Reshapes go-to-market strategy, sales team.
Tata Motors, whose Indica and Sumo once counted among the top-selling brands, is trying every trick in the book to prop up its passenger vehicle sales that are down by a quarter since April.
In a big makeover, the company has reshaped its entire go-to-market strategy and sales team to fight off an array of car and SUV models rolled out by local and foreign automakers alike.
To begin with, Tata Motors is looking at enhancing customer experience across its 1,000 touch points and 900 service points.
“We have reshaped our go-to-market and sales team. We are working in a different way now in managing our dealerships and customers. Our focus will be to enhance customer experience, giving them best-in-class experience, both in sales and service. As all our work around these things start kicking in, we will start seeing benefits,” said Ranjit Yadav (pictured), president, passenger car business unit.
Karl Slym, Tata Motors’ new chief, recently spoke about aggressive plans for company’s passenger vehicle division and its ambition of coming back as a strong volume player in the segment.
In line with the strategy, the company recently announced opening of flagship showrooms across metros.
“We are not number one in our customer experience today. Our intention is to be number one and not in too longer period of time, but in the few coming quarters. So all the work that goes behind is happening now. We are working step by step,” said Yadav, who recently joined the company from Samsung.
“We have revamped and upgraded our whole training process for our sales people and equipped them better. There were opportunities for us to improve, we spotted them and started working on them,” he said.
Meantime, April-December passenger vehicle sales are down 25.34% compared with the same period last year.
The company is hoping for an exciting 2013 as it plans to launch new products.
“2013 will be an exciting year. The economy is a it challenging and the markets are a bit challenged, but there are lots of initiatives we are putting in place that should help us do well in 2013,” he said.
The company will launch a CNG variant of Nano, and a diesel variant this year along with different product renewals.
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