Fouress Engineering

Vertical

Sub-industry

Project category

Manufacturing

Industrial Valves

Sales Transformation

Client

Fouress Engineering is a five-decade old established player operating in Industrial valve segment. They manufacturer butterfly valves, insulators, Knife gate valves and other products for water supply and power generation markets. Fouress had built strong machining and designing capabilities. They had market presence across different states in India and partners representing them in many international markets. 

www.fouressengg.com

Problem Context

Fouress wanted to realize predictable and efficient sales organization for domestic and international markets. They wanted an audit of Bangalore and Gummudipoondi operations covering sales, marketing and other function to identify gaps and suggest areas of improvement. Management wanted the sales coverage, account mining and CRM to be strengthened and explore replacement and other markets to expand. 

Services Offered

Rewired sales organization and sales process including inside sales, sales coordinator, Regional sales and zonal sales. Product managers role and responsibilities were redefined and realigned.  Sales staff were optimized across different locations. Spares and service offerings were repackaged.

Key areas of Improvement

Sales Transformation:

  1. Redefined sales structures, sales operations and review process
  2. KRA/KPI & Incentives for complete sales and product team 
  3. After market and international sales organization.