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Rallis India
Bhagidari Sabha |
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| ORGANIZATION PROFILE |
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Rallis India is one of India's leading agrochemicals companies, with a century old tradition of servicing rural markets and the most comprehensive portfolio of pesticides for Indian farmers. The Company is known for its deep understanding of Indian agriculture, sustained relationships with farmers, quality agrochemicals, branding and marketing expertise and its strong product portfolio. Rallis is also recognised for its manufacturing capabilities and ability to develop new processes and formulations supported by the capability to register new products. It has marketing alliances with several multinational agrochemical companies, including FMC, Nihon Nohyaku, DuPont, Syngenta, Makhteshim Agan and Bayer Cropscience. |
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The Company is also focusing on strengthening its international presence and establishing new capacities for contract manufacturing. |
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| BEST PRACTICE CATEGORY |
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10.0 Improvement and Innovation |
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| MANAGERIAL PRACTICE WITHIN BUSINESS PRACTICE |
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10.14 Best Practices |
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| APPROACH USED TO ACCOMPLISH PRACTICE |
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| Initial Feedback, Topic for Discussion, Presentations, Strategy, Target Fixation & ownership |
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| MACRO FLOW CHART OF PRACTICE |
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| DEPLOYMENT OF PRACTICE |
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Pre sales season |
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Full day involvement of dealers |
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Understanding of deliverables |
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Division into groups on one or more topics |
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Group wise discussion |
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Rallis staff acts as facilitator |
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Group leader (dealer) makes presentation to all participants including company senior officials |
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Participation / best presentation is suitably rewarded |
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Evaluation by dealers only |
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Action plan prepared & implemented by company |
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Action taken status being shared in next forum |
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| IMPROVEMENT ACCOMPLISHED IN PRACTICE |
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Customer Engagement Scores, Doing exactly the opposite of current industry practice. It needs courage to commit actions. Requires a lot of transparency in the business process (not such a common feature in agro industry). Difficult to sustain since company performance on previous meeting recommendations gets reviewed with dealers. |
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| INNOVATIONS ACCOMPLISHED IN PRACTICE |
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| Making the dealer a partner in Strategic Planning |
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| ALIGNMENT OF PRACTICE WITH ORGANIZATIONAL NEEDS |
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| Customer Engagement Survey (Gallup) scores asking more focus on Partnership scores |
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| BENEFITS |
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| TANGIBLE BENEFITS |
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Improvement in customer engagement scores |
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Business results (north) |
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Market share : 9.5% in yr 06 to 10.5% in yr 07 |
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Sales growth : 13% v/s 4% of industry |
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Profitability improvement : by 5% |
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| INTANGIBLE BENEFITS |
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Benefits to channel partners |
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Skill enhancement (presentation) |
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Confidence building |
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Sense of pride |
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Business growth |
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| AUTHOR |
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Nishant Pahuja
Regional Manager Marketing |
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| Back to winners |
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| Back to winners |
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