Corporate Gifts

In ‘HOW TO’ series in the last blog titled “How to open newer sales outlets” we covered how you can successfully design a reward scheme to achieve your objective of adding new sales outlets to increase both coverage and sales. In the earlier blog titled “How to increase sales through rewards” we talked about ways and means of increasing your sales month after month. In this blog let us focus on how to successfully cross sell your existing and new range of products. 

In mid-nineties we faced a situation where many IT partners were not willing to either keep the dot matrix refill ribbons or even sell new printer cartridges as the invoice value was too small. We ran a scheme where on all fast-moving items depending on the value of the items bought on every billing, we started giving free either the dot matrix cartridges or refill packs. Over a period, we manoeuvred partners to start liquidating the accumulated free scheme stocks to their existing or new clients thereby increasing business for all of us and better service for their end users. The bundling strategy thus designed also increased our overall sales for regular fast-moving items as competition could not counter, block or match the overall offer.
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In ‘HOW TO’ series in the earlier blog titled “How to increase sales through rewards” we talked about ways and means of increasing your sales month after month. The current blog covers how during mid-nineties we motivated stationery shops to promote and sell IT consumables through right rewards and recognitions. India started opening its economy during early nineties and the rapid computerization resulted in demand for office consumables like floppies, dot matrix ribbons to start with and subsequently various storage medias, inks and toner cartridges. 

New challenge was how to increase sales for recurring office supplies through existing IT vendors who were reluctant to get involved due to non-compatibility to their existing business model due to extra pain of stocking, delivery and collections for very low-ticket items. Ideal solution was traditional stationers, but they needed lot of hand holding to enter an alien territory, so a novel scheme was run for onboarding them as regular office consumables sellers. Salespersons were given rewards for onboarding every new outlet resulting in even few xerox shops onboarding under the phenomenally successful reward and recognition programme. 

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Our primary job is to increase sales for our products month after month and so let me narrate what has worked for us over the last 40 years. I started my career with Eureka Forbes Limited mid-eighties as a door to door salesman selling vacuum cleaners and earned mainly on commissions. I also enjoyed exciting gifts for clocking in qualifying sales in the first week of every month and various other rewards & recognition programs run by our dynamic sales manager Mr. Anil Ambo who also shaped my thought process. During the early nineties, I also read a book ‘How to motivate people’ by Michael Leboeuf where he talked about “Rewards: the greatest management principle in the world” further moulded me in running various programmes in my business for sales persons, managers, buyers, retailers and stockists. 
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