Around 18 middle to senior executives of various J.K. Group companies including J.K. Papers, J.K. Tyre, Umang Dairies and others attended this highly interactive full day training program. With the help of an academic discourse and practical feedback of the practicing international trade executives who attended this workshop, it was a very enriching full day discussion on the topic.

I.T.S thanks J.K. Organization and J.K. Group for providing this opportunity to conduct this training program for their selected and seasoned company executives. A number of I.T.S faculty members provided inputs and advise to make this prestigious training program successful.

Mr. Mahajan is the leading global thought leader in Total Customer Value Management. Mr. Mahajan worked for a Fortune 50 company in the USA for 17 years and had hand-on experience in consulting, training of leaders, professionals, managers and CEOs from numerous MNCs and local conglomerates like Tata, Birla and Godrej groups. He is also the author of widely acclaimed books “Customer Value Investment: Formula for Sustained Business Success”, “Total Customer Value Management: Transforming Business Thinking.” and " Value Creation: The Definitive Guide for Business Leaders". He was President, of the Indo-American Chamber of Commerce, and was Chairman, PlastIndia Committee, Vice President All India Plastics Manufacturers Association, Trustee Plastics Institute of America. He was a member of the US India think tank. He was Chairman of the US India Economics Relations Forum. Among his honors is a Fellowship from Harvard Business School and Illinois Institute of Technology. He also has 18 US patents.

The FDP was organized with the objectives:
• To create awareness about Co-creation of customer value
• Understanding Concept & global practices
• Implications for Indian companies in different sectors.

Addressing to the participants Mr. Mahajan highlighted that key development in marketing and business practice in the last decade has been the tremendous growth of customer relationship management (CRM). Many companies have invested significantly in customer databases to understand, monitor, analyse and influence customer behavior. The critical aspect of CRM is customer value, the economic value of the customer relationship to the firm. Customer Value Management is a measure of a company’s customers’ view of the perceived value for money delivered relative to that of their competitors’ customers. It is sometimes known as a Customer Value Added (CVA) approach. He said that effective Customer Value Analysis brings tangible benefits to a company. He shared various examples of multinational companies to make the participants understand the total customer value management and its implications.

The FDP content and the delivery were well appreciated by the participants.

Sales reporting demands the involvement of dedicated human resources with good understanding of the systems & processes, felicity with numbers, attention to detail and an ability to interpret & present the data in a form that is easy to understand for the users. The key aspects covered during the workshop are as follows:
• Log sales reports into computerized systems on a periodic basis – daily/weekly/monthly
• Consolidate the daily/weekly call reports of sales executives and present the same in a comprehensive and simple-to-analyze format
• Track sales against quotas
• Monitor expenses against estimated budgets
• Generate exception reports as and when there is a deviation from plan, to alert management
• Compose weekly/monthly summary reports and presentations
• Perform ad-hoc reports and analysis

Throughout his discussion he referred to his own personal life experiences. Students listened and participated in the workshop with great enthusiasm.