STDecaux is a sub company of JCDecuax, the worldwide No.1 outdoor adversing company. It owns 90% of media in 16 lines of Shanghai Metro in year 2013. One big change was: Sales department was divided into three groups: One group sales Line 1 and other minor lines, second group sales Line 2 and other minor lines, the third one sales digital media in all lines. If customer needs all resources, the customer has to sign triple media lease contracts, production contracts and on-board contracts, and may negotiate with three sales in our company. In another situation, if a customer is controlled by one sales, he intends to sale more of his own media resource gutless of other groups’ media, then he personally “Sale” the customer to his trusted sales in other groups, let them to sign the contract and exchange with “future promise” of media contracts from those sales. However dividing sales into three groups may also bring goods things: the silo – effect would force each group to sale more their own resources. Media coverage was unbalanced before group dividing since Line 1 and Line 2 occupies 80% of the total revenues.
In part 2, I will talk about what is the whole process of a sales in STDecaux and what can be improved.