 |
|
SALES CHANNEL OPTIMIZATION
We help customers building the channel structure in order to deliver the best service at the best place with the best presentation.
Approach
There are more coverage concepts in mobile telecommunication services and among them the most well known in the customer
perception is network coverage, but the channel coverage is also essential to provide the best services. Developing trustworthy
partnership with dealer network to have a strong sales force requires efficient logistics infrastructure to make product and
services available at the sales points in order to fuel acquisition/retention campaigns, cross sell, up sell operations. On the other
hand a good compensation plan and program for dealer network should be established to sustain the channel loyalty.
Reorganization of the channel structure according to customer segments is required when the market is developing. These
parameters should be taken into account while designing sales points. We develop sales organization, dealer network and
corporate sales force coupling with marketing roadmap to accomplish AOP targets.
Experience
Sales channel structuring for 4 operators. Corporate sales channel structuring for 2 operators. Sales point reorganization and
redesigning for 2 operators. Boost in the number of new acquisitions and retention rates through tens of joint sales campaigns
with all major handset manufacturers. Churn reduction through correct channel structuring. Increasing accessibility in the market
through studies made for improving relations with the dealer network. Sales channel conceptual and architectural redesign.
Highlights
• Increased daily sales from -5,000 to +10,000 in 4 months
• 20 new exclusive sales point agreements in 3 months
• 50% agility increase in SIM card & start pack logistics
• More than 1,000,000 handset sales in 1 year
• 300,000 new subscribers in 3 months with one single sales campaign |
