48% Increase in Sales for JIPL
JIPL, the National MD and authorised importer for Microsoft Surface in the Indian Consumer Business market, aimed to enhance its in-store operations and boost sales performance across key retail formats (LFR and MBO) in India. Channelplay acted as a growth catalyst in driving a 48% increase in sales and a 44% boost in promoter productivity nationwide by managing end-to-end sales operations, including recruiting the right talent, deploying them strategically, and enhancing their productivity while ensuring continuous engagement.
Client’s Requirements
To drive its growth strategy, JIPL needed a dependable partner to manage its sales promoter programme across large-format retail (LFR) and multi-brand outlets (MBO) throughout India. Their key requirements included:
1. Recruitment and Payrolling: A streamlined process for hiring skilled promoters and ensuring accurate and timely payroll management.
2. Operational and Productivity Management: A retail first software to manage day-to-day promoter activities, enhance performance, and support sustained sales growth.
3. Field Hygiene Management: Maintaining consistent in-store engagement and operational standards to uphold brand quality.
Why Channelplay?
JIPL selected Channelplay for our end-to-end sales operation management services and commitment to delivering additional value. Key differentiators included:
1. End-to-End Management: Channelplay handled recruitment, attendance tracking, payroll, and promoter productivity, addressing all of JIPL’s core requirements.
2. Real-time Insights with 1Channel: The 1Channel Sales Force Automation Tool provided real-time tracking of daily sales, attendance, random attendance checks, and inventory management, enabling seamless productivity and field hygiene management.
3. Enhanced Productivity Strategies: We implemented structured performance review systems and utilised 1Channel’s manage by exception feature to evaluate and improve individual promoter output, aligning with JIPL’s productivity objectives.
4. Going Beyond KPIs: Channelplay’s team went beyond the prescribed scope of work by conducting weekly meetings and regular follow-ups with promoters, enhancing sales performance and fostering stronger promoter engagement.
Our Approach
1. Recruitment and Training:
- Deployed 37 skilled promoters across key LFR and MBO formats.
- Conducted tailored training programs to equip them with the knowledge and confidence to effectively represent Microsoft Surface products.
2. Real-Time Performance Tracking:
- Integrated the 1Channel Sales Force Automation Tool for daily activity reporting, sales tracking, and inventory management.
- Reinforced accountability through random attendance checks and prompt issue resolution.
3. Proactive Productivity Management:
- Implemented structured performance reviews and actionable insights to identify and address gaps.
- Introduced incentive plans to motivate promoters and maintain high engagement levels.
4. Going Beyond the Basics:
- Conducted weekly review meetings to ensure alignment between promoters and JIPL’s sales objectives.
- Delivered actionable feedback to continuously refine promoter strategies and outcomes.
Outcome
Channelplay’s robust support delivered outstanding results for JIPL:
1. 48% Increase in Sales: By October 2024, JIPL achieved a 48% sales boost compared to the January–September 2024 average.
2. 44% Improvement in Promoter Productivity: By October 2024, individual promoter productivity improved by 44% over the January–September 2024 average.
3. Optimised Field Hygiene and Performance Management: Detailed activity tracking and random attendance checks ensured consistent promoter performance, minimised absenteeism, and reinforced operational excellence.
4.Enhanced Promoter Productivity and Engagement: Weekly meetings, ongoing support, and targeted productivity management empowered promoters to maintain a proactive in-store presence, resulting in improved customer interactions and measurable gains in output.
Client’s Feedback
JIPL commended Channelplay for delivering results that exceeded expectations, highlighting the additional value provided beyond the original scope.
"Fantastic efforts by the entire Channelplay team which has helped us to achieve a 44% increase in promoter productivity," said Ashish Singh, General Manager at JIPL.
Conclusion
Our collaboration with JIPL showcases our commitment to delivering measurable growth and operational excellence. By integrating innovative technology, comprehensive management strategies, and a client-first approach, we empowered JIPL to achieve sustained success and exceed market expectations.
