VMESH - Integrated CRM for Academic Publishers.

Virtual Marketing, Editorial and Sales Hub

PRESENTED BY:

PARTIAL LIST OF CLIENTS

Publishers including – Pearson Education,

Oxford University Press, Macmillan Publishers,

Elsevier Health Science, Wolters Kluwer,

Saraswati House, Rachna Sagar,

S.Chand Publishing , Madhubun Books,

Vikas Publishers, BPI India, Kriti Prakashan,,

Sage Publications, Cengage, Taylor & Francis,

Eternal Ganges Press etc.

Others including – Sharp, Kuoni Business

Travel, Business Wires India, Satya Paul

WHY VMESH

VMESH – [Virtual Marketing, Editorial and Sales Hub]

An integrated CRM built for Academic Publishers covering all customer facing processes.

Key Advantages include –

1. Substantial Reduction in Operation Costs (upto 30% reduction in Sampling Cost).

2. Centralized and Updated Market & Product Data Repository.

3. Effective Competition Data Mapping.

4. Standardization of Workflows for Sales and Marketing/ Promotion.

5. Extensive Analytics

6. Profile based restricted customer data access

KEY MODULES

Comprehensive Product Repository - Book Catalogue with Sample Chapters, Teaching Resources, Book USP.

Market Data Repository – Database of Schools, Teachers, Coaching Institutes, Trade

Executive Tour/ Visit Planning - Cities, Schools, Trade visit plan with Purpose of Visit, Expected expenditure

Book Sampling Process Automation ensuring all key schools and teachers are covered

Executive Visit Reports Recording with Quick update using Mobile App during the visit

Book Adoption Detail Maintenance for all schools, subject-series wise

Workshop Planning & Management with provision to upload feedback data

Expense Reporting workflow with approval process

Gift/ Donation Tracking including workflow based donation approval process for each school

Competition- Product comparison Grid and Competition Adoption Mapping

DASHBOARD

An information screen providing Multiple Action options basis the user’s profile

Information displayed includes - Executive snapshot for the last 7 days including visits, samples, adoption entries done. Sampling Self-Stock Request – Validated and Shipped (Last 7 days), Follow-up actions and Travel plans.

PRODUCT REPOSITORY / CATALOGUE

Centralized Product Catalogue with detailed information for each series and title

Facilitates sharing of product information across departments.

All basic attributes like ISBN, title, imprint, YOP, language, binding, cover image and a two

level subject hierarchy

Tagging of titles under a series and number the books based on class level & also product

type like course book, work book etc.

Marking series / books for specific Boards (ICSE, CBSE etc)

Additional information like series /title description, sample chapters, marketing

presentations

Three prices maintained - List Price, UMC and NLV (Net Landing Value)

TITLE MASTER

CUSTOMER CONTACT DATABASE

Objective– Create and maintain centralized Customer-Contact database of all

customer categories including Schools, Coaching Institutes, Corporate, Libraries,

Government Dept. as well as Channel partners.

Multiple contacts can be maintained for single customer.

Data access limited to territory allocation of executives

Strong parametric search on multiple fields with output in different formats

Generate excel (rights based)

Print the list

Generate address label

CUSTOMER DATA - SCHOOLS

CUSTOMER DATA - TEACHERS

VISIT/ TRAVEL PROCESS FLOW

Helps the Executive plan territory coverage better ensuring no potential schools get missed in his visits.

Managers are updated about executive’s itinerary and can review the plan in advance.

SUMMARY TRAVEL PLAN

DETAILED TRAVEL PLAN

VISIT PROCESS FLOW

EXECUTIVE VISIT REPORTING

Visits made to all Customer categories are captured - Schools/ Trade / Corporate / Library/ Government

Department.

Adding any new Contacts (Teachers) or updating any changes in existing contact information.

Samples given are recorded and provision to enter request for more samples

Reduction of effort in Visit Report Entry – as instead of creating reports in Excel / email, executives

will enter the reports directly on system

Brings Standardization in Visit Report Entry which leads to automatic Compilation of Executive

Reports, and help Managers in analysis.

MOBILE ANDROID APP FOR VISIT

VMESH also has an Android Mobile App to help executives capture basic Visit information -

Visit date, time and location is captured through GPS tracker.

Details of School visited, sample given Y/N and visit feedback are entered on the app

Detailed entry of actual samples given, planned follow-up actions, collection made are entered from a

computer once executive is back in office / residence.

MOBILE APP - SCREENS

SAMPLING PROCESS FLOW

SAMPLING PROCESS

Books Sample in two ways –

By executive during visits (through his Self Stock)

Directly from Warehouse / Branch to the Customer (Direct Customer Sampling)

Repeat Sampling of same books to a School in an Academic Year cannot be done unless approved.

Provision to maintain Sample Inventory at each Branch; thus reducing sampling lead time and cost.

Status of Sample Request known at each step of validation and shipment. Hence executives can plan their

school visits efficiently.

Tight integration with Adoption data to known Sampling Effectiveness.

Sampling coverage Analysis helps in knowing which schools have not been sampled. This ensures no key

school is missed.

MIS on Sampling done Titles wise/Subjects wise in a period, for a specific School, by an executives etc.

Complete Record of Sample Stock issued to an executive

EXECUTIVE STOCK REPORT

SAMPLING REPORT

ADOPTION PROCESS FLOW

BOOK ADOPTION MODULE

Maintain details of all Adoptions for each School – Title/ Series wise

Data is maintained for each Academic Year

Class/ Course enrollment sizes to estimate potential market size

Linked with Sampling to assess Sampling effectiveness

Helps executives in promotion to other Schools as they can give reference of Schools where a

title is already adopted – as reference/ course text.

Executive Productivity Report–Titles sampled Vs Adopted

School wise Sampling Vs Titles Adopted.

ADVANTAGES – ADOPTION MODULE

Based on Adoption data – Strategy can be designed to

Defend Adoption already in place from replacement

Replace with newer edition of the title

If Adoption lost – strategy for recovering may be worked out.

Estimation of potential Sale possible.

Information of actual user is captured. This can be used for user profiling and marketing

strategies.

Adoption data information can be used as a marketing input for other Schools.

BOOK ADOPTION MIS

COMPETITION INFORMATION

Capture information of competing publishers, their title & series

Provision to record School wise Competition Adoptions.

This information can be used by executives to

Analyze sales loss

Identify opportunities for replacement

Design effective Strategies for future promotions

Competition Grid - For each book / Series - competing book details, and our USP against each.

Will help Sales Executives make a more focused pitch for each title.

EXPENSE REPORTING AND MANAGEMENT

Maintenance of “Entitlement” information (Level wise)

Travel / Visit Expense Bill logging –

Weekly / For a period Executives can file their Travel / Visit Expense Bills online

The Bills will need Approval by Manager / Senior (Two level Approval possible)

After Approval executive can print the report, attach hardcopies of bills and send to Finance Department

If the Expenses charged by Executive are high, the Approving authority may reject the Bill

Once Approved, the Bills will be visible to the Finance Department for making payments

against Expenses incurred

Finance may verify the Bills by viewing the Customer Visit Reports filed by the Executive

online.

GIFT AND DONATION MODULE

This module helps monitor the Gift and Donations given to a schools / organizations

Workflow based process, ensures that all gift / donation requests are “Validated”, before being

sent to accounts department for release of money.

Details of previous year’s adoption, current year sampling and current year adoption is

displayed when Validating a Donation / Gift request.

Record of all gift/ donations made till date is maintained which is then shown in customer

snapshot report.

This information helps assess school profitability, by considering the total Business received

from a School, and the total expenses incurred in acquiring the Business

Proper donation tracking also helps in cost recovery if promised business is not received from a

School / Customer.

WORKSHOP TRACKING

Conducting Workshops at Schools provide a good opportunity to sales team to build

relationship with teachers and to promote books.

VMESH helps track workshops from – Workshop request to validation to confirmation and also

in post workshop feedback capturing.

This holistic approach ensures that all inputs – Money required for conducting it, Marketing

Inputs, Resource Person conducting it, are properly tracked.

Proper scheduling ensures that there is no overlap in resource person schedule.

Workshop costs are logged as a Promotional cost against the school, and also shown in

customer snapshot report against the school. This helps assess a school’s profitability.

CUSTOMER SNAPSHOT

THANK YOU!!!Vrvirtual.com Pvt. Ltd.

K1/109, Chittaranjan Park,

New Delhi – 110019

For Queries Contact:

Sangeeta Mehra: 9810074477

sangeetam@vrvirtual.com