tsmg

Tata Strategic used a structured methodology to map the client’s dealer network across the country. The dealers were segregated on the basis of their potential and commitment to the client. The analysis identified that about 60 per cent dealers who contributed toward 7 per cent of client sales could be transferred to the category of those not adversely impacting market share. Tata Strategic also formulated a new credit policy with adequate information flow mechanisms to control trade receivables.

As per Tata Strategic’s recommendations, the client rationalised its distribution network, enabling the sales team to focus on market development. The client also initiated the revised credit control policy in the organisation. This is expected to bring down trade receivables by 50 per cent.