Increased the distributor performance and designed an integrated marketing-sales strategy to boost market share.

A French multinational O&G company was facing stagnant market share in India and under threat from aggressive competition.

While growth of vehicles enabled the growth of transport lubes demand in main Indian cities, the clients growth was not commensurate. Also, most of clients distributors were operating at sub optimal levels

Created a new Partner Management Framework to help the client manage its distributors more efficiently. As part of this initiative, 20% of non-performing distributors were rationalized and optimized to improve overall network effectiveness.

Additionally, the active sales time of the client’s sales personnel was increased by 15% through a strategic reallocation of daily activities. A Marketing and Sales Excellence Target Vision was also developed to guide the client’s long-term growth and performance improvement.