IMP PPT for SALES n SOURCING [Compatibility Mode]

Dedicated Manager concept for Sales or Sourcing and Supply Chain to

the Company.

Power Point Presentation by Vishwesh Rajguru

People skills include abilities to motivate, lead generations, negotiating,

communication skills, regular coordination, long team-oriented relationship, and

montoring agents, distributors and end users.

Managing skills consist of planning, organizing, controlling and decision making as

per need of the company

Technical skills products understanding and applications, problem-solving,

latest technology products implementation or promotion in the Indian Market. by Vishwesh Rajguru 1

• Business Promotion ( Sales or Sourcing ) Concept of

International Companies in India with help of dedicated India Manager

• Concept adopted successfully by many companies in

Europe and USA for business benefits. • One point contact dedicated to company only for

Sales or Sourcing (Holding Visa for Europe and USA)

+919833094837

Multinational, National or

International Company Dedicated

India Manager

employed by the company

Customers or

Suppliers

With Supply

Chain support in

India for the

Company

by Vishwesh Rajguru 2

Sales, Supply Chain and Sourcing Overview as Manager

Daily coordination on business development,

Market Study or

Company in

Europe

Sales development

and execution

Intelligence ,Distributors or end user and define strategy as per guidance of higher

authority.

Commercial aspects and Logistics for

Sales

Local Sourcing and Service

Support

Business Development

and Sales Manager

Strong Customer relations and adopt various

channels to get leads

Technical Support and Service after

Sales


Culture’s consequences on international marketing

• Marketing research (understanding Market and customers)

• Segmentation (classifying Market and customers)

• Product policy (satisfying customers)

• Distribution channels (reaching customers)

• Promotions (Customers Relations, Trade shows,events,B2B,Onlinedatabase

providers, chambers of commerce, Business Hubs, associates, etc)

• Understanding of similarities and differences between international

marketing and domestic marketing-

· a) Similarities: basic concepts, practices and tools are almost identical, key

success factors are the same · b)Differences: more strategic, more variables, more complex, cultural

differences, legal constraints, information sources, managing distances

, entry mode


Business Development and Sales Manager - Model

Approach and Activities Results

Successful

Understand the Clients needs

,wants and products

Decide a marketing strategy suitable for Clients

Construct a marketing approach that delivers business

Competitor

Information

Exports to India Market

opportunity Create products awareness, Create satisfied loyal customers,

•Techno Commercial study of the products or services

•Visit to the client’s place for 3 days (if necessary)

Manage Client information

•Understand

Customer industry

•Customer study

•Analyze competition

•Listing down the activities and preparing a macro execution plan

Define unique characteristics of client’s products and service support : Personal visits and build strong approach with identified customers

Price Negotiations activities

Identify and create demand and support for

Key competitors and their market positioning like size, imports in India or local manufacturing/tradi ng, sales process, pricing, strengths and weaknesses

Capture regular business enquires from customers to create long term business relations with customers

India Visit to gauge the realistic

Shared Sales Manager has been designed to enable the selected overseas companies to enter the Indian market by allowing them to test the market within a dramatically adjusted, restricted budget

supply in Indian Market Follow promotional ways like on our website as per your need and personal visits at trade shows, events, seminars, associations and trade portals

by Vishwesh Rajguru

situation at later stage and decide on Scale up Operations

Creation of strong customer relations resulting Increase share of the business to Client

6

4

Customer Relationship – Single Point Contact of Sales Manager

Continued Support

Awareness & Information

Gathering

7 1

Service/repair experience of the company

6 Customer 2 Relationship

Customer experience across all channels and across every

stage of the relationship

Purchase experience

5 Point contact care for enquires and identify/define problem

3 Receive product & begin use

Review, understand logistics & pay bill


Elements of Costing that establish the Selling Price analysis:

Product design

Tooling and capitalization

Testing and evaluation

Overhead on above activities

Product development costs

Direct and variable material

Direct and variable labor

Direct and variable

manufacturing system

Manufacturing costs Total product cost

Selling Price

Marketing & sales

General & administrative

Total pretax profit


Sales Manager- Responsibility

Define winning strategies and business plans along with higher authorities.

Improve product offerings to clients to enhance added value and improve margins

Using a solution and consultative approach, the role will take the lead in planning, managing, coordinating

and winning business within both new and existing customers in National or International level

Excellent product and technical knowledge in order to provide a great service to its clients.

Manager is aware about sectors and customer where the products are of high value and/or technology

oriented and high quality material sourcing.

Manager for long term and continues presence in India and bridge between company and gain of

potential market of India – for Sales and Sourcing plus logistics.

Working methodology strictly as per company’s guidelines and involvement in defining strategy.

Coordination and relations building with end-users, agents, distributors and suppliers ,exporters plus

appointed logistical companies .

All India and International business development activities like trade shows, market, customer and

supplier segments, seminars and other business development activates conduction and reporting to the

company on a regular basis.


Managing and optimizing processes within the Customer Support.

Reporting and coordination with RnD or Engineering department and commercial department about

market feedback from customers.

Visits and other relevant activities report in company given format or approved format in detail – for

Sales or Sourcing.

Organize client’s visits for factory and manufacturing process inspections.

Investigation of customer complaints regarding quality, tolerances, specifications and delivered

condition of products and feedback to relevant corrective action taken.

Daily reporting through by Company ‘s define format or software.

Coordination activities of departments such as operating, manufacturing, engineering, planning, and

sales, maintenance, research and development, to ensure operational efficiency and economy.

Support and manage every employee to achieved significant improvements in their productivity as per

clients need.

Planning of customers /prospects visits and travel scheduling .

New product or Technology launching in the market.

Manager able to handle approvals from government and due diligence ,if any.


Supply Chain Flow Chart

Supply Chain Planning

Demand Forecasting

& Planning

Inventory Planning

Supply Planning

Production and Procurement

Supply Chain Management Order Management

Distribution Management

Customer Relationship Management

Relationship With Distributors

Service Maintenance


Sourcing Development Methodology and Activates by Manager.

Drawing /Enquiry/current

price from purchase….Step 1

Enquiry forward to Indian

manufacturer… Step 2

Quotation and Sample received by suppliers for .

client’s approval. Step 3

Price Comparison

Sheet of suppliers.

Step 4

Supplier closer to our cut out price at least two supplier

screen out Step 5

Vendor visit - Audit for two

supplier Sample manufacturer

clearance Step 6

Sample to give to manufacturing

clearance if Set up, Manufacturing facilities ,QC and

price ok Step 7

Sample received along with Test

certificate sent to client for approval

Step 8

Test on sample Material

,Chemical analysis &

Dimensional Criteria Step

9

Acceptance of Sample by

Client through mail

confirmation

Step 10

Draft of agreement to be sent to

Mumbai & same will be forwarded to supplier to go through terms &

conditions Step 11

Thereafter final Agreement to

be made between client and supplier

Step 12


Sourcing Manager- Methodology and Responsibility - 1

<Define winning strategies and business plans along with higher

authorities.

<Improve product purchasing from suppliers to enhance added value and

improve margins

<Using a solution and consultative approach, the role will take the lead in

planning,

<managing, coordinating and winning business within both new and

existing customers in National or International level

<Excellent product and technical knowledge in order to provide a great

service to the Company.

<Manager is aware about sectors and suppliers where the products are of

high value and/or

<technology oriented and high quality material sourcing.

<Manager for long term and continues presence in India and bridge

between company and gain of potential market of India – for Sales and

Sourcing plus logistics.

<Working methodology strictly as per company’s guidelines and

involvement in defining strategy.




<Coordination and relations building with end-users, agents, distributors

and suppliers and exporters plus appointed logistical companies .

<All India sourcing development activities like trade shows, market,

supplier segments,

<seminars and other business development activates conduction and

reporting to the company on a regular basis

<Managing and optimizing processes within the supplier support to the

company.

< Daily reporting and coordination with RnD or Engineering department

and commercial

<department about market feedback and status of supply.

<Visits and other relevant activities report in company given format or

approved format in detail – for Sourcing.

<Conduct ion of all logistical activates including customs and

documentation till door delivery in courier or cargo ( air or sea) mode.

<Organize Company staff visits for factory and manufacturing process

inspections.

<Investigation of complaints regarding quality, tolerances, specifications

and delivered

<condition of products and feedback to relevant corrective action taken.


<Daily reporting through by Company ‘s define format or software.

<Coordination activities of departments such as operating, manufacturing,

engineering,

<planning, and sales, maintenance, research and development, to ensure

operational efficiency and economy.

<Support and manage every employee to achieved significant

improvements in their productivity as per Company’s need.

<Planning and Identification of new supplier development and travel

scheduling .

<New product or Technology to be source from the market.

<Manager able to handle approvals from government and due diligence ,if

any.

<Rejected material replacement related all activates.

<Ongoing monitoring of market and identification of new superior

suppliers


COMPETATIVE ANALYSIS Methodology by Dedicated MANAGER -1

Competitor analysis for support help management understand their

competitive advantages disadvantages – through single point contact

<Overall sales and profits

<Sales and profits by market

<Sales Channels

<Sales Team

<Distribution system

<Identity / profile of senior management

<Cost structure

<Market shares (revenues and volumes)

<Technical Advancement (Source : Specifications and Features of the

Product)

<strengths and weaknesses of our competitors

<Advertising ( website ,trade show,B2B etc) strategy and spending

<Customer / consumer profile & attitudes

<Customer retention levels



Gathering Information on Competitors…

Gathering competitive intelligence need not be costly or complicated. In fact,

many experts suggest small businesses cannot afford to ignore this valuable

information - both when a company launches and at critical points as it

grows…

Who are your competitors? Make a list of companies you consider to be the

top five competitors in your sector. Consider both direct and indirect

competition. Add information such as size, how long they have been in

business and estimated revenue.

Also, do you know of any additional businesses set to launch within the next

year that could be considered competitors?

How are they doing? Next, revisit your list and fill out details about what you

know regarding the current state of those companies' recent performance. Is

their business growing, maintaining or declining?

Can you identify the reasons why their business is moving in one direction or

another?



Dealing with competitor’s position.

What are they doing? Take notes about your customers' operations and

marketing strategy. How do they price their products or services? Where are they

located? How and where do they advertise? What is their web presence like?

Where do you fit in? Think about how the product or service you offer is similar or

different to those offered by your competitors. Is there anything they are doing

that you should imitate?

Going further

Once you've determined what you already know, you can take steps to find out

more about what your competitors are up to and how you could potentially

improve your own business.

Talk to customers. Stay in the loop by chatting to customers about what

competitors are doing. Also make sure your staff is keeping an ear to the ground

in a similar way. If you have a regular customer survey or way of gathering

feedback, you can make this part of the process by including a couple of

questions by Vishwesh Rajguru 17


Talk to colleagues. Similarly, ask others working in your field what they know

about your particular competitors. You could also chat with your accountant,

lawyer or those who work with similar small businesses and may know

something about competitors' plans.

Use the internet. There is likely to be a good amount of information on your

competitors that can be gathered online. Start by visiting their websites, which

may include press releases, information about new product launches, pricing

data and financial reports. You can also visit chat groups and communications on

trade association websites or general small business sites to try to learn more.

Personal visit. Put yourself in the shoes of a customer and stop by your

competitors' locations. Take notes about how they present their products or

services, as well as how competitors interact with merchandise.

You can also visit competitors' booths at trade shows to learn more about their

offerings. Who are they trying to appeal to and how are they going about it? If

you are uncomfortable doing these investigations personally, consider sending

an employee. by Vishwesh Rajguru 18


Read up. Read trade publications and newsletters within your industry to keep

Printed Data Observable Data Opportunistic Screening

Websites and Annual

Reports

Pricing / price lists

Meetings with suppliers

Press releases Website Trade shows

Newspaper articles Promotions Sales Network

Analysts reports Tenders Seminars / conferences

Regulatory reports Market Recruiting ex-employees

Government reports Discussion with shared distributors

Presentations / speeches Social contacts with competitors

employees by Vishwesh Rajguru

tabs on what others are doing. What types of trends and strategies are making the

news? What do reports and surveys tell you? There is likely to be some additional

information of this type available at the library, at trade associations or at your

local business development center. Monitor advertising. You can learn a lot about competitors by reading their

advertisements in newspapers, magazines and other locations where you would

be likely to spot them. This is a great way to find out more about competitors'

product features, pricing, customer base and current market

Data Collection:

19

India Manager (Main Activities for Sales ot Sourcing) <Details about client’s / supplier’s ( in case of sourcing) company is and study of

the products and technology provided by Company.

<Methodology for Sales and Sourcing defined as per the Company.

<Establish the marketing category and identification of key target buyer/end user /

Suppliers ( in case of sourcing)

<The identification and behavior of target buyers/end users and suppliers wants

and needs.

<Monitoring and good business relationship building with existing agents or

suppliers.

<Identifying and appointing new agents, distributors and suppliers ( in case of

sourcing) to get more n more export orders.

<Positioning of the business as a leader, challenger, follower, or niche player in

the category.

<Describe the unique characteristics of client’s / supplier’s products and service

support that distinguish them from the competition.

< Description of key competitors and their market positioning like size, imports in

India or local manufacturing/trading, sales trends, strengths and weaknesses, their

probable impact on client’s sales or sourcing.

<Handling or monitoring of total logistics Import/Exports with Government of

India rules and regulations.


<Competitive market segments the company will compete in.

<The unique positioning of the Clients / Suppliers (Suppliers ( in case of

sourcing) and its products versus the competition.

<Pricing and export strategy versus competition.

<Marketing spending strategy with advertising, promotion on our website and

personal visits at trade shows, events seminars and our contacts etc. for Sales

promotions

<Define the brand or business personality or image that is desired in the minds

of key target buyer/end user.

<Regular techno commercial feedback provided to client given by of key target

buyer/end user and Suppliers

<New technological development information impact on the client for getting

products updated in techno commercial way- Support for research and

development. ( R&D)

<Reporting and Accounting. < Daily coordination with client via Email, Skype call, VOIP or Cell

< Reporting structure follow by the company format or any online software.

< Operation from my own home located at centre of Mumbai, India.

< Accounts details will be provided to you as your format or online software

< All business related expenditure original bill copies of travelling , printing,

monthly cell charges will be send you via courier to Company. every month. by Vishwesh Rajguru 21

Exporter Importer

Bank In Exporters Country

Manufacturing/ Procuring

Importers bank

Logistics and Supply Chain Handling by Dedicated Manager

Importer’s Warehouse

End Customers

Secure Transportation

and Documentation

Air or Sea Shipment


Dedicated Manager concept for Sales , Sourcing and

Supply Chain to the Company in Employment

Ethics and Mutual Trust

Regulatory Compliances

Company Policies

Management Functions

Dedicated Manager Navigates the

Corporate Growth

with

Good Governance


Benefits of Outsourcing

Outsourcing, in its early days, seemed possible only by larger companies which

farmed out many low-end business processes. Since then, outsourcing has

become more of a norm than an option. Apart from the cost savings, outsourcing

is seen as a strategic move that can allow businesses to gain a competitive

advantage.

It certainly has opened up opportunities for organizations to utilize skill sets and

expertise that they normally would not be able to access without large

investments. It has also become a savior to startups and small businesses which

have to work with modest capital.

Lower costs

Lower costs are perhaps the prime benefit of offshore outsourcing. You can get

work done at a fraction of the cost that you would have to spend locally, while

getting better quality as well. Because of the differences in pay and standard of

living that exist between Asian and Western countries, labor costs are much lower

in Asia. On an average, you can expect about 60% cost savings if you outsource

to countries like India.


Skilled Expertise

Finding skilled resources is one of the biggest challenges faced by companies

today, not to mention the investment required to train employees and the

attendant infrastructure required, which can rapidly drain funds. Outsourcing frees

companies from these hassles by providing access to skilled resources at lower

costs, with the additional benefit of not having the burden of managing them

directly.

Time zone difference

Because of the time zone difference between Asian countries and the West, you

can get your work done while your business closes down in the evening. This is

especially beneficial for companies in the service industry that need to provide

round-the-clock customer support.

Focus on core competencies

As a company grows, administrative functions also grow. Managing back-office

operations and administrative functions takes the time and energy out of any

organization. Outsourcing frees companies from having to manage non-core

functions, and puts the focus back on their core competencies. Entrepreneurs

and enterprises alike have benefited from outsourcing repetitive and mundane

tasks, and have had more time and opportunity to grow their business.


Increased productivity and Efficiency

Outsourcing not only brings cost advantages but can also improve the efficiency

of business operations. If your business goals are properly aligned with the

deliverables in outsourcing, productivity and efficiency are bound to increase.

Outsourcing providers with the right expertise and experience can actually help

streamline business processes and contribute to the bottom-line.

Distribution of risk

When certain functions are outsourced, companies also distribute or do away

with the risks associated with running that particular function. For instance, if

payroll management is eating up your operational time and money, outsourcing it

to a payroll services provider gives you the freedom to focus your concentration

on other core activities of the business.

Improving customer service

Customer service is paramount to any organization. Through outsourcing you

can service your customers faster, provide better quality and decrease

turnaround time.

Better people management

Since outsourcing takes care of the skills necessary to run a particular business

process, your business is much more flexible in investing in key resources.

Instead of worrying about hiring people for your back office operations, you can

focus on getting resources to grow your core competencies.


Globalization has turned India to be one of the favorite outsourcing

destinations – 2011/2012 Report

<Lower costs due to economies of scale.

<Ability to concentrate on core functions.

<Greater flexibility and ability to define the requisite service more readily.

<Acquire better management

<Assist a fast growth situation

<Less dependency upon internal resources. (Avoid labor problems)

<Control of budget.

<Faster setup of the function or service.

<Lower ongoing investment required in internal infrastructure.

<Greater ability to control on export orders or sourcing

<Increase flexibility to meet changing business conditions.

<Improve risk management.

<Acquire innovative ideas. Regular feedback ongoing change in technology.

< Enhance credibility in the International Market.

<Gain market access and business opportunities through the dedicated

manager’s network.

<Concrete base foundation for sales or sourcing with scaling up activities in next

stages. by Vishwesh Rajguru 27

Professionalism

Possess excellent orientation of General Management, Hi-Tech Engineering -Techno -

Commercial Sales and Business Promotions/ Development, Key Accounts Handling and

Professional Procurement + Outsourcing for Companies in Abroad-Sales or

Procurement in/from Indian Market with total Supply Chain Handling skills involving an

experience of around 24 + years in planning & development of strategies – marketing

and sales teams, design and implementation of successful marketing strategies and

product promotion plans. Fully experienced in increasing revenues, exceeding targeted

sales goals, developing profitable and productive business relationships, coordinating

with decision-makers, and building an extensive client base. Comfortable working

across cultures and multi product management. Exceptional communication skills

Effective and accountable in executive roles: Overcome complex business challenges

strong work ethic & irreproachable integrity

Thank You


IMP PPT for SALES n SOURCING [Compatibility Mode]

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