SALES FORCE STRUCTURE AND DISTRIBUTION NETWORK AT

Submitted to: by: Prof. T.K. C !tter"ee Lu# S!$ de#! %&'(&()*+

Submitted

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INTRODUCTION:
Safexpress began its journey in 1997 with just 9 offices and 12 vehicles, with a focus on ensuring safety of cargo, achieving the fastest transit time by surface across India and building the largest networ ! "he company began with an endeavour to create a corporate and organi#ed wor ing environment in the Indian Supply $hain % &ogistics industry! 7ISION: '"o revolutioni#e the Supply $hain % &ogistics industry in India and conse(uently contribute to the growth of our economy! )y way of our unsurpassable expertise in providing *alue+added Supply $hain % &ogistics services, we will enhance our ,-nowledge &eadership. and ,/ar et &eadership0'! ,ISSION: '1e shall adopt and internali#e a wor culture which demonstrates a 01e $an 1e 1ill0 attitude to reflect in our daily responsibilities so as to far exceed our objectives, consistently striving towards mar et dominance! 1e will create historical landmar s forming a strong edifice for the future overcoming all obstacles proactively, as our personal responsibility and commitment are to create delight for the customer with impeccable personali#ed services' CORE 7ALUES: "he $ore *alues are based on the culture of respect for their values, their goals, their people, their partners and their customers! CULTURE OF RESPECT RELATIONS8IP: "hey believe in nurturing relationships with their people, partners and customers! E7OL7E:

"hey are constantly % proactively evolving from an 02ffort+based 3rgani#ation0 to a 04esult+based 3rgani#ation0! SELF9DISCIPLINE: "hey ta e complete ownership and accountability of their wor as well as compliance of their policies % processes! PRIDE: "hey have a deep sense of pride for their organi#ation and what they do! E:PLORE: "hey believe in continually see ing -nowledge! CUSTODIANS: "hey act as custodians of their resources as well as their customers0 goods! TALK: "hey believe in the power of dialogue in dealing with any situation!

SER7ICES OFFERED:
1! E:PRESS DISTRIBUTION5 6 pioneer in 2xpress 7istribution Safexpress continues to innovate its offerings! "hey assure time+ definite delivery services using a combination of air, surface and multimodal transport! "hese services enable their customers to plan their in transit inventory 8 an important input for advanced materials and distribution re(uirements planning! "hey fully utili#e their infrastructure, technology resources, research and development, networ , fleet and their ecosystem of partners to provide an unrivalled average transit time of 1!9 days! 2! T8IRD PART; LO<ISTICS5 1arehousing has become a ey differentiator in an organi#ation.s go+to+mar et strategy! "he choice of warehousing location, the Stoc -eeping :nit mix, the level of automation and the distance from the customer ; vendor are often decisive factors in a product.s success!

<! CONSULTIN<5

Safexpress offers *alue+added services beyond physical operations, in the form of Supply $hain % &ogistics $onsulting! "heir 2xpert "eam of consultants is vastly experienced and brings global now+how, best practices and cutting edge technology solutions to the table, to ma e an organi#ation0s Supply $hain model more dynamic! Safexpress0 Supply $hain $onsulting services range right from planning, strategi#ing and networ designing to actual Supply $hain =etwor implementation!

>! SAFEAIR5 "hey partner with 6ir $argo 6gents who collaborate with ?et 6irways, 6ir India, -ingfisher, Indigo and Spice ?et to ensure speedy delivery! 6ir $argo /anagement re(uires a special expertise in handling and document management + this is one of their core competencies!

@! Sto$.&S e1f5 this service is a first of its

ind 8 it comprises of determining the need at a retail store, assessing the stoc available at the feeder warehouse, delivering the stoc as re(uired within the given time lines! "he service has been especially successful in retail outlets operating out of mega malls where customer foot+falls are high!

A! C!m=u4&8ome5 "his is a uni(ue service to ma e student0s baggage

handling smooth during their transition from student life to professional life! "his service is offered to the college students for delivering their belongings to their homes, safely and swiftly! It is a highly customi#ed solution for students to manage all hassles related to students0 luggage movement! 7! E!4y&,o#e5 this service is for moving the cargos from one place to the other!

8IERARC8;:
2very Bead 3ffice has three main departments to handle! =amely5 1! )7/5 )usiness 7evelopment /anagement 2! 3perations <! Cinance

BD, has three main functions of5

1! NEW SALES5 in this the main aim of the wor ers or the employees is to tap the new customers! 2! RETENTION5 the purpose is to retain the already existing customers by providing them with the best possible facilities! <! CO<NI>ANCE5 there exists a particular department whose main purpose is to loo into the existing mar et scenario and then reali#e what customers expect from the company and then according modify the services!

OPERATIONS department is to cater to all the activities that are involved

in the process from ordering to pic up to delivery!

FINANCE department is to ta e care of the wages, appraisals depending

upon the performances and compensation policies!

7ERTICAL 8IERARC8;:

"here exists one $/7, here in case of Safexpress it.s the owner /r! Dawan ?ain! :nder $/7 comes 2xecutive 7irectors! 2very /ega B:) has a 2xecutive 7irector! :nder 27 comes the *D for every department! "he *D has few Eeneral /anagers under him! 6nd then comes the 4egional /anager, 6rea /anager and the )ranch /anager! Cresh /)6 graduates are recruited at the post of the 6rea /anager!

,ANA<E,ENT OF SALES TERRITOR;:

7epending upon two factors, whole of India is divided into segments and these segments have different operational areas! "he two factors are5 1! 4egional distribution 2! =umber of departures Cor example, /aharashtra is divided into < main regions, namely, Dune, =agpur and /umbai region! 6nd also areas with lesser departures are clubbed together so as to cover all the areas! 3n this basis, there exists5 1! 1A /ega Bubs F&ogistics Dar sG 2! <2 Small B:)s <! 297 )ranches all over India! =agpur is one /ega Bub out of 1A existing in India and has around <@ departures per day! Similarly, 7elhi has AH departures per day!

DISTRIBUTION C8ANNEL:

6 very simplified and basic structure is followed for the distribution channel! 7oor to door service is the ey element of the service provided! "he place from the boo ing is done, the pac age is collected from there, it is chec ed whether it.s feasible to deliver it or not! If yes, then the pac age is sent to the related B:)! Crom there, it is transported to the B:) associated with the destination city! Crom there, it goes to the 7elivery )ranch and then to the 7estination! "hough the process appears to be simple and user friendly but there are number of complexities that are involved in it! 3n time delivery is the biggest challenge for a company li e this!

C8ALLEN<ES FACED:
Do$ume-t!tio-5 proper documentation of the vehicle, drivers, franchisees, customer, pac age need to be available with the driver always so as in case of problem, if any, it could be resolved easily! Com=e-4!tio-5 in case of any accident, compensation need to be paid to the customer! /any &2E6& actions need to be ta en and there exists number of formalities that need to be cleared! T eft45 one of the biggest challenge that is faced by the company! 8i"!$.5 happens in naxalite areas! "hen the company employee has to go to the station and file a case against the naxalites and then the police loo s into the matter! Ro!d4 !-d 4u==orti-6 e-#iro-me-t5 the wor ing environment is deterioting day by day! )ad roads, bad roadside facilities add to this! O-1i-e Boo.i-65 it happens sometimes that the server for online boo ing fails or brea s down which may lead to delayed delivery of the pac age!

Se!4o-!1ity5 happens that sometimes the services are at its pea during the festive season, then coping up with the increase in the demand of the service becomes difficult! Permit45 it has also been noticed that lot of permits are to be ta en by the drivers, li e the all India permit so as to travel all over India hassle free! No De1i#ery Are!5 sometimes it happens that certain areas have the permission to be entered for a certain period of time, during that time finding the destination and then delivering the pac age and then also ta ing an exit becomes difficult! I-$re!4i-6 Com=etitio-5 companies li e E6"I, )lue7art are giving a tough competition to safexpress but to an extent because of the competitive advantages, this company is able to ta e the pressure!

DRI7ERS: FACE of SAFE:PRESS:

7rivers are considered to be the representation of this company! "hey are aware of how to pass the vehicle at the chec post! "hey now about all the documents, how to deal with the possible difficulties that come up in between! "hey now the exact precise route that needs to be followed! Cor proper safety, the vehicles are sealed! So that the pac age could not be stolen! 6bove all, "ruc s are not owned by the company, but by the vendors!

PRO,OTIONS:
Safexpress doesn.t believe in much advertising! "hey have no advertisements, no signboards! 1ord of /outh is the only source of promotions! "4:$-S of the $3/D6=I are the :SD and the -2I 2&2/2=" for promotion!