Front Edge Human Capital Pvt Ltd Background Profile

Front. Edge Human Capital Pvt. Ltd. Background & Profile

Contents v Introduction v Raison d’etre v Differentiators v Services v Illustrative Work v Organization

Introduction • We are a 'Last Mile' Business Solutions & Capability Development Company based at Bangalore. • We partner with our corporate clients in increasing their effectiveness at and across customer touch points. • Our vision - enable our clients to “Win at the Front Line” by addressing their business challenges in managing their customer touch points / last mile. • Our approach is Customized and Diagnostic - Remedial. We design and deploy solutions through client specific project teams over tenures long enough to make a difference to clients' business outcomes. • Most of our current work is with leading companies in FMCG, Consumer Durables, Retail and Auto sectors.

Raison d’etre • Help our clients "Win at the Front Line" by identifying and addressing our clients’ challenges in managing their front line teams across functions. Much of of work involves capability building among front line teams of Companies across sectors. • Co-create customized and innovative solutions that provide a competitive advantage to our clients. • Facilitate execution of our solutions in our clients’ organizations. • Endeavour to employ organization members and associates of high quality, sensitive to the needs of clients. • Create a work place characterized by learning and growth.

Differentiators • Last Mile focus • Business Linkage - Solutions (not mere services) linked to client’s business outcomes – execution focus. • Customized & Diagnostic - Remedial approach • Integrated & Turnkey approach - Sales & Marketing, HR & Training & Project Management expertise • Project Based approach - Exclusive project teams for each client basis scope of assignment • Scope – Sales & Customer Service - front line & supervisory levels including sales & distribution partners.

Services • Last Mile Business Solutions – Our solutions most often are in Sales and Customer Management. – Capability building – Productivity / profitability improvement – Channel design & management – System & Process Design – Customer engagement / interface quality – Customer retention – Design and deployment of customer outreach programs.

Services • Capability Development We offer capability development solutions in: – Sales – Customer service – Team building – Soft skills

Services • Front. Edge Sales Academy (FSA) – The Academy meets corporate demand for trained front line sales personnel across India. – FSA - market intermediary linking corporate demand for trained sales personnel with trained and industry-ready graduates with aptitude for a career in Sales. – Demand led initiative - FSA enrols and trains graduates to specific demand from corporates. – FSA aggregates demand for entry level sales personnel from its corporate clientele, selects graduates thru’ a rigorous assessment process and make them industry ready through an intensive 3 month Skill Development Program.

Services • Front. Edge Sales Academy (Contd. ) – Holistic Program with focus on skills related to sales, information technology, soft skills and language skills. The Program places equal emphasis on class room training and field training. – Managed by experienced faculty with extensive sales and training experience. – Classroom training of 3 months followed by a structured 9 month On Job Sales Training Program with the Corporate. – On Job Sales Training punctuated by 3 quarterly assessments. – Joint certification by Front. Edge and the Corporate at the end of 1 year.

Illustrative Work Client – Marico Ltd. • Challenges – – Increasing productivity and range selling of field force Enhancing capability of field force in selling newer / challenger brands Using technology (PDAs) to sell better and Positioning field force as “experts” in the eyes of retail trade with regard to category and product knowledge. • Solution – A first hand study including market working and focus group interviews was carried out among the field force with a view to plan the way forward. On the basis of this study, a program incorporating the following was firmed up and executed:

Illustrative Work – Content design and development for four training workshops on (a) Category & Product Knowledge (b) Selling & Objection Handling thru’ PDA (c) Stockist Management and (d) Effective Supervisory Skills (for ISRs). – Deployment of training thru’ a highly participative / interactive methodology. – Assimilation of learning thru’ on job projects and – Linkage of training with quantitative and qualitative indicators. • Outcomes – The project has been well received by the Company and the participants. There has been a 20% average improvement in the sales metric being measured immediately after the program as well as significant improvement in qualitative measures of performance. A plan to scale up this project nationally is being worked out.

Illustrative Work Client – VLCC - Personal Care Business • • Challenge - Historically, the Company’s Personal Care business in South India has not fared well in relation to the other regions. The Company had multiple issues in the South – indifferent market acceptance, lack of distribution muscle and sales team attrition. Solution – Design and creation of a General Trade Distribution structure and process – Optimization of Modern Trade operations – Assessment & Training of Sales Team - ASMs & Sales Executives of General Trade and Modern Trade. • Outcome – 100% increase in sales revenues from South over 3 Quarters.

Illustrative Work Client – Arvind Lifestyle Brands Ltd. • • • Challenge - The Company has an Assessment Centre which evaluates and promotes Customer Care Executives to the Asst. / Store Manager position by virtue of their performance as individual contributors. These promotees have no formal induction into their managerial roles. Solution - Front. Edge has designed a customized training program called “The First Time Manager” which provides inputs on both the hard skills of planning, analysis & review as well as the soft skills of managing self and team. Outcome – The program on “The First Time Manager” was received well by the client as well as by the participants. The program has now been made mandatory for all internal promotees.

Illustrative Work Client – Orkla / MTR Foods Pvt. Ltd. • Challenge - The Company has a wide array of products as well as excellent distribution in metros and urban centres. However, the sales & distribution infrastructure in semi urban towns and rural was dependent on the indirect / informal wholesale channel. • Solution - Creation of a Rural Sales & Distribution Plan including a separate rural sales team and a stockist network to reach all towns up to 5 K pop. The plan includes identification of hub locations for redistribution, product identification and design of sales systems & policies as well as capability building. • Outcome – Rural Sales & Distribution Plan document prepared. Pilot planned in one of the southern states soon.

Illustrative Work Client – Vaishnavi Infrastructure Pvt. Ltd. • Challenge – The Company’s culture has evolved with a strong focus on internal departments and individuals and inadequate focus on the customer and team work. The top management felt the need to promote the primacy of the customer thru’ better co-ordinated team work. • Solution - Workshops on “Customer Focus” and “Team Building” were conducted for the top 40 leaders / managers. These Workshops were followed by “on job projects” that made the participants better assimilate the learning by putting them into practice. All the projects were designed to promote team work or satisfy internal / external customers. The results of these on job projects were presented by the participants in a workshop to the Top Management Team. • Outcome – Greater degree of team work and customer focus evident in the Company. Front. Edge mandated to take this assignment further by strengthening existing processes and facilitating signing off of SLAs between various teams / departments.

Illustrative Work Client – Perfetti Van Melle India Pvt Ltd. • Challenge – Company’s frontline team historically used to selling to trade and not used to supervision of the Distributor field force. This is coupled with low productivity of the Distributor field force. • Solution – Distribution correction including choice of retail outlets, re-design of beats and frequency of retail servicing. – Capability building of Distributor Field Force and – Re-definition of Co. front line sales team along with capability building and coaching • Outcome – Project under progress

Organization Ramesh Hande Director Consultants / Project Managers Trainers B’lore, Mumbai, Delhi, Chennai, Hyderabad Sajeev Nair GM - HR

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