Martui Suzuki

1 No. of product categories? Name?

2 No. of Brands?
3 Channel Design
Manufacturer-> ------- -> Distributor - -> Retailer
No. of levels? name? Super stockist, super dist. etc
Roles of channel patners at each level?
Margins at each level?
No. of channel patners at each level? few locations
Criteria for distributor selection? What kind of contracts is their? Does
maruti owns any distribution company in its chain?
How much Stock is sent at each level? how much is stored and how it is div
ided at each level?
Order placing methods - Information sharing, Use of It?
Credit Policy? Modes of Payment> Payment period? penalty? Interest(late pa
yments) or discount(early payments)?
Which types of product(car models) & Brands are in which channles?
Motivation for distributor?Incentives at each level? Any kind of bonus on
achieving targets? How maruti convince their distributor to keep there products
and push them forward considering other compeitor products with same distrbutor?
Bulk order discounts or discounts due to credit policy like early payments?
Who is contact person at each level form distributor and maruti side? e.gRegional sales manager
Return Policy? if dist. is unable to sell the cars then is it returned? Is
there any type of cost involved like only X% of Buying cost is refunded?
Conflicts? Like manufacturer directly sells to customers and bypasses othe
r channel patners like distributor, dealers etc? Or A dealer in a particular reg
ion sells in a different region, enroaching into other territories?
Is there any policy or rules to avoid conflicts? Fines? Contract cancellat
ion?
How distributor or channel partner like dealers, maruti stores performance
is evaluated? Who handles it- Department name, officer Rank?
Any kind of training given to distributors?
Are their branches or any other method o make product available in ruralar
eas?
4 Physical distributionAspects?
5 Trade promoyions - Schemes or offers given to distributors to promote maruti'
s produts? Order Size discounts? Discounts on meeting monthly or yearly sales ta
rgets?
6 Common problems faced by channel patner's regarding distribution of maruti's p
roducts?
7 Common problems faced by maruti regarding channel patners[ - dist. dealers, Ag
ents?
8 Technology?Kind of system employed
9 Offices or dealerships
What are components of a office? kind os departments? Is their warehouses or
sericng facilities? What kind of IT is preesent in a office?Responsibilities ca
rried b them? When and how they report to top management (Head office)? Any kin
d of hirearchial structure between various offies?
10 Sales force structure
11 Selling process:
How, where and from whom customer buys the product? e.g- buying from dealersh
ips, agents etc
How sales person brings in customer or approaches customer?
Actual sales process e.g- Salesperson expalins features of a car to customer,
give them demonstration, Barganing over price, Discounts?
After customer is willing to buy, what kind of process follows? Any kind of cu

stome account is created? PAyment mode forcustomer? Credit Schemes? License NO.?
Car registeration? Any kind of idenity proof or documents verified?
Is their a CRM system deplaoyed for sales people? Is there a Telemarketing uni
t(BPO)?
Rules for salesmen from maruti regarding sales process?
Who sets the sales targets?
How much discount limit is given to salesmen? like they cannot give more than
Rs 25000 discount on Swift
And weekly or monthly agenda and sales targets given to salesmen?
12 Sales force management
To whom does sales force report?
Incentives:
Financial- e.g 20% variable pay on achieving 95% sales target
No-monetary - Holidays, Free training courses, trips etc
TrainiNG? Where they are train? What constitutes training material - product
features or demonstration training, soft skills training? If a new model com, w
ho trains the sales men about it?
Recruitment?
Salary Structure?
Performance evaluation? Who evaluates? Criteria? Imapact of evaluation report?
Promotions? any rules? Criteria? Who has authority to promote?