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    SDM Group 4 Sec B

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    Mohammad Nadeem
    This document summarizes Xiaomi's offline sales strategy in India. It discusses Xiaomi's company background, market overview, selection of distributors, key account management, sales territory management, sales force compensation structure, sales culture, GTM strategy including different retail store formats, recruitment and evaluation processes. The summary focuses on providing an overview of Xiaomi's multi-level distribution network and emphasis on driving sales and market share through their offline retail strategy in India.

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    SDM Group 4 Sec B

    Uploaded by

    Mohammad Nadeem
    24 views14 pages
    This document summarizes Xiaomi's offline sales strategy in India. It discusses Xiaomi's company background, market overview, selection of distributors, key account management, sales territory management, sales force compensation structure, sales culture, GTM strategy including different retail store formats, recruitment and evaluation processes. The summary focuses on providing an overview of Xiaomi's multi-level distribution network and emphasis on driving sales and market share through their offline retail strategy in India.

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    This document summarizes Xiaomi's offline sales strategy in India. It discusses Xiaomi's company background, market overview, selection of distributors, key account management, sales territory management, sales force compensation structure, sales culture, GTM strategy including different retail store formats, recruitment and evaluation processes. The summary focuses on providing an overview of Xiaomi's multi-level distribution network and emphasis on driving sales and market share through their offline retail strategy in India.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    24 views14 pages

    SDM Group 4 Sec B

    Uploaded by

    Mohammad Nadeem
    This document summarizes Xiaomi's offline sales strategy in India. It discusses Xiaomi's company background, market overview, selection of distributors, key account management, sales territory management, sales force compensation structure, sales culture, GTM strategy including different retail store formats, recruitment and evaluation processes. The summary focuses on providing an overview of Xiaomi's multi-level distribution network and emphasis on driving sales and market share through their offline retail strategy in India.

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    © All Rights Reserved
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    Download as pptx, pdf, or txt
    of 14

    UNDERSTANDING

    SALES STRATEGY (OFFLINE) OF


    XIAOMI

    GROUP 4
    MD Arshad MBA21108
    Meesala Jayaprakash MBA21109
    Mohammad Nadeem MBA21111
    Mohanish Mangalam MBA21112
    Mohibbul rahman MBA21113
    Mrinalini Minal MBA21116
    Company Background
    • Company Name – Xiaomi
    • Registered Name – Xiaomi inc.
    • Founded – 2010
    • Founder, CEO, Chairman – Lei Jun
    • Market Segment - consumer electronics and related software, home appliances, and household
    items
    • First Smartphone launched – 2014
    • Position in World – Fourth largest manufacturer of Smartphones (in units)
    • Ranking – 266 th position in Fortune Global 500 ranking (2022)
    Market Overview
    Market Overview
    Selling Process

    Selection of Distributor
    • Capital
    • Domain Check
    • Industry Check
    • Tr a c k r e c o r d
    • Minimum Stock

    • Prefered partner
    • Premium prefered partner
    Sales Strategy

    Key Account
    • 22 % to 25 % market share in the region

    Target Account
    • < 20 % Market Share
    Issue Check Motivation

    Why Bother Account


    Sales Territory management
    Country Head

    RH RH RH RH RH

    Z Z Z Z Z Z
    H H H H H H
    SH SH SH SH SH SH

    TH TH TH TH TH TH TH

    T T T T T T T T
    L L L L L L L L
    Promoter Non- Promoter

    Super Buddy Mitr


    Sales Force Compensation Structure
    For Executives For Promoters
    • Fixed Salary • Fixed Salary
    • No Commission • Cash commission based on
    • Compensation Based on Rating Model

    • 2 • Minimum
    • 3
    • 4
    • 5
    • 6 • Maximum
    Sales Culture

    • Aggressiveness,
    • Problem-solving skill
    • Pressure,
    • Aided by brand,
    • Powerful incentive plan.
    GTM Strategy
    Offline Channel

    Company Distributor Dealer/ Retailer Consumer

    Channel Activities
    • Sell In
    • Sell through
    • sell out
    Continue...
    GTM Strategy
    Mi Home Mi Studio
    Extension of Mi Home

    Mi Store Mini Store


    • 250 sq ft
    • ₹2.5 lakhs - furniture No buddy (90k furniture, 50k security, 20k
    • ₹1 lakh - interior interior) 5 lakhs products - no cladding
    • ₹1 lakh security money
    • Buddy - 15 Lakhs investment ( 2.5 -
    counter, 1 - security, 1.5 - interior, 10 lakhs
    products) with cladding
    Recruitment and induction process
    System of evaluation
    60% - of overall outlets should sell at least 1 Xiaomi series phone
    15% - of overall outlets should be KRO - should sell more than 12 Xiaomi units
    5% - of overall outlets should sell future oriented products
    2.5% - of overall outlets should generate a revenue of ₹60 lakhs per
    month
    Thank you! Special Thanks to

    Prof. Baljeet Singh Mr. Sagar Mishra


    Faculty of IIM Jammu Xiaomi Territory Head, UP East

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