Implementing Sales Strategies in Pioneer Company

1

Submitted To :Dr.

Waseem Al-Habeel

By:Kamel A.El-aghaThaer Abu-YousefSalah E.Sarraj

Pioneer is one of the leading companies in Palestine, It was originally founded in the

1970s, and officially in 1999 by Mr. Hamdan Hamadah as a family business.The company headquarter lies in Sudania area in Gaza -Twam sea St. The area of the land is (20000m) owned and registered by the company's name, the building area is

about (4500m), equipped with the most advanced machines needed by the company.

Pioneer management staff are keen to provide products in accordance with the best

international standards, which are subject to a sophisticated control system

About Pioneer Company

Some of Pioneer Products

Our vision:Is to be a leading company in the area of food, stationary and cleaning materials .

Witch is recognized all over Palestine with its high value products along with providing an appropriate business environment for our employees.Our Mission:

We strive to provide the best products in every house according to the global

standards to make their life easier which will make our customers happy and satisfied.

Objectives:Objectives: Getting the high quality product to our customers

according to the global standards. Achieving affordable price and high quality at the same

time for Palestinian families. Support the Palestinian economy. To be number one in Palestine in its area of business. Help bringing the positive change to every place in our

society

Marketing plan and advertisement tools in Pioneer Company:

The heart of any business success lies in its marketing .Most aspects of any business depends on successful marketing.

Pioneer Company depends heavily on marketing to increase the awareness

and availability of its products as much as it can.In Pioneer they do the following:

Sales & Marketing

Outstanding commercials advertisements, which exist along the different street

in many geographical areas Pioneer Company mainly uses radio as an effective advertising tools Pioneer offer supermarkets in Gaza to give them a free "banner“

in exchange of putting Pioneer’s name on the rest of the banner With Referrals, a satisfied customer is asked to provide the names of

others

who might be interested in the products Facebook & Internet

Pioneer introduces several offers such as:

1. Pioneer offers the owner of the mini market this offer "if you buy 12 cartons of tissue paper from us, you will get a heater".

2. Pioneer was the first company to put a cup of tea with each carton of tea then

other companies started doing the same, so pioneer offer a better cup and so on.

This system describes the delivery of

products from suppliers to distributor till the retail stores

How this System works:Pioneer receive the package of products from various companies abroad.The product that they received is to be put in stockOn a daily basis, Pioneer receives a set of product orders . Then, the sales force team sends the product according to a map that is set by the sales management team, with a wide geographical range, all the way from Rafah to Gaza..

Pioneer CompanyDistributes to

Whole-whole seller Whole sellers Retailers

Direct Supply Distribution Team (DSD):

Daily Schedule used by the team.

Every Geographical area has its own truck or distribution vehicle.

• Pioneer company tries its best to give its sales agents a route that will:serve them well, save time, cost and effort

• Sales people depend on a daily flexible schedules, in other words, they aren't going to come knock on your supermarkets every day and ask you if you need something .

Doing their best to satisfy customers. Deliver the amounts demanded by customers. Assist customers in selecting products. Attract stronger clients. Expand the availability of Pioneer products.

The main responsibilities for DSD :

Segmentation strategy at Pioneer Company

Customer segmentation:

The sales manager - MR.Waleed - said that "Palestinian customers are divided into two-types: the first type: the rich ones who are willing to pay high prices in order to get high quality products"

, however the auditor of Pioneer company said that this segment is small.The second type are medium, low financial customer and this layer that shape the market,they are over 90% in Gaza.Pioneer provides its product with a low price and a good quality that makes all layers of the society want to buy their product .(Low Cost strategy)

Retail stores segmentation:

Retail store are classified according to these criteria: The demand size. Wholesalers and retailers. Highly valuable customers. The size of the store (mini market, supermarket, Mall ) The location of the store. How the owner deal with the company

Depending on previous criteria, the company divided the

retail stores into:VIP: Who purchase huge quantity, good location this includes:

Abu Dalal, Metro, Alandlisia.Good customers: Alnakhla-Deir Al Balah-, Aqeshawi-Gaza.Normal customers: Abu-E'isha –Deir Al Balah, Alqedra-Khanyounis.Poor customers: customers with low sales volume.

CRM at Pioneer Company takes many forms:

Meet customers expectations and pick the right products at a good price for them.

Manage the time for orders, ask them to call when needed, along

with our weekly visit to their market place. Pioneer take damaged and expired products and replace it with new

ones. In order to make sure our sales agency are doing well , dealing with

customers in a very nice way, Pioneer send other agencies to the

same customers to ask them if they face any problem with our current sales agencies, if there is any problem the company apologize

and train the sales agent if needed.

CRM at Pioneer Company

As any company,

Pioneer faces many problems and its doing its best to

overcome these problems.

First Problem : The closure of crossings boarders during times of war by Israeli forces , which cost the company allot, either by damaged products or loose of time and money- the fee of warehouses During Al-Furqan war, Pioneer lost about 150000 $

Solution :

Pioneer Company tried to use underground tunnels in order to solve

this problem, which worked for a short time because it was dangerous to use tunnels at war, and the companies abroad refused that Pioneer uses unofficial boarders, which left this issue unsolved.

Problems And Solution

Second Problem:The government’s policy of increasing tax on import products( such as fava beans) and that would make us increase the price of these products, customers might look for alternatives

Solution:

Pioneer decided to build a factory in Gaza to make their own products and be a

part ofthe national output .

The managers of pioneer company told us theyalready started building this factory and hopefully soon will belaunched.

Third Problem:

Fava Beans Problem: Fava Beans faces a high competition from the Harvest Beans product which enters Gaza through tunnels

with relatively low price comparing with it, also it faces a sharp competition from Al-Ameer beans because it's known for its good price and quality.

Solution for this problem: Put the Beans beside an important product to grab the

attention of customers. Publish advertisements as posters, and put them at the

front of supermarket, also through radio , since it's one of most effective and efficient way used, and it covers the entire geographical areas.

Decrease its price to compete with other products. Direct contact with customers.

Fourth Problem:The damaged and returned products: Pioneer food products are sensitive to heat, the company faces some corruption problem, because of the Israeli boarders -as mentioned- , it's not easy to overcome this problem because the difficulties of Israeli regulations.

Solution:Pioneer Company created many solutions:

1- Constant follow-up for the products and responsibility of sales person to collect damaged product from the market.

2- Trying to put the products that are sensitive to sun in a good condition away from the sun 3- Providing the customers with suitable demanded quantity.

THANKS FOR PAYING ATTENTION