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SUCCESS STORIES

Best Practices – TUV India International Marketing & Sales Meeting Essen, 4 th December 2013 By Kaustubh A Korde. SUCCESS STORIES. Traditional Services Success through long term partnership and Key Account Management.

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SUCCESS STORIES

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  1. Best Practices – TUV IndiaInternational Marketing & Sales MeetingEssen, 4th December 2013By Kaustubh A Korde TÜV India, member of TÜV NORD

  2. SUCCESS STORIES TÜV India, member of TÜV NORD

  3. Traditional Services Success through long term partnership and Key Account Management The TATA Group is India’s largest and oldest conglomerate with over US$ 100 billion turnover and 100 group companies. TUV India has issued 50 certificates for the TATA Group. TCS is India’s largest company by market cap and has been rated as one of the world’s most innovative companies. TUV India has certified 156 locations for TCS. • Mahindra is a US $16.2 billion multinational group in India, with a presence in the automotive & component industry, aerospace, agriculture, consulting services, defense, energy, financial services, logistics, real estate and retail. TUV India has issued over 50 certificates and provides Homologation and Testing Services. ABB is a global leader in power and automation technologies. TUV India has issued 17 certificates to ABB units in India. Bosch is the world's largest supplier of automotive components. TUV India has issued 19 certificates to the Group. Gujarat FluorochemicalsLimited - 35 verifications performed for 8 million CER per annum . TUV India as a preferred partner for industrial services : The Reliance Group, is one of India's largest private sector enterprises, with businesses in the energy and materials value chain. Group's annual revenues are in excess of US$ 66 billion. Samsung Engineering a US$ 300 bn company an engineering, procurement and construction (EPC) company, provides a full range of engineering services including feasibility studies, design, procurement, construction, and commissioning. Technipis amongst the top five major groups worldwide in the EPC sector.

  4. New ServicesSuccess through Marketing, Cross-selling & Service Innovation Within two years, TUV India is one of India’s leading pesticide residue testing labs for fruits & vegetables exported to EU. Partner lab for testing of global samples in food, home & personal care products. Partner lab for testing of pet care and chocolate products. Hygiene Monitoring Services Energy Efficiency Services TÜV India, member of TÜV NORD

  5. What worked – Management Approach TÜV India, member of TÜV NORD Believing in the impossible Willingness to take risks - and knowing that not everything will work Leveraging the brand Investment in hiring the best talent KAM by Top/Senior Management - Tata, Mahindra, Godrej, L&T, SAIL, HUL, Siemens, Skoda/VW….. Leadership & Motivation - Passion & Hunger

  6. Marketing Approach Footprint - MS Testing…Zooming Ahead TÜV India, member of TÜV NORD Clear Marketing Strateg(ies) - differentiated for various markets & products, evolutionary, dynamic Positioning - good, highly reputed…or… Networking with all the stakeholders & Visibility - e.g. regulators (Testing, food), consultants (MS) Direct Selling is still King!

  7. Sales Approach • Building a solid sales funnel TÜV India, member of TÜV NORD Monitoring for each sales asset Training of Marketing & Sales staff - we sell technical services Post-Sales Behaviour & Connect – remembering to remember Supporting customers in their hour of need

  8. Communication TÜV India, member of TÜV NORD Website Exhibitions - as exhibitors and visitors Conferences - as speakers, invitees Committees - QCI, ACBI, AOAC, BIS etc Hosting Conferences - DEG/GIZ Advertisements Technical Articles Corporate Film Effective Presentations Marketing Collaterals Service Delivery as an effective touch-point.

  9. What didn’t work TÜV India, member of TÜV NORD Lack of follow-up and monitoring Complacency & taking customers for granted Believing that competitors are sleeping..they are probably running faster than us.. Overcommitting - sell thy neighbour’s car? Absence from social media.

  10. Looking Ahead TÜV India, member of TÜV NORD Hands-on Product Management vis a vis Controlling Global Key Account Management & International Marketing Strategies that create impact Efficient Processes & Accountability, SLAs, Deliverables Tools - CRM, Customer Surveys, Operating Platforms Institutionalization of Knowledge Management

  11. Thank you TÜV India, member of TÜV NORD

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