VMESH - Integrated CRM for Academic Publishers.

VMESH - Virtual Marketing, Editorial and Sales Hub is an integrated CRM built for Academic Publishers covering all customer facing processes.

1. Virtual Marketing, Editorial and Sales Hub Presented By:

2. 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

3. Why VMESH VMESH – [Virtual Marketing, Editorial and Sales Hub] An integrated CRM built for Academic Publishers covering all customer facing processes. Key Advantages include – Substantial Reduction in Operation Costs ( upto 30% reduction in Sampling Cost). Centralized and Updated Market & Product Data Repository. Effective Competition Data Mapping. Standardization of Workflows for Sales and Marketing/ Promotion. Extensive Analytics Profile based restricted customer data access

4. 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

5. 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.

6. 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)

7. Title master

8. 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

9. CUSTOMER DATA - Schools

10. CUSTOMER DATA - TEACHERS

11. 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.

12. Summary Travel Plan

13. Detailed Travel Plan

14. Visit process flow

15. 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 .

16. Mobile ANDROID APP for Visit VMESH also has an Android M obile App to help executives capture basic V isit information - Visit date, time and location is captured through GPS tracker. D etails 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.

17. mobile app - SCREENS

18. Sampling process flow

19. 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

20. Executive stock report

21. Sampling report

22. Adoption process flow

23. 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 .

24. 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 .

25. Book adoption MIS

26. 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 - F or each book / Series - competing book details, and our USP against each. Will help Sales Executives make a more focused pitch for each title.

27. 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.

28. 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.

29. 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.

30. Customer snapshot

31. Thank You!!! Vrvirtual.com Pvt. Ltd. K1/109, C hittaranjan Park, New Delhi – 110019 For Queries Contact: Sangeeta Mehra : 9810074477 [email protected]