Eureka Forbes, a direct selling company in India, wanted to enhance their sales process and conversion rates. They partnered with Layar to create an augmented reality application integrated into their product brochures. Sales representatives could use their brochures augmented with Layar to provide customers a unique interactive experience with product details during sales calls. This allowed the representatives to better engage customers and overcome objections in real-time, improving the sales process and outcomes.

1. Eureka Forbes and Layar

2. The Client
•Born as a joint venture between the Forbes Group and Electrolux of Sweden, Eureka
Forbes is a multi-product, multi-channel organization, part of the Shapoorji Pallonji
Group and with a global footprint.
•The Pioneers & leaders in water and air purification systems, vacuum cleaners and
security systems, Eureka Forbes introduced direct selling in India.
•With total employee strength exceeding 10,000 including an 8000 (Euro champ)
strong direct sales force, Eureka Forbes has operations across 550 plus cities/towns in
India.
•Eureka Forbes has a 52 per cent market share in the Rs 1,500-crore water purifier
segment, with brands like Aquaguard and AquaSure.
•Eureka Forbes is now one of the largest direct selling companies in the world, cited as
a classic direct sales reference by marketing ‘guru’, Philip Kotler, in his book ‘Marketing
Management’.

3. The Challenge
•The Euro Champs are the interface between the organization and the customers.
•The revenues of EFL directly depends on the Euro Champs attitude, skills and motivation.
•Brochures although a very effective tool for the Euro Champs, the need of the hour was to evolve with the
new age tools available at ones disposal for higher conversion rates of potential customers and closer
mapping of sales leads.

4. Personal Selling Process Cycle for a Euro Champ
•Prospecting Our Strategies aim to aid the Euro
1 Champs in the Selling Cycle & in the
Process give the users a unique
•Preparation & Planning
2 experience.
•Initiating Contact & Sales Presentation
3
•Handling Objections
4
•Negotiations & Closing the Sales
5
•After Sales and Account Management
6

5. The Solution

6. During sales calls, at any
given point, a Euro champ
carries with him a brochure
which consist of product
details.
Our Layar Application is
integrated within this
brochure which is used by
the over 6000 strong sales
force on their first time
sales calls.
We choose ‘Layar', a self-service web application as it merges the world of print and digital
content and creates interactive experiences for customers and served as a perfect tool for
the Brand, its workforce and the customers.

7. The Process

8. For starters, we created an invisible ‘layar’ on a total of 7 pages of the
brochure.

9. Post downloading the “Aquaguard” layar app, the customer scans the
brochure. The app detects the code and the result is a one of a kind
augmented reality experience for the prospective customer.

10. Layar Screens

17. Thank You