Strategic Sales Planning

Farhan Choudhary1320 MPS

Corporate MentorMr. Tarun Kumar

background

Macmillan Publishers

Nature Publishing Group

Pan MacmillanPalgrave

Macmillan

Macmillan Education

• Company Background

• Book Categorization

• Macmillan Area

• Motivation for the Study • Ahmedabad•Hyderabad•Bhopal•Nagpur•Pune•Reay Road

• Calcutta•Cuttack•Guwahati•Patna

• Bangalore•Chennai•Coimbatore•Madhurai•Trivandrum

•Chandigarh•Delhi• Jaipur• Lucknow

North South

WestEast

objectives

methodology

• Qualitative Analysis

• Quantitative Analysis – Gustav Fechner’s Model of Quantitative Data Analysis

• Problem Audit & Problem Definition

• Problem Conceptualization & Operationalization

• Hypothesis Specification

• Sampling Design Specification

• Data Collection

• Interpretation and Integration of Findings

Figures taken with permission from MPIL & Mr. Tarun Kumar – https://www.macmillansales.co.in

work flow

Price/Sampling Check

Cross matching ISBN's with their corresponding updated price for the Acedemic Year 2015-16Checking sampling of the books, to be made available only after administrative approval

SE/BM Stock Check

Checking the quantities of books left at the branch for SE's & offices of MPIL for Branch Managers

Transaction Reports

The values entered by the SE's cross checked at the Corporate Office as to the quantity of stock left and the business done by them for the previous yearCheking discrepancy in the system in terms of values entered

Adoption

Possibility of acceptance of the titles by Macmillan Publishers India or the status of a title getting adopted by a particular institution which would help forecast demand for the Academic Year 2015

Opportunity Planning

Opportunity of business in the institutions and dispersal of stock to the BM's/SE's on the basis of their previous year's record and values entered into the MAST/SAP System

sampling

• Defines the Criteria of Availability

• ISBN-13 Standard

stock check

• Concept of SE/BM Stock

• Branches & Warehouses

• Planned & Unplanned Stock

• Stock Status

• Approved

• Shipped

• Partially Shipped

• Validated

• Rejected

transaction reports

• Executive Current Stock

• Bulk Current Stock

• Adoption

• Sampling Reports

• Setting up of Opportunity Values

adoption

• Externalities

• Adoption Value

• Adoption Quantity – 60:40 Ratio

• Samples – Given vs. Transferred

opportunity planning

• Mapping System Stock with Physical Stock

• Opportunity Percentage Categories

• Lost

• Low

• Medium

• High

• Sure

• Adopted

• School Categories/Enrolment Categories

• OV = Quantity x Discount x MRP x O%age

implications

• Developing a Strategy at the Corporate Level

• Mapping Congruency

• Making Learning Easier

• SE/Corporate Conflict

• Importance of Insights

learnings

• Strategy Conceptualization & Implementation

• Branch to Ground Reality – Disparity

• Importance of Data

• Systems Upgrade

• Use of Insights

challenges

• Stock Discrepancy

• Data Mismatch/Missing

• Opportunity/Adoption Values not Entered

• Incomplete Data for Schools

Strategic Sales Planning

Farhan Choudhary1320 MPS

Thank you