Expanding Supplier Engagement Networks

A Supplier Relationship Effectiveness project was undertaken for an NBFC to expand their Direct Selling Agent (DSA) network. The project involved identifying additional geographies to penetrate, identifying the major DSAs active in that region, re-working the commission structures to make it more attractive for DSAs and training the sales team to be able to give a quicker confirmation on loan sanctions. By effectively engaging the DSAs through a dedicated sales teams, the company was able to increase their active DSA count from 45 to 62, leading to a 50% increase in the file sourcing and increasing the annual disbursements from INR 40 crore to INR 55 crore.