Dedicated Manager concept for Sales or So rcing and S ppl Chain toDedicated Manager concept for Sales or Sourcing and Supply Chain tothe Company. Located in Abroad or India– One Point Contact in India

Power Point Presentation by Vishwesh RajguruPeople skills include abilities to motivate, lead generations, negotiating,

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

mentoring 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-solvingTechnical skills products understanding and applications, problem solving,

latest technology products implementation or promotion in the Indian Market.

• Business Promotion ( Sales or Sourcing ) Concept ofInternational Companies in India with help of dedicated India Managerg

• Concept adopted successfully by many companies inEurope and USA for business benefits.

• One point contact dedicated to company only forSales or Sourcing ( Holding Visa for Europe and USA)f

+919833094837

Multinational, National or

InternationalCompany Dedicated

India Customers orp y IndiaManager

employed bythe company

Customers orSuppliers

With Supply Chain support in

India for the CompanyCompany

Sales, Supply Chain and Sourcing Overview as ManagerDaily coordination on

business development

Salesdevelopment

andexecution

Companyin

Europe

business development,Market Study or

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

authorityexecution

Commercialaspects and

authority.

BusinessDevelopment

and Sales

aspects andLogistics for

Sales

Local Sourcing and SalesManager

Local Sourcingand Service

Support

TechnicalSupport and Service after

Sales

StrongCustomerrelationsand adopt

varioush l Saleschannels to get leads

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)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) p , p , ysuccess factors are the same

b)Differences: more strategic, more variables, more complex, cultural differences, legal constraints, information sources, managing distancesentry mode, entry mode

Business Development and Sales Manager - Model Approach and Activities Results

Understand the Clients needs ,wants and products

Decide a marketing strategy suitable for Clients

Construct a marketingapproach that delivers business

i Create products

CompetitorInformation

Successful Exports to India Market

pp o d s

opportunity Create productsawareness, Create satisfied loyal customers, Capture regular business enquires from customers

•TechnoCommercial study of the products or

Define unique characteristics of client’s

Key competitors and their market positioning like size

•UnderstandCustomer industry •Customer study to create long

term business relations with customers

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

products and service support : Personal visits and build strong approach with identified customers

Price Negotiations

positioning like size,imports in India or localmanufacturing/trading, sales process, pricing, strengths and weaknesses

•Customer study•Analyzecompetition•Listing down the activities and preparing a macro Manage Client

informationg

activities

Identify and create demand and support for supply in Indian Market

F ll ti l

India Visit to gauge the realistic situation at later stage and decide on Scale up

Shared Sales Manager has been designed to enable the

l t d i

p p gexecution plan

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

o Sca e upOperations

Creation of strong customer relationsresultingIncrease share of

selected overseas companiesto enter the Indian market by allowing them to test the market within a dramatically adjusted, restricted budget

6

portals Increase share ofthe business to Client

Continued

Customer Relationship – Single Point Contact of Sales Manager

Awareness & Information

17

ContinuedSupport

Awareness & InformationGathering

2Service/repairexperience of the company

6 Purchaseexperience

CustomerRelationshipp y

Customer experience across all channels and across every

stage of the relationship

3

4

5Point contact care for enquires and identify/define problem

Receive product &begin use

Review, understandlogistics & pay bill

Elements of Costing that establish the Selling Price analysis:

Product design

Tooling and capitalization Product development costs

Testing and evaluation

Overhead on above activities

Direct and variable materialect a d a ab e ate a

Direct and variable labor

Direct and variable manufacturing system

Manufacturing costsTotal product cost Selling Price

Marketing & sales

General & administrative

Total pretax profit

7

Supply Chain Flow Chartpp y

Supply Chain Planning

InventoryPlanning

Demand Forecasting & Planning

SupplyPlanning

Production and Procurement

Distribution Management

Order ManagementSupply Chain Management

Distribution Management

Relationship With Distributors

ServiceMaintenance

Customer Relationship Management

8

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

PriceComparison

Sheet of suppliers.

Step 4Step 3 Step 4

Supplier closer to our cut out

Vendor visit -Audit for two

Sample to give to manufacturingl if S t

Sample receivedto our cut outprice at least two supplier screen out

Step 5

Audit for twosupplier Sample

manufacturerclearance

Step 6

clearance if Setup, Manufacturing facilities ,QC and

price okStep 7

palong with Test

certificate sent toclient for approval

Step 8

Test on sample Material

,Chemical

Acceptance of Sample by

Client through

Draft of agreement to be sent to

Mumbai & same

Thereafter final Agreement to

be made,analysis &

DimensionalCriteriaStep 9

Client throughmail

confirmationStep 10

will be forwarded to supplier to go through terms &

conditions Step 11

be madebetween client and supplier

Step 12

Sourcing Manager- Methodology and Responsibility - 1Define winning strategies and business plans along with higherDefine winning strategies and business plans along with higher

authorities.Improve product purchasing from suppliers to enhance added value and

improve marginsUsing 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 levelexisting customers in National or International levelExcellent 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/ortechnology 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 andbetween company and gain of potential market of India for Sales andSourcing plus logistics.

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

C di ti d l ti b ildi ith d t di t ib tSourcing Manager- Methodology and Responsibility - 2

Coordination and relations building with end-users, agents, distributorsand suppliers and exporters plus appointed logistical companies .

All India sourcing development activities like trade shows, market, supplier segments,pp g ,

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 companycompany.

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) modedocumentation 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 deliveredcondition of products and feedback to relevant corrective action taken.

Sourcing Manager- Methodology and Responsibility - 3

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 needimprovements 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.M bl h dl l f d d dili ifManager 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 superiorOngoing 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 profitsS l d fit b k tSales and profits by marketSales Channels Sales TeamDistribution systemyIdentity / profile of senior managementCost structureMarket shares (revenues and volumes)Technical Advancement ( Source : Specifications and Features of theTechnical Advancement ( Source : Specifications and Features of the

Product)strengths and weaknesses of our competitorsAdvertising ( website ,trade show,B2B etc) strategy and spendingCustomer / consumer profile & attitudesCustomer retention levels

COMPETATIVE ANALYSIS Methodology by Dedicated MANAGER -2

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 valuablemany experts suggest small businesses cannot afford to ignore this valuableinformation - 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 revenuebusiness and estimated revenue.Also, do you know of any additional businesses set to launch within the next year that could be considered competitors?

H th d i ? N t i it li t d fill t d t il b t h tHow 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 y y y ganother?

COMPETATIVE ANALYSIS Methodology by Dedicated MANAGER -3

Dealing with competitors position.

What are they doing? Take notes about your customers' operations and k ti t t H d th i th i d t i ? Wh thmarketing 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 y p ydifferent to those offered by your competitors. Is there anything they are doing that you should imitate?

Going furtherGoing furtherOnce 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 offeedback, you can make this part of the process by including a couple ofquestions

COMPETATIVE ANALYSIS Methodology by Dedicated MANAGER -4

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 whichcompetitors that can be gathered online. Start by visiting their websites, whichmay 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.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

f t bl d i th i ti ti ll id diyou are uncomfortable doing these investigations personally, consider sendingan employee.

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

COMPETATIVE ANALYSIS Methodology by Dedicated MANAGER -5

Read up. Read trade publications and newsletters within your industry to keeptabs 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 l l b i d l t tlocal 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 p p , g ybe 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:Printed Data Observable Data Opportunistic ScreeningWebsites and Annual Reports

Pricing / price lists Meetings with suppliers

Press releases Website Trade showsPress releases Website Trade showsNewspaper articles Promotions Sales NetworkAnalysts reports Tenders Seminars / conferencesRegulatory reports Market Recruiting ex-employeesGovernment reports Discussion with shared distributors

Presentations / speechesSocial contacts with competitors employees

India Manager (Main Activities for Sales ot Sourcing)g ( g)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 /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 orderssourcing) 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

fsupport 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.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 Salespersonal visits at trade shows, events seminars and our contacts etc. for Salespromotions

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 andproducts updated in techno commercial way Support for research anddevelopment. ( R&D)

Reporting and Accounting.Daily coordination with client via Email, Skype call, VOIP or CellReporting 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 softwareAll business related expenditure original bill copies of travelling , printing,All business related expenditure original bill copies of travelling , printing,

monthly cell charges will be send you via courier to Company. every month.

Exporter Importer

b kBank In Importers bank

Importer’s Warehouse

Bank InExportersCountry

Logistics and

Manufacturing/

Logistics andSupply Chain Handling by DedicatedManagerProcuring

End Customers

Manager

Secure Transportation

d Air or SeaandDocumentation

Air or SeaShipment

Dedicated Manager concept for Sales , Sourcing and Supply Chain to the Company in EmploymentSupply Chain to the Company in Employment

Ethics andMutual Trust

RegulatoryCompliances

ManagementFunctions Dedicated Manager

navigates theCorporate GrowthCompany

PoliciesCorporate Growth

withGood 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, outsourcingbecome more of a norm than an option. Apart from the cost savings, outsourcingis 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 e pertise that the normall o ld not be able to access itho t largeexpertise that they normally would not be able to access without largeinvestments. It has also become a savior to startups and small businesses which have to work with modest capital.

Lower costsLower 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 ofgetting better quality as well. Because of the differences in pay and standard ofliving 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 ExpertiseFinding 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 themcosts, with the additional benefit of not having the burden of managing themdirectly.

Time zone differenceBecause 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 supportround the clock customer support.

Focus on core competenciesAs a company grows, administrative functions also grow. Managing back-office

ti d d i i t ti f ti t k th ti d t foperations 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 p g ptasks, and have had more time and opportunity to grow their business.

Increased productivity and EfficiencyOutsourcing 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-linestreamline business processes and contribute to the bottom-line.Distribution of riskWhen 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 serviceImproving customer serviceCustomer service is paramount to any organization. Through outsourcing you can service your customers faster, provide better quality and decrease turnaround time.B tt l tBetter people managementSince 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 y g g p p y p , yfocus on getting resources to grow your core competencies.

Globalization has turned India to be one of the favorite outsourcing destinations – 2011/2012 Reportdest at o s 0 / 0 epo t

Lower costs due to economies of scale.Ability to concentrate on core functions.G t fl ibilit d bilit t d fi th i it i dilGreater flexibility and ability to define the requisite service more readily.Acquire better managementAssist a fast growth situationLess dependency upon internal resources. (Avoid labor problems)p y p ( p )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 sourcingGreater ability to control on export orders or sourcingIncrease 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 nextConcrete base foundation for sales or sourcing with scaling up activities in next

stages.

Next Levels of Successful INDIA ENTRY...

Level 1- Potential Location Study in India

Level 2- Opening of Lisioning office in India

Level 3- Opening of Branch office in India

Level 4 Government Registration of Lisioning office or Branch office inLevel 4- Government Registration of Lisioning office or Branch office inIndia

Level 5- Staff Recruitment as per Company requirement.Level 5 Staff Recruitment as per Company requirement.

Level 6- Opening of Wholly Subsidiary

Level 7- Government Registration of Wholly Subsidiary

India / Mumbai visits of Company Representatives at any Level from Dedicated Manager till Wholly Subsidiary Unit.

ProfessionalismPossess 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 totalCompanies in Abroad Sales or Procurement in/from Indian Market with totalSupply 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

ti l F ll i d i i i dipromotion plans. Fully experienced in increasing revenues, exceedingtargeted sales goals, developing profitable and productive business relationships, coordinating with decision-makers, and building an extensive client base. Comfortable working across cultures and multi productg pmanagement. Exceptional communication skills Effective and accountable in executive roles: Overcome complex business challenges strong work ethic & irreproachable integrity

Th k YThank You