagar,
S.Chand Publishing , Madhubun Books,
Vikas Publishers, BPI India, Kriti Prakashan,,
Sage Publications, Cengage, Taylor & Francis,
Eternal Ganges Press etc.
Others including – Sharp, Kuoni Business
Travel, Business Wires India, Satya Paul
WHY VMESH
VMESH – [Virtual Marketing, Editorial and Sales Hub]
An integrated CRM built for Academic Publishers covering all customer facing processes.
Key Advantages include –
1. Substantial Reduction in Operation Costs (upto 30% reduction in Sampling Cost).
2. Centralized and Updated Market & Product Data Repository.
3. Effective Competition Data Mapping.
4. Standardization of Workflows for Sales and Marketing/ Promotion.
5. Extensive Analytics
6. Profile based restricted customer data access
KEY MODULES
Comprehensive Product Repository - Book Catalogue with Sample Chapters, Teaching Resources, Book USP.
Market Data Repository – Database of Schools, Teachers, Coaching Institutes, Trade
Executive Tour/ Visit Planning - Cities, Schools, Trade visit plan with Purpose of Visit, Expected expenditure
Book Sampling Process Automation ensuring all key schools and teachers are covered
Executive Visit Reports Recording with Quick update using Mobile App during the visit
Book Adoption Detail Maintenance for all schools, subject-series wise
Workshop Planning & Management with provision to upload feedback data
Expense Reporting workflow with approval process
Gift/ Donation Tracking including workflow based donation approval process for each school
Competition- Product comparison Grid and Competition Adoption Mapping
DASHBOARD
An information screen providing Multiple Action options basis the user’s profile
Information displayed includes - Executive snapshot for the last 7 days including visits, samples, adoption entries done. Sampling Self-Stock Request – Validated and Shipped (Last 7 days), Follow-up actions and Travel plans.
PRODUCT REPOSITORY / CATALOGUE
Centralized Product Catalogue with detailed information for each series and title
Facilitates sharing of product information across departments.
All basic attributes like ISBN, title, imprint, YOP, language, binding, cover image and a two
level subject hierarchy
Tagging of titles under a series and number the books based on class level & also product
type like course book, work book etc.
Marking series / books for specific Boards (ICSE, CBSE etc)
Additional information like series /title description, sample chapters, marketing
presentations
Three prices maintained - List Price, UMC and NLV (Net Landing Value)
TITLE MASTER
CUSTOMER CONTACT DATABASE
Objective– Create and maintain centralized Customer-Contact database of all
customer categories including Schools, Coaching Institutes, Corporate, Libraries,
Government Dept. as well as Channel partners.
Multiple contacts can be maintained for single customer.
Data access limited to territory allocation of executives
Strong parametric search on multiple fields with output in different formats
Generate excel (rights based)
Print the list
Generate address label
CUSTOMER DATA - SCHOOLS
CUSTOMER DATA - TEACHERS
VISIT/ TRAVEL PROCESS FLOW
Helps the Executive plan territory coverage better ensuring no potential schools get missed in his visits.
Managers are updated about executive’s itinerary and can review the plan in advance.
SUMMARY TRAVEL PLAN
DETAILED TRAVEL PLAN
VISIT PROCESS FLOW
EXECUTIVE VISIT REPORTING
Visits made to all Customer categories are captured - Schools/ Trade / Corporate / Library/ Government
Department.
Adding any new Contacts (Teachers) or updating any changes in existing contact information.
Samples given are recorded and provision to enter request for more samples
Reduction of effort in Visit Report Entry – as instead of creating reports in Excel / email, executives
will enter the reports directly on system
Brings Standardization in Visit Report Entry which leads to automatic Compilation of Executive
Reports, and help Managers in analysis.
MOBILE ANDROID APP FOR VISIT
VMESH also has an Android Mobile App to help executives capture basic Visit information -
Visit date, time and location is captured through GPS tracker.
Details of School visited, sample given Y/N and visit feedback are entered on the app
Detailed entry of actual samples given, planned follow-up actions, collection made are entered from a
computer once executive is back in office / residence.
MOBILE APP - SCREENS
SAMPLING PROCESS FLOW
SAMPLING PROCESS
Books Sample in two ways –
By executive during visits (through his Self Stock)
Directly from Warehouse / Branch to the Customer (Direct Customer Sampling)
Repeat Sampling of same books to a School in an Academic Year cannot be done unless approved.
Provision to maintain Sample Inventory at each Branch; thus reducing sampling lead time and cost.
Status of Sample Request known at each step of validation and shipment. Hence executives can plan their
school visits efficiently.
Tight integration with Adoption data to known Sampling Effectiveness.
Sampling coverage Analysis helps in knowing which schools have not been sampled. This ensures no key
school is missed.
MIS on Sampling done Titles wise/Subjects wise in a period, for a specific School, by an executives etc.
Complete Record of Sample Stock issued to an executive
EXECUTIVE STOCK REPORT
SAMPLING REPORT
ADOPTION PROCESS FLOW
BOOK ADOPTION MODULE
Maintain details of all Adoptions for each School – Title/ Series wise
Data is maintained for each Academic Year
Class/ Course enrollment sizes to estimate potential market size
Linked with Sampling to assess Sampling effectiveness
Helps executives in promotion to other Schools as they can give reference of Schools where a
title is already adopted – as reference/ course text.
Executive Productivity Report–Titles sampled Vs Adopted
School wise Sampling Vs Titles Adopted.
ADVANTAGES – ADOPTION MODULE
Based on Adoption data – Strategy can be designed to
Defend Adoption already in place from replacement
Replace with newer edition of the title
If Adoption lost – strategy for recovering may be worked out.
Estimation of potential Sale possible.
Information of actual user is captured. This can be used for user profiling and marketing
strategies.
Adoption data information can be used as a marketing input for other Schools.
BOOK ADOPTION MIS
COMPETITION INFORMATION
Capture information of competing publishers, their title & series
Provision to record School wise Competition Adoptions.
This information can be used by executives to
Analyze sales loss
Identify opportunities for replacement
Design effective Strategies for future promotions
Competition Grid - For each book / Series - competing book details, and our USP against each.
Will help Sales Executives make a more focused pitch for each title.
EXPENSE REPORTING AND MANAGEMENT
Maintenance of “Entitlement” information (Level wise)
Travel / Visit Expense Bill logging –
Weekly / For a period Executives can file their Travel / Visit Expense Bills online
The Bills will need Approval by Manager / Senior (Two level Approval possible)
After Approval executive can print the report, attach hardcopies of bills and send to Finance Department
If the Expenses charged by Executive are high, the Approving authority may reject the Bill
Once Approved, the Bills will be visible to the Finance Department for making payments
against Expenses incurred
Finance may verify the Bills by viewing the Customer Visit Reports filed by the Executive
online.
GIFT AND DONATION MODULE
This module helps monitor the Gift and Donations given to a schools / organizations
Workflow based process, ensures that all gift / donation requests are “Validated”, before being
sent to accounts department for release of money.
Details of previous year’s adoption, current year sampling and current year adoption is
displayed when Validating a Donation / Gift request.
Record of all gift/ donations made till date is maintained which is then shown in customer
snapshot report.
This information helps assess school profitability, by considering the total Business received
from a School, and the total expenses incurred in acquiring the Business
Proper donation tracking also helps in cost recovery if promised business is not received from a
School / Customer.
WORKSHOP TRACKING
Conducting Workshops at Schools provide a good opportunity to sales team to build
relationship with teachers and to promote books.
VMESH helps track workshops from – Workshop request to validation to confirmation and also
in post workshop feedback capturing.
This holistic approach ensures that all inputs – Money required for conducting it, Marketing
Inputs, Resource Person conducting it, are properly tracked.
Proper scheduling ensures that there is no overlap in resource person schedule.
Workshop costs are logged as a Promotional cost against the school, and also shown in
customer snapshot report against the school. This helps assess a school’s profitability.
CUSTOMER SNAPSHOT
THANK YOU!!!Vrvirtual.com Pvt. Ltd.
K1/109, Chittaranjan Park,
New Delhi – 110019
For Queries Contact:
Sangeeta Mehra: 9810074477