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Sangatikarana

The Introduction
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Sangatikarana
Who are we?
Sangatikarna Corporate Services is a Consulting, Training and
Executive Search Firm providing services to organizations that are
looking to grow, expand and create high impact and profitable business
enterprises.

The literal meaning of Sangatikarana is the process of unifying the

minds (to achieve the common goal). Sangatikarana is an initiative by
experienced professionals from the field of business and management to
create and deliver strategic and tactical value to Medical Device
Companies .

The leadership team at Sangatikarana follows hands-on and proactive

approach in addressing the needs and business challenges of every
business organization it is associated with. The team has substantial
and relevant cross functional expertise in meeting different business
challenges of large Indian and multinational organizations.
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Sangatikarana

Profile of lead consultants and trainers

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Sangatikarana

Ramu has over 24 years of experience with significant senior corporate management roles in
Healthcare industry with giants like Medtronic and St Jude Medical. The last corporate assignment
was with St.Jude medical as Director of sales and marketing responsible for growing and
managing the business and teams in South Asia.He had a short stint in academia for about 3.5
years teaching and researching in the area of sales, marketing and business plan. He has taught
in almost all the programs of S.P.Jain Institute of management and Research in Mumbai

Ramu is the founder and Director of Sangatikarana corporate service private limited. In his current
role, he works with companies to drive sales and marketing efforts, strategy and organization
growth. He advises clients ranging from Fortune 500 companies to family-owned business. He
coaches business owners and professionals towards achieving the revenue and profit growth. He
spends much of his time coaching senior leaders on how to align their teams for ultimate success.
He is a passionate trainer and conducted training programs for companies like Covidien, Kimberly
Clark, Medtronic,Cisco,Abbott, Ugametc. By way of skill building programs, he helps companies
build strong frontline sales team to SBU heads.

He received his postgraduate and undergraduate degrees from Karnataka University.

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Sangatikarana

Ashok has over 30 years of experience with Healthcare Industry giants like Medtronic ,
AVE, BARD Intl., Lupin Labs and Alkem Labs.in various Leadership positions for South
Asia and Asia Pacific markets.
His last corporate assignment was with Medtronic Asia Pacific as Group Marketing
Manager for the Structural Heart Div. based out of Hong Kong.
Ashok has handled devices, equipments and formulations across multiple therapeutic
areas like Cardiology, Cardiopulmonary, Urology, Oncology, Gastro-intestinal and
Surgical.
Having been responsible for Business Operations and P&L statements in the Asia
Pacific region, Ashok understands the business environment and business dynamics in
the countries of Asia Pacific region.
He received his post graduate Diploma in Marketing Management and undergraduate
degree in Science from the Mumbai University.
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Sangatikarana

Manish Bansal is an Entrepreneur, Investor, Author and Keynote Speaker. At present, he is CEO of
SME Value Advisors, an Investment Banking and Consulting firm, which partners with Emerging
Corporates/SMEs to take them to the next level. Over last 20 years, he has worked with several
reputed organizations such as Citibank (Strategy function in CEOs office and Derivatives Sales),
Securities and Exchange Board of India (Regulatory and Market Development function Public
issues, Derivatives market infrastructure and Strategic initiatives) and Institute of Chartered
Financial Analysts of India (Industry and company research) etc. He is an Independent Director on
board of Guiness Corporate Advisors, a SEBI registered Investment Banking firm.
Academically, he has done his M.S. in Business Administration from University of Maryland, U.S.
He also holds other degrees like MBA, CFA and Licentiate in General Insurance.
He has been a speaker in various programmes, both National and International, organized by
distinguished institutions such as Bombay Stock Exchange (BSE), National Stock Exchange (NSE),
Multi Commodity Exchange (MCX), Dun and Bradstreet (DnB), Credit Rating and Information
Services India Ltd. (CRISIL), Institute of Chartered Accountants of India (ICAI), Institute of
Company Secretaries of India (ICSI) and various industry bodies such as FICCI, ASSOCHAM, CII
etc.
He has also visited various prestigious Institutes including Indian School of Business (ISB),
Hyderabad, Indian Institute of Management (IIM), Bangalore, Indian Institute of Technology (IIT),
Mumbai and several others as a speaker.
In addition, he has several publications to his credit including a book published by McGraw Hill
Derivatives and Financial Innovation.
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Sangatikarana
How can we assist you?

Training Consulting

Strategising
Sales force and executing
effectiveness the sales
growth plan

Building
Managerial
capability

Building
efficient and
loyal channel
partners
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Sangatikarana
How can we assist you?

Training
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Training programs conducted in the space
of Pharma/Medical Devices/Equipments.
Name of the
Participants Module
company
Abbott Key Account Managers Key Account Management

Medtronic RSMs and Marketing Team Segmentation

Abbott Fast Trackers Engaging the Payers
All the channel partners Increasing the Pipeline and
Alan Electronics
and their team achieving the sales growth
Kimberly Clark
Sales and Marketing Team Channel Management
( Halyard)
Sales Effectiveness and
Romsons Sales and Marketing Team
Communication
Covidien (Now part of Entire process of AOP planning
Sales and Marketing Team
Medtronic) along with training
Various Channel Owners, Sales and Motivation, Sales Process, Skill
Partners of Medical Marketing Team and the development, AOP process,
devices and equipment Support team Process improvement
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Sangatikarana
How can we assist you?

Training

Sales force
effectiveness

Target Audience: Front line sales force

Goal: To build a sales team capable of Key Accounts/KOLs ,

To make the team capable of planning the sales growth in the given territory.

Training Plan: Two days of intense workshop with role plays, case studies, Real life
exercises. Interactive sessions covering following aspects
1.Making powerful sales pitch, 2.Objection handling
3.Attacking competition, 4.Use of promo tools/brochures
5.Retaining and growing existing customers
6.Adding new customers,7.Key Account management
8. Selling under environment having multiple decision makers
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Sangatikarana
How can we assist you?

Training
Building
Managerial
Capability
Target Audience: Supervisors/Regional Sales Heads/Product Managers

Goal: To build a strong middle managers capable of attracting, grooming and retaining
talent .
To build a team capable of independently strategising and implementing sales
growth plan for the region
Training Plan: Two days of intense workshop with role plays, case studies, Real life
exercises. Interactive sessions covering following aspects
1.Analysing the sales and market data, 2.Ability to prepare an annual
sales plan and define execution plan.3.Spotting the growth
opportunities and driving the sales force 4.Reporting, monitoring and
giving feedback, 5.Review of channel partners and driving them
towards the achievement of growth.
 your company name
Sangatikarana
How can we assist you?

Training
Building
efficient and
loyal channel
partners

Target Audience: Owners of dealers or distributors

Goal: To make the team capable of planning the sales growth in the given territory.

Training Plan: Two days of intense workshop with role plays, case studies, Real life
exercises. Interactive sessions covering following aspects
1.Making powerful sales pitch, 2.Objection handling
3.Attacking competition, 4.Use of promo tools/brochures
5.Retaining and growing existing customers
6.Adding new customers,7.Analysing the sales and market data
8.Reporting, monitoring and giving feedback 9.Understanding the
financial statements 10.Spotting the growth opportunities.
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Sangatikarana
How can we assist you?

Consulting
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Sangatikarana
How can we assist you?
Scope:

Companies or businesses need advice and solutions on how to achieve businesses growth year on
year. Identifying the growth opportunities and executing the growth plan becomes a critical driver of
growth.

We enable organizations in making these decisions through a hands on approach, which involves
an in-depth analysis of the Organization, competition and the industry .We help the management in
evolving various alternatives for growing the business. Evaluating these alternatives with the
internal operations and key strengths of the client and making choices that will achieve the desired
objectives. We also come up with a definitive action plan that can be executed rapidly.

Our offerings include:

Analysis of What value we offer to whom?

Who is creating value for the customers?
Product portfolio analysis
Aligning different functions, teams, departments towards a common goal.
Sales Channel Management and Strategy
Go-to-Market Strategies for the international markets
Customer Experience Strategy
Advice on the strategic issues sought by the Director and sales /marketing/ finance/ HR teams
Leadership coaching
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Sangatikarana
How can we assist you?

Consulting:
some of our Projects
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Sangatikarana
Client: Fortune 500 US MNC, a medical device giant.

Duration of the engagement: 2 years (Completed)

We helped them in setting up their channel in Bangladesh. We
also assisted them in defining tactics for increasing the sales force
effectiveness.

Client: Writing Instruments Company, Mumbai

Duration: Ongoing since November, 2013
We are helping them launch a new brand of writing instruments
both in the domestic and international markets. We are facilitating
the process of need Identification of the newer segments/markets.
We helped them in defining both sales and marketing activities for
different verticals of the business.
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Sangatikarana
Client: Structural Consultancy Firm, Mumbai
Duration: Ongoing since 2013
Helping them professionalize the sales team and induce
aggression in the team n a fiercely competitive market. We helped
them to prepare the AOP/QOP process and the tools to monitor
the progress week after week. We are guiding the management in
defining the International sales strategy.

Client: Jewellery Retail Stores, New Delhi

Duration: 6 months(Completed)
We assisted them in increasing the foot fall, brand building and
digital marketing. We trained their sales, marketing and the
floor sales team and helped them increase the conversion. We
also worked on optimizing their DIOH.
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Sangatikarana
Client: Large agri based Industrial House
Duration: From December,2013 to August,2014 (Completed)
We helped them in preparing both sales and marketing plans. By
virtue of the monitoring tools, they improved their sales force
effectiveness. We facilitated a successful launch of new product
because of which they increased their sales by 50%. We established
both channel management and preparing Sales force effectiveness
tool.
Client: Indian Medical Equipment Manufacturer.
Duration: One and half year (Completed)
Revamped the distribution network and also supporting the
organisation in ensuring that they have a plan to get the best of the
existing the channel partners. It was a pan India engagement with
training and coaching of its direct employees and channel partners.
Helped them prepare and execute International sales plan. Their
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Sangatikarana

Client: Three different Medical Device distribution houses.

Duration: One On demand and two completed

a) Assisted them preparing AOP for each SBU head.

b) Conducted workshop on selling skills for the front-line sales
force
c) Conducted market research to spot the newer opportunities
d) Conducted Outbound training program for the entire staff of
about 70 people.
And many more short term assignments......
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Sangatikarana
Testimonial 1
"We enjoyed our Management Development Programme & AOP recently conducted by Prof.Ramu, it was
good to work with him and his Coaching was very productive, as were his answers to the queries. He
kept on schedule and covered all the subjects & included many important things that is relevant to our
business.

One of the best instructors we have had the pleasure of working with, Prof.Ramu is a phenomenal
teacher, the training Manual was very clear and concise. We found the teaching aids and Case Studies
related to Medical device industries were very helpful & tailor made.
The standard of training on the course was exceptional, whilst the style and delivery made it enjoyable.
Thanks to the Targeted Training's professional and structured approach to the course, our staff looked
forward to attending each session and was eager to read everything recommended. The training
we received from, not only provided our staff with new skills, it convinced them, by giving confidence in
their own abilities, we took so much away from the course, as it helped us to understand how things work
in our sector."

"Highly recommendable for all business houses for increased productivity & improved quality of the
employees".

Suresh R
General Manager
Phoenix Medicare Pvt. Ltd,
No.1783, 'Phoenix House', 19th Main,
1st Sector, HSR layout,
Bangalore - 560102
Ph: 080-22589442/43/44
Mobile: +91 98805 87705
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Sangatikarana
Testimonial 2
Our division STI was new in Covidien and we wanted help with sales techniques to
change the way we approached our customers, with an aim of our sales team focusing
more on sales and not simply customer service. We chose Prof.Ramu (Sangatikarana) for
our sales training, his experience and topics covered in the sales training, and we gained
confidence in his step by step training modules.

I especially like Hunting & farming sales approach, it was very much relevant to our
business.

Since we did the training with you, at this time last year, the sales reps have been more
enthusiastic and motivated and their relationship with customers and within the team
has improved markedly
Tushar Purohit
Regional Manager North & NE
Indian Sub-Continent

Covidien Healthcare India Private Limited

9B, 10TH FLOOR, DLF CYBER CITY, PHASE III
GURGAON - 122002
Haryana, INDIA

Phone: +91-124-4709865
Mobile: +91-9582522235
Email: tushar.purohit@covidien.com
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Testimonial 3

"I want to thank you for your wonderful Training (MDP) program for our sales
staff during our Annual meet in Goa . It was really one of the best training
program that I've come across in my career. It was more like a tailor made
program for any healthcare organization

Me and my team thoroughly enjoyed those two days and learned a lot from
your training program, It was very enjoyable experience like case studies, role
plays and real life experiences with a pinch of your sense of humour

I highly recommend this Training (MDP) program for others, especially for them
who are from healthcare organization

Thanks and Regards

Vikram Prabhu|Capability Manager- India|Kimberly Clark Healthcare|Phone
number +91 20 30546803
|+91 96 196 232 94|Email: vikram.prabhu@kcc.com| www.kchealthcare.in
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Sangatikarana Corporate Services Private Limited

36B,New Mhada bunglows
New Dindoshi
Off Film City Road
Goregaon-East
Mumbai-400 065
Cell:+91-9321061906
Thank
www.sangatikarana.com You