SDM PROJECT

TERRITORY SALES PLAN

 FIREBOLT
• Leading Indian brand in the wearable segment
• Started in 2015
• Undisputed leader in the smartwatch player
• Made a growth of 394% in 2022
• Currently having omnichannel marketing
 Offline and online
• Now expanding into other channels like B2B marketing and also into new
territories.
 Territory sales plan
Territory sales plan is a plan which is used for targeting the right customers so that to
implement the goals for generating revenue and the growth over time.

This effective territory planning in Firebolt helps the company to:

 Increase the productivity

 Improve customer coverage
 Increase the overall sales
 Reduce the costs
Defining, analysing and segmentation of territory
The territory we used to penetrate is entire Ernakulam district. This is a place where
there is huge market potential for smartwatch industry. Also:
 It is one of the huge market of smart gadgets.
 Have a good number of established shops and gadget showrooms.
 Kochi is a metro city with good number of shopping malls and digital stores.
 Distributor allocation
There are around 28 established existing key distributors of other gadgets. We take a
quotation from these existing players for distributing the firebolt smartwatch to the
retail shops. The entire district had been divided into 7 local areas. These 7 areas are
Muvattupuzha, Aluva, Perumbavoor, Paravoor, Thripunithura, Kochi and Edappally
. As per the data, it shows that there is around 60+ good retail gadget dealers in each
area. Each area has been assigned with one distributor after the selection criteria. The
criteria used to select the distributors are:
• Looking into the sales potential
• Product portfolio that the person currently has
• Years of industry experience
• Financial strength
• Location
• Size of the channel member
 Territory flow

Territory head
(Ernakulam dst.)

Distributor 1 Distributor 2 Distributor 3 Distributor 4 Distributor 5 Distributor 6 Distributor 7

(Aluva) (Muvattupuzha) (Perumbavoor) (N. Paravoor) (Thripunithura) (Kochi) (Edappally)

Retail shops Retail shops Retail shops Retail shops Retail shops Retail shops Retail shops
Arterial route map of the territory
SWOT analysis of the territory

Strengths
High potential market
Accessibility
Huge number of mobile shops
Weakness
Vast geographical area
Lack of dedicated company staff
Channel Conflict

SWOT
Opportunity Threats
Large untapped market High competition
Internal politics
Young millennial population
Geographical allocation of retail outlets in some areas
 Goals and targets to distributors
The distributor will be allocated with a basic target for generating revenue and
they will be rewarded on commission base. This commission will be on the
basis of their performance and achievement of that area they are assigned
with. They will be also having extra rewards and benefits as per the company
policies and programs. Each distributor will be having a minimum of 60+
established stage 1 and stage 2 retail outlets in their area. These shops need to
be well maintained by the distributor, which generates more revenue to the
company. These showrooms need to be visited at least once in a week by the
distributors and need to have a proper relationship. The other shops needs to
be visited at least once in a month.
Distributor commission plan
Sl. No. Slab Commission percentage
1 500000-800000 2.5% of revenue generated
2 800000-1100000 3.5% of revenue generated
3 1100000-1400000 4.5% of revenue generated
4 1400000 and above 5.5% of revenue generated
Strategies followed
• The company has certain advertisement policies and plans for improving
customer reach. This includes billboards, media ads, demo pieces, etc.
• The company also has promotional activities for both retailers and
distributors so that to have a faith in the organization and to get
motivated.
• The company provides special training sessions and activities for the
distributors for better tackling of sales and development.
• The company also collect the feedback from both retailer and distributor
for the better smooth flow.
THANK YOU
BY,
A KANNANUNNI 21001
R Sanjay krishna 21091
SAHISHNU M 21100
SREENATH V D 21115
K N GANESH 21139