Head - Automotive Division
Franchise India
Total years of experience :22 years, 10 Months
• Assumes full responsibility for generating new business through building trusting relationships with automobile manufacturers and big business houses
• Developed and managed business plan and P&L of the department
• Developed and implemented strategy for brand and investor acquisition
• Worked closely with senior management of new and used car companies for appointing their channel partners
• Worked as an interface between brand and investors for closing the deal up till sign up
• Worked with Mahindra First Choice, Eicher, Skoda, Apollo, DSK Hyosung, Raj Petro, Carnation Auto, Royal Enfield
• Successfully appointed 9 dealerships of these brands.
Franchise Development
• Conceptualized & implemented strategies for developing the franchise business model for all three formats viz. POC, Workshop & POC plus workshop
• Scouting, evaluation, short listing and appointment of franchise PAN India across 5 zones
• Formulated policies and procedures for the appointment of franchises, infrastructure compliance, layouts and branding as per company norms
• Appointed 20 franchises in a span of 6 months in 4 pilot towns
Franchise Operations & Management (Used Car Business)
• Provided inputs to set annual plans for the franchises in terms of sales, volume & market share
• Monitored the business performance of the franchises and recommended strategies to enhance sales, return on investment & growth of the franchises
• Strategically developed programs to attract customers to the franchisee.
• Provided training to sales, finance and support staff.
• Maintained and managed productive vendor relationships for financing, leasing and insurance purposes
• Supported the franchises in human resource management & development and training
• Assisted the franchises for customer relationship management to increase customer loyalty and also acquire repeat and referral business
• Implemented a proper enquiry tracking system to reduce loss in enquiry data and subsequent follow-ups
• Generated procurement leads by initiating tie ups with local dealers and other used car portals
• Got the franchises to focus on park & sale activity to lower their capital investment and increase revenue
• Managed franchise relationship, performance audit and reward, franchise satisfaction & annual meets
• Achieved month on month on average growth of 5 % with revenue growth of 10% for the year
• Reduce non movable stock inventory from 8 days to 5 day
• Reduced inventory TAT from 32 days to 25 days
• Handled responsibilities of dealer engagement, layout design & dealer quality and process audit
• Appointed 15 new dealers, 150 new branches & 20 Pre owned car dealers
• Designed & implemented a cohesive long-term strategy to manage and grow the M&M dealer network
• Coordinated and managed dealer network expansion and market representation
• Handled assignment of “Mahindra Dealer Excellence Program” for Infrastructure and Process implementation
• Ensured compliance of current network development policies & procedures and dealer assessment for infrastructure and process adherence
• Assessed the market potential, necessity of dealer in the territory and interviewed potential candidates
• Facilitated new dealer induction/training programs for network expansions, manpower quality and adequacy, infrastructure, sales and service process, and financials
• Coordinated and developed infrastructure for High end SUV viz. W201 & Ssangyong products
• Actively participated in designing & developing software for DEALER MANAGEMENT SYSTEM
• Facilitated and coordinated for the usage of DMS and online data quality with key personnel of dealerships
• Coordinate with legal department to identify and pursue litigation to defend e company’s interests
• Developed and implemented strategies for business planning, vehicle sales & market share, sales strategy, brand building activities
• Managed promotional budget, new schemes for customer & dealers, dealer channel management, customer satisfaction standards
• Developed and implemented a customer and corporate database tracking system at the dealerships
• Maintained relationship with major DSAs, financers, insurance companies in the market
• Reviewed periodically dealer’s sales team on enquiry generation, customer data base, SSI, and CSI to improve their operations and customer loyalty & satisfaction
• Directed the dealers to establish goals and objectives in terms of sales, profits, performance, community relations, image, market share, profit, and ROI
• Appointed 2 new dealers, 15 new branches and 12 used car branches
• Monitored and coordinated for used car business of all the dealers of the state
• Managed a network of 9 dealers, 30 branches in the state
• Achieved 10% growth in volume & 6% increase in market share, best in the segment
• Grew Scorpio sales by 18%, whereas national growth was negative
• Facilitated periodic sales training of dealership personnel
• Monitored and guided the internal sales team for performance and target achievement.
• Achieved highest sale of Accessories & Extended Warranty penetration through sales during F09
• Become number one state for J D Power survey for F09
• Exercised control on marketing cost per vehicle and credit for the dealers and effected credit management
• Aided the channel partners for wholesale and retail finance and tied up with financial institutions
• Ensured adherence to corporate governance and commercial policies
• Led the team to reconcile last 5 years accounts for 13 dealers and 1 finance company
• Achieved INR 2 Cr. cost savings by settling old dues/Incentive claims at just 35% of total claimed amount
• Successfully handled the recovery process of old outstanding of Rs. 1.4 Cr from dealers