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SCALA2 – Sales Promotion Proposal

July 2020
Overview

• Duration: 1 - 3 months

• Target Channel:
• Wholesaler
• End-user

• Target Sales:
• No of units: 4,000
• Measurement:
• Sales report MoM
• Data capturing from link

• Budget:
• Starts from SAR 200,000
• (split ?)
Incentive: WholeSaler – Scenario 1

Eligible wholesalers can use


Awareness? the vouchers within promotion
Wholesaler will approach our
Discount Tiers :
period to get discount 3 – 10%
as a value to be redeemed, dealers for new order with 1. SAR XXX,000 = 10% discount
discount, showing their
valid for 2 – 3 months, so their
voucher and voucher code 2. SAR XX,000 = 5% discount
2nd order should be within 2
months to get the discount 3. SAR XX,000 = 3% discount
Wholesaler representative will
approach our dealers (or other
sub dealers) for new order

If eligible, representative will


receive link to download
Our dealer will check “voucher Required Tracking details:
code” via our check link.
voucher.
If not eligible, reason of refusal
If checked eligible, our dealer 1- Invoice Copy
Wholesaler can qualify to will process the order with
promotion program based on
will be sent via sms along with
link to T&Cs.
mentioned discount. 2- Name of wholesaler
quantity purchased
3- Representative Details:
Name & mobile number
5- Location
Wholesaler will sign up from Grundfos will review details and
Monthly or quarterly, will issue 6- Identify communication channel:
debit note to our dealer to pay
link confirm eligibility by sms
the value for discounts WhatsApp, sms, email?
Incentive: Wholesalers – Scenario 1
Overview
• Any dealer who buys within promotion period will get a discount voucher (as a value to be redeemed) valid for two or three months, so his second order shall be within two
months to get the discount.
• For example; Place an order for SAR XXX,XXX and get a voucher for SAR X,XXX
• If cost per unit: 1,500 SAR
• Number of wholesalers = ? (agency or outsourcing)

Discount Tiers:
1. SAR 150,000 for 100 units gets 10% discount i.e. SAR 15,000
2. SAR 112,000 for 75 units gets 5% discount i.e. SAR 5,600
3. SAR 75,000 for 50 units gets 3% discount i.e. SAR 2,250

Target Number of Sales:


4000 units

Measurement:
Sales report
Application form from wholesaler representative

Budget:
Cost for vouchers: SAR XXX,000
Cost for promotion: SAR XX,000

Total: SAR XXX,000


Incentive: WholeSaler – Scenario 2

Our dealers should send sales Grundfos will calculate after


report for each wholesaler promotion period the winners
Awareness?
during last quarter to `grundfos and announce them either Discount Tiers
digitally or in an offline event
depending on situation 1. Highest order intake
2. Highest % Growth in order intake
during promotion period
Every time wholesaler fills a
Wholesaler representative will voucher, they will receive
approach our dealers (or other communication sms confirming
sub dealers) for new order eligibility and current score
level Required Tracking details:
If digital:
We will ship prizes to 1- Invoice Copy
wholesalers & team and
recognize them well
2- Name of wholesaler
If offline:
3- Representative Details:
Wholesaler will receive
Wholesaler will sign up from
username details in SMS to use
Their will be event in support Name, mobile number
link with our dealers to recognize
it for future purchases
and give prizes to winners 4- Location
5- Identify communication channel:
WhatsApp, sms
Incentive: Wholesalers – Scenario 2
Discount Tiers
1. Highest order intake
Top 5 winners
Prize = XX

2. Highest % Growth
Top 5 highest % growth in order intake during promotion period
Prize = XX

Target Number of Sales:


4,000 units

Measurement:
Sales report
Application form from wholesaler representative

Budget:
Cost for Prizes: SAR XXX,000
Cost for promotion: SAR XX,000

Total: SAR XXX,000


Incentive: End User

Required tracking details:


Awareness via social
media platforms to end 1- Invoice Copy*
user (include Influencer 2- Name of wholesaler*
videos)
3- Enduser Details *
Sellers are incentivized to Name, mobile number
do so.
5- Country (more details)
End user will approach our
6- Identify communication channel:
End user will receive
dealers to buy pump:
confirmation sms to WhatsApp, sms
1- online via distributors
2- online through estores confirm registration & 7- serial number of pump*
3- offline via auth. Dealers coupon or promocode
4- offline via subdealers 8- usercode of seller*

We will announce via our


Seller will guide user to
dealers about the
scan the code to sign up.
competition.
Incentive: Seller

Awareness via social media For each 10 filled forms from Required details:
platforms & via shop sellers. the same buyer, buyer will
receive gift/coupon from 1- Name of wholesaler
Sellers are incentivized to do so. Grundfos.
2- Seller Details:
Name, mobile number, ID
3- Country
End user will approach our
dealers to buy pump:
There will be a field in the
4- Identify communication channel:
1- online via distributors
2- online through e-stores
form that indicates the seller
usercode.
WhatsApp, sms
3- offline via auth. Dealers
4- offline via sub-dealers

Sellers wishing to participate When the end user will buy


will sign up via link and will pump from seller, seller will
receive unique “user-code”. ask them to fill the
scratch&win form.
Incentive: Installer / Buyer / Enduser
Scratch & Win

•Every purchase leads to a prize for the buyer


•To get the opportunity to fill form, the buyer needs to fill out the form before being able to do so
(Database)
•Link to form is on our landing page, so they need to scan QR Code to fill the form
•It’s the job of the dealer sales staff to ensure forms are completed, they are incentivized to do so

Target Number of Sales:


4,000 units

Measurement:
Sales report
Application form from end user

Budget:
Cost for Prizes to end user: SAR XXX,000
Cost of Prizes to Seller: SAR XXX,000
Cost for promotion: SAR XX,000

Total: SAR XXX,000


Incentive Breakdown - overview

Dealer Installer/Buyer

Stock incentive Sales staff Scratch & Win


Each purchase equals to a
Grundfos Vouchers SAR 50 Gift Voucher prize. Form completion
(valid for 2 months after required.
purchase) Sell 10 pumps = 1 voucher
XX,000 give aways
Tier 1 90% Scratch & Win forms (based on target set)
Order value over SAR XXX,000 and
completion required
get 10% voucher
PRIZES: TVs, mobile, gold coins,
Tier 2
This scheme needs to be monitored by the caps, t-shirt, measuring tape,
dealers
Order value over SAR XX,000 and get lunch box
5% voucher

Tier 3
Order value over SAR XX,000 and get
3% voucher

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