Himanish Bhandari

Section-B
170103082
Q1. PerkinElmer India is a wholly owned subsidiary of PerkinElmer USA. PerkinElmer offers
products and services as well as scientific solutions to the diagnostics, research, environmental,
industrial, food, and laboratory services markets around the globe.
The company serves pharmaceutical and biotechnology companies, laboratories, academic and
research institutions, public health authorities, private healthcare organizations, doctors, and
government agencies
The two-prominent product segmentation is as follows:
1. Discovery & Analytical Solutions
The Discovery and Analytical Solutions segment develops and provides analytical
technologies, solutions, and services that enable its customers to understand the
characterization and health of various aspects, including air, water, and soil. It also
provides solutions to farmers and food producers; an analytical instrumentation for the
industrial market, which includes the chemical, electronics, energy, food, lubricant,
petrochemical, and polymer industries; and laboratory services. This segment’s offers
a suite of solutions, including reagents, liquid handling systems, and detection and
imaging technologies that enable scientists to enhance life sciences research and drug
discovery processes. Its research portfolio includes a range of systems consisting of
imaging, detection, and extraction instrumentation for use on in vitro, ex vivo, and in
vivo models, analysis hardware, and software; and a range of consumable products,
including drug discovery and research reagents.
2. Diagnostic
The Diagnostics segment provides early detection for genetic disorders from pregnancy
to early childhood, as well as flat panel X-ray detectors and infectious disease testing
for the diagnostics market. This segment also develops technologies that enable and
support sample-to-sequencer workflow using next-generation DNA sequencing for
applications in oncology, genetic testing, and drug discovery.

Competitors: Agilent Technologies, Shimadzu Analytical, Thermolab Scientific

Equipment

Market Leader in Gas Chromatograph- Head Space Technology (64% Market share)

Organizational Structure

Director
Director (DAS) Diagnostics

DGM DGM Material DGM Sales South DGM Sales North

Chromatography Characterisation DGM Inorganic West and East DGM Service
Product Product Product
Specialist(North) Specialist(North) Specialist(North)
Product Product Product RSM
Specialist(South) Specialist(South) Specialist(South) West 1 RSM
Product Product Product West 2 East
Specialist(East) Specialist(East) Specialist(East) South 1 Bangladesh
Product Product Product South 2 (Similarly for North
Specialist(West) Specialist(West) Specialist(West) Central Region) RSM

Area Sales Service, Field

Manager, Territory Service Specialist
Manager Engineer

Q2
Role of FLSM
1. Working on leads generated by marketing team
2. Cold calling to generate new accounts
3. Working on on-going cases and achieve successful sales
4. Following in competitors account to convert in our favour
5. Resolving service issues if any in the current account
6. Following up with current customers to keep a track of new enquiry
7. Handling marketing events happening in the territory such as Product Launch,
Exhibition, Customer Meet
Q3
Marketing Strategy
Search Engine Marketing- Paid links that appear on the top of web searches for medical
instruments
Promotional Events: The promotional events are planned by the marketing team and the sales
team is intimated about the events. The sales team is the face of the company the marketing
team does not directly interact with the customer. Both the existing customers and the prospects
are invited to these promotional events.
Q4
PerkinElmer has adopted Salesforce platform successfully to make the sales planning more
efficient. Each and every Sales personnel has an individual account in Salesforce and they are
expected to update their sales tasks:
1. All accounts are assigned on the basis of geographical territory handled by a salesperson
2. Feeding account details such as Contact Details, Product Required,
3. Updating progress (Sales Stage) in each and every accounts
4. Feeding Won & Lost cases data after the closure
5. Competitor presence in each and every case
6. Every new sales enquiry generated by Marketing Team is mapped to Salesperson
depending upon its geographical location
All this data is used to calculate the sales potential for an area. Along with this activity past
sales track record is used to set targets for the next quarter.
Targets are set for every quarter by the senior sales team in quarterly meetings.