From our customer conversations and current empirical surveys, we know that almost 60 percent of German companies in India have been struggling with falling sales figures since the outbreak of the Corona crisis. Every second company is already forced to work on the Indian market with fewer resources (personnel). One in three branches is currently actively involved in the topics of sales (re)organization and (digital) customer service, and we actively support a number of companies - such as GBNeuhaus - in this.
Reassessment of the market and customer segments
Certain sectors have been particularly hard hit by Covid-19 - others are even benefiting. For example, Norbert Wirth, Managing Director, Haver & Boecker India Pvt. Ltd., on WB India Summit like Covid-19 now massive investments in the areas of automation and hygiene can be expected.
In any case, the market environment has changed massively in India due to/after Corona. Everything that companies have done in terms of market analyzes in recent years is obsolete or needs to be critically questioned: market size, growth rates, sales opportunities in the respective market segments, etc. We strongly recommend a reassessment of the figures, data and facts in this regard - at least through a short one Marktcheck. Clarity is the prerequisite for any further sales planning or (re)alignment of sales resources.
Restructuring of sales structures
In India, relationships and personal customer service are traditionally important. Deals were only concluded after long and intensive relationship building. Covid-19 has also disrupted this business culture that has been cultivated for centuries - at least temporarily. As Simona Jadronova, Vice Director of INTORQ India Pvt. Ltd. et al WB India Summit stated (see here), is the primary focus of sales today remote, i.e. via MS Teams or Zoom.
But not every sales department starts with online demos, digital content and B2B web shops. Not every salesperson has mastered the new art of digital sales. And sometimes the roles and tasks in the organization have to be redefined.
Field service and internal service become blurred. Digital marketing and sales are moving closer together. How can I convince customers of the benefits of our products and services without being there? How do I provide service without traveling?
In the simplest case, you can become more competitive again through readjustments, selective personnel adjustments and individual sales training. In the best case scenario, you should now take advantage of the opportunity - and perhaps even the last chance - to make your business model fit for the fourth industrial revolution in India or to move it online. Keyword: eCommerce, digitalization, automation and business model innovation.
This is what several company representatives reported on WB India Summithow, during and immediately after the lockdown - when no skilled workers were available to the customer - they provided their clients with not only the machines but also personnel or other automation options and software. Thanks to their proactive and solution-oriented attitude, they were not only able to maintain customer relationships, but also massively expand them.
Creative sales models, lean cost structures & digital sales.
The current market environment does not necessarily have to be the same downsizing or Exit have as a consequence. After all, four out of ten companies from India are currently reporting stable or even growing sales figures.
Talk to our sales experts about your sales challenges. Together with you, we will develop creative and effective sales models, efficient structures and help you make your branch more digital and (again) fit.
