RM Business Development SOP

A Business Reference : Documents, Systems, Process, Data

Check the status of achievement in the respective performance monitoring before the visit and also
1 Discuss Quarterly policy slabs / Achievement and BTD
guide BES/BDS on next steps if targets not achieved.
Check the market potential and increase the slab of the BES there by RM turnover increase.
2 Check market potential and discuss on possibility of upgrading the slab
Connect this to Point 6, 7

3 Discuss on Average monthly throughput Vs Achievement Ensure levelled throughput information is shared with BES. Connect to point 5,6,7

Carry the focus part leaflet for the visit. Ensure BP has seen it, speaks it and also wherever possible
4 Discuss on focus part list and full units & collect the orders in BRP
BS can share with his staff.
Carry the Catalogue Version 6 for the visit and ensure C2I. Check the utilization of eJC,MSI , Part
5 Discuss on utilization of RM catalogue ,eJC, MSI , Part finder through Bosch Infocomm
finder
Proactive visits to OECD's and provide info wherever Bosch support is required. This should be
6 Understand how many OECD are connected to BES .Plan a OECD meet
repeated to all category of customer CV, PC, OHW, PG
Check whether customers are tied up with fleets , transport nagar. CSI is important from repeat
7 Check who is top 10 customers of BES and meet 5 customer along with BES
customers, connect with CSM, CSE for regular technical / administrative advise

8 Discuss OHW segment Parts and generate more orders Refer the OHW section in catalogue Version 6 for discussion

B Loyalty Programs / Special Support: UKU

1 How many coupons have been scanned in a month for UKU program Details to be seen in the rewards portal before the visit.

2 Details on scanning to be shared on how to earn the points AM/BP to constantly guide and utilize this program

3 Check total parts purchased Vs scanning Check % gap of purchase vs scanning and take necessary steps

4 Ensure marketing poster and standees are kept in reception area. Ensure utilization of marketing posters are available as per policy . If not take necessary action.
Check how many service campaigns are conducted by BES - Min 1 Campaigning every bi monthly to Campaign is important for RM business Visibility. AM / BP to ensure required no. of campaigns are
5
be conducted - support available in Policy conducted as per the policy.
C Bosch System usage

1 Ensure BTD orders are punched in BRP(Bosch reward portal) Check the ordering status and ensure required orders are punched in BRP

2 Check if BWS is active and all claims are settled to be checked Any input in BWS is pending to be brought to CSE/CSM notice

D Manpower

1 Check how many service technician are available and are they trained Any training required can connect with training academy

E Conclusion of the meeting

1 List down the action points with timelines with BES Connect via teams channel on monthly basis to discuss action points with timelines

2 List down all the issues highlighted by BES with timelines and action from our side with responsibility Review in weekly scrum and discuss the issues and document as an OPL along with the actions