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Target Industry-Hospitality Industry/Camps/Govt. Agency
Products-Furniture, Linen, Kitchen etc
Feedback Refinement
Identify the target market- New or old thru network/internet/magazines/newspapers▶ Identify the Buying Authority. Identify the requirement- New/ replenishment/renovation. Identify the area of requirement. Identify the process to be involved.
Constant Feedback
Lead Generation/Conversion to order
Selection of Freight forwarder
Timely deliveries of orders/stocks
Local/InternationalPurchase
New Recruit/Training
Payment Follow Up
Credit Terms
Strategize and implement the strategy. Close Deals Ensure timely money collection Take regular feed back (s) Improvise
Hotel Concepts LLCTurnover- AED 35 million Clients: Hotels/Hotel apartments/Restaurants/Camps/Govt agency
Handle a team of 20 personnel which consists of the Sales/Logistics/Customer Service/Finance/Procurement.
Market Identification is done using technology and resources like Govt departments which have a list of the new Projects.
Existing properties are taken up with the Sales Team. Market Intelligence. Making sure the regular selling products are well stocked with us. Orders are placed on regular
basis with our factories/partners. Incase of requirement we as a team discuss the requirement and order the stocks from our
Partners which are based in China/Portugal/Turkey/USA/Italy. Stocks help to achieve high margins as we don’t have to depend on local Market for our
requirements. Incase where we have to buy the products from local market- products which are not our
regular items-Procurement team get 3-4 quotes from the market ,we negotiate the pricing and the finance negotiate the Payment terms enabling us to get the best deal for the company.
With our experience and to reduce time, we have identified companies with whom we regularly conduct business and whose quality has been tested. This has helped the company to get credit facility and also at very good cost –increased margins for the company.
• Negotiate best rates with the freight forwarding companies.• Keep Myself updated about new products/development thru subscriptions to Trade Magazine.
Understand complete requirements of the clients as a consultant. Prepare quote as per the requirement, making sure that the understanding is complete. In case of any clarification, get back to the client before full proposal is given. Feed back on the quote. Arrange for the samples when required for approval. Get back to the costing again in case required. Full authority given to Sales team to clinch the deal-Only in case where we have to do on cost
basis , the sales get back to us( me or the director). Case to case analysis is done and full support is provided to the Sales Team to close the Deal. Don’t Interfere in the working of sales team-periodic review is done and areas of improvement is
told. Making sure that Clients are taken care of and any complaints is taken care of within 24 hours
time-Customer Feedback. Payment Collection. Crisis Handling-Help the Sales Team in case of they having difficulty in handling high profile
clients/closing deals. Also help the Finance is getting the payment stuck up in market.
B2B Marketing where the client is approached directly by our sales team.
Through Procurement Companies-These buy for the Properties which are New Properties.
Walk in Customers-African Clients Use of Technology-Google Search for New
properties/projects and or Identification of Big Groups.
Advertisement in yellow pages-attract customers from Africa.
Participation in Trade Shows in Dubai: Hotel Show. References from Old/Loyal Customers
Pricing is cost plus the margins which are fixed based on the market feedback. These Margins are in the range of 60-70%for products which are direct imports (Our stock) and 30% on local purchase.
Based on Case, the margins are 25-30% on Cost price rather on Sales price.
MOTTO IS TO PICK UP THE ORDERS
Linen-China and Local: No Stock Kitchen-Direct Imports from
Europe/USA/Korea/China: Stock Chinaware-Direct Import from Factory in
Hongkong: Stock Silverware-Direct Import from Europe: Stock Furniture-Local/Direct Imports from Factories
in China/Malaysia in case of big projects: No Stock
Others-Direct Imports from USA/China/Europe/Local.
Use of our Own fleet of vehicles for Local Deliveries.
Use of freight forwarders for Orders outside UAE.
Use of Courier Companies for Samples/light shipment.
Has our own Warehousing Facilities for stocking.
New Market: Sri Lanka , Nigeria: Tied up with Local Business Establishment to start Hotel Supplies Company.
Target More Labour Camps within UAE: Full Package which include design and commissioning of Equipments.
Bring More Brands/Products under our portfolio.
Expand Market-Negotiating with Companies in Sudan/Tanzania/Nairobi/Baku.
Joined in 2006-Turnover was 10 million AED per year. Now AED 35 million.
New Brands-Dalebrook-UK,Tablecraft-USA,Idurgo-Spain, Jein-Italy, Farshu-Singapore
Achieved sales of AED 40 million against target of 30 million @ 25% net margin against 20% required.
New Market of Baku, Nairobi,Tanzania, Srilanka. New Client Group-Retails chains-Carrefour, Labor
Camps, Military Camps, Restaurant groups, Hotel Apartments, Bakery Companies.
V.PRADEEP NAIR HEAD-SALES AND OPERATIONS MOBILE NO: +971 50 86 77 079 MAIL: [email protected] Official: [email protected] [email protected]
