Sales strategy 2012

INTERNATIONAL SALES, RETAIL/WHOLE SALES &

KEY ACCOUNTS SALES DEPARTMENTS

07/12/2011 107 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

207 December 2012

Past & Recent performance Weaknesses

Unavailability of the reports system, customer to management and vice versa.

Lack experience in budget concept and implementation process by the concerned employees.

Unaccomplished budget due to non proper follow up (Management to sales depts. and clients

12/6/20113April 13, 2023network coverage).

No focus on the categories and segmentations.

No updated market survey or analysis (where Automotive stands).

Unprofessional logistics control and unorganized warehouse.

No filed records of the most delayed payments and other receivables.

Non genuine parts and liquids ordered from local suppliers (entrust by Manufacturers) and technical

defaults.

No credit facilities for new customers and big orders, NOR collection system.

No Marketing activities.

No IT.

307 December 2012

Strengths

10 years history of operation in U.A.E.

Quality and reputable products manufacturers.

The new structure of Automotive division.

Products Distribution agreement all over GCC.

Excellent references in the market (EMARAT, ADNOC, AL TAYER, AL FUTTAIM…etc…

Foundation process of Supply Chain.

Budget system existence.

Financial capabilities for bigger investments.

407 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

507 December 2012

STRATEGY MARKETING

EXECUTION SALES

Existing and new customers1- Demand generation :-

Find potential customers and help them become aware that we definitely valuable business partner for their interests.2- Qualifying :-

Understand the customer’s business well enough to help their decision makers understand the business problems we could solve for them.3- Proposing :-

Understand the customer’s application requirements well enough to credibly demonstrate our solutions at the best for their needs. 4- Delivering :-

Help the customer achieve the business results they expect through our products and service.

Sales Process Development

607 December 2012

IDEAS&

AIMS

AssetsDEFINITEINCOME

Vision

7

-Employees-Customers Relationships

-Proper Follow up

07 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

807 December 2012

AUTOMOTIVE- market leader (CAR CARE SOLUTIONS).

To have Automotive as the preferred partner for our customer and suppliers.

To translate all of our activities into added value for the owner.

To gain the dealership to MENA countries exclusively.

Have a premises gather workshop, showroom, training Centre, warehouse and branch

in Abu Dhabi.

Privileged logistics perspective (Facility in Jabal Ali).

High sales skills team and performance.

Sustainable yearly turnover and profit increment.

Vision

07/12/2011 907 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

1007 December 2012

1- Transmission flush machine.

2- Steam wash machine.

3- A/C. gauge & flush machine.

4- Grease pump machine.

5- Charge cables.

6- Battery charge machine.

7- Avometer.

8- Car jack.

9- Table vice.

10- Range impact.

11- Special tools.

11

Targeted Machines & Tools 2012

07 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

1207 December 2012

Totally new dept. in Automotive.

Looks after new areas and categories:-

I. Individual garages, parts , accessories & work shops.

II. Government ( Municipalities, RTA , Police work shop, Military, Civil defense & Ministries).

III. Constructions & contracting companies.

IV. Cars rental & driving schools.

V. Free zones.

VI. Etisalat.

VII. Outlets (Carrefour, LULU…etc…

Communicate with overseas potential inquiries (Bulk deliveries), such as Sudan/ Iraq/

Libya/ Africa…etc

Possibility to cooperate with other products suppliers in the region (Automotive does

not have).

13

Retail & Wholesale Dept. UAE

07 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

1407 December 2012

New dept. in Automotive.

Cover the countries in the region:-

I. Oman

II. Kuwait

III. Qatar

IV. Jordan

V. Egypt (Emarat).

Search and assign distributors with a follow up and monitor by Automotive.

Distributors to comply with the sales and operation policy of Automotive/ U.A.E.

Orders to be confirmed and submitted to the suppliers by Automotive.

Delivery to distributors on FOB basis.

Advertisements/ marketing material and incentives toward the clients to be approved and

accepted by Automotive.

15

International Sales Dept.

07 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

1607 December 2012

AUTOMOTIVE

Apply the highest standards of excellence to the sales & operation performance of Automotive (ISO).

Recognize that the profitability is essential to our future success. Delegate authorizations to concern departments and senior positions. Find other profits sources (not to count on EMARAT & ADNOC). To provide our customers with solutions that exceed their expectations and to deliver them through

a competent and motivated workforce. To sustain a healthy growth by increasing our customer base, product line offerings and

differentiated quality services. To be proactive, to change and to continuously improve to anticipate market needs and outperform

competition. To differentiate Automotive from other distributors with reliable technical information and to have

Centralized training centre (Middle east). Supply chain to feed sales aggressively and speedly (action wise). To have a fully equipped and large warehouse to supply and serve (Middle East). Target Jabal Ali as a second step to own warehouse to supply all the regional countries.

07/12/2011 17

Execution…

07 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

1807 December 2012

SALES & MARKETING

Specify market demands (products quality/ new products) by Identifying product fit v.

customers needs fit.

Regain the lost customers.

Establish a sales shop (Retail), cover industrial areas.

How deep is the water before jumping (market analysis & survey).

Systematic division.

Recruit educate and expert staff.

Determine how to create value for the customer throughout the process.

Automotive Technical adviser/ toll free

Create a comprehensive feedback system to treat the customers suggestions and complains.

Have a special events with VIP Automotive clients (Twice a year).

07/12/2011 19

Execution…

07 December 2012

SALES & MARKETING… contd. To participate in exhibitions (Auto Show), to enhance our market share in the market and educated

end users.

Expand the advertisements for advanced end users knowledge of the products benefits.

Developed communications and co-operation between the sales departments and Embrace diversity as an essential component in the way we do business.

Engage employees in the process mapping to define problems and solutions.

Identify opportunities and capture the most possible.

Flexible contract conditions GCC & ME.

Leverage relationships and knowledge.

Gaining access to decision makers.

Gather and utilize DATA.

20

Execution…

07 December 2012

Agenda Chart

Recap Automotive

Sales Process Development

Team Vision

New Product Ideas for 2012

Retail & Wholesale

International Sales

Management Requirement

Sales & Marketing Requirement

Finance Requirement

2107 December 2012

FINANCE

Finance strategy (pricing, promotion, campaigns…etc…)

Study Automotive capability to offer credit facilities for a certain and reputed clients (stitched &

flexible).

Due payments collection to be handled by finance.

Review the pricing on quarterly basis (increase or reduce).

To have a fully dedicated finical controller to Automotive operation.

22

Execution…

07 December 2012

Thank You

07/12/2011 2307 December 2012

If you have any inquiries or clarifications regarding this presentation, do not hesitate to contact us through the following:

Taha KhanMobile: 050-3665898E-mail: ktakhan@hotmail.com