KOTAK PRIME - Mr.

Amit Sharma
Market Share
Hierarchy Structure
HIERARCHY
Director /
Promoter

VP Sales VP Sales

Regional Regional Regional Regional

Managers Managers Managers Managers

Area Area Area Area

Manager Manager Manager Manager

Executive Field Executive Field Executive Field

Retainers Executive Retainers Executive Retainers Executive
Quotas
● Quotas set according to the volume of the branch under the sales rep.
● The capabilities, in-depth knowledge about the product and repo with the
customers also determined quotas
● Past performances
Techniques
● Calling after getting data from the branches about serious serious customers
● Gauging the financial capabilities of the customer and financial stability.
● Face to face meetings.
● Displaying cars at the showroom to build up interest among the visiting
customers.
● Car symposium to educate customers about the product.
● Regularly message customers about the latest products and hold regular
discussions with the customers about the product.
Sales Performance
● Regular report sent higher up the company's leadership ladder.
● The reports are studied and on the basis of which regular meetings are held.
● New targets are set according to the meetings and the balance from previous
month’s targets are also added to the new targets.
● Regular interaction between the management and sales reps.
Follow ups
● Reduce the processing time of loan applications
● Reduce error rates and overall cost
● Reduce average response times
● Improve operational efficiency
● Increase oversight and control over the loan application process
● Increase visibility of loan application status across the organization
● Increase the likelihood of customer satisfaction by reducing friction
Sales in peak season:
● Packages are same.
● Level of performance is different
● Covering up the losses (which happened during non peak season)
Recruitments

Recruitments
● Doesn't happen often at the top management level
● Hirings during the peak season- at the retailer level.
Dealing with the slowdown
● It’s a short term period.
● Catching up the business in the peak season
● Collective business of the region is important.
Pleasing the Dealership
● dealerships can play on the price of a vehicle
● tries to play on the interest rates it keeps the interest rates lower than the
competitive players
● tries to negotiate with the dealerships and the showrooms by persuading them
● More sales earned due to the reduced interest rates is a Win-Win situation
Payment Schemes
● Purchase after the 15th day of a month, the EMI starts from the the next
month
● but if the purchases made during the first 14th day of the month the EMI is
also debited from his account in the same month
● most of the sales happen after the 15th day of a month till at 20th day of the
month
● during this period heavy discounts are also given.
Price Discrimination
● NO price discrimination among the customers
● Discounts are given
● rates change on the basis of the repo rate fixed by the government.
Geographical Data
● Delhi Bangalore Bombay
● NCR and Hyderabad
● Chandigarh
● Ludhiana
Training
● 15 to 20 days training
● performed in an in-house batch method
● department training for car loans
● how to sell and how to approach
● cases of wrong path
● strict course of action was followed
Motivation
● Kotak prime tries to keep inter-state discussions
● real-time benchmark is set amongst the various teams
● team meet ups also are conducted in every quarter of a financial year
★Ethics
★Story