This document discusses the role and responsibilities of a dedicated India manager concept for international companies looking to expand their sales or sourcing operations in India. It outlines the people, managing, and technical skills required for the role. It then provides details on activities like business development, market research, customer relations, supply chain management, competitor analysis, sourcing development, and reporting requirements. The manager would act as a single point of contact, coordinating all India-related activities to help companies gain access to the Indian market for both sales and sourcing.

1. Dedicated Manager concept for Sales or So rcing and S ppl Chain toDedicated Manager concept for Sales or Sourcing and Supply Chain to
the Company. Located in Abroad or India– One Point Contact in India
Power Point Presentation by Vishwesh Rajguru
People 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.

2. • Business Promotion ( Sales or Sourcing ) Concept of
International Companies in India with help of
dedicated India Managerg
• 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)f
+919833094837
Multinational,
National or
International
Company Dedicated
India Customers orp y India
Manager
employed by
the company
Customers or
Suppliers
With Supply
Chain support in
India for the
CompanyCompany

3. Sales, Supply Chain and Sourcing Overview as Manager
Daily coordination on
business development
Sales
development
and
execution
Company
in
Europe
business development,
Market Study or
Intelligence
,Distributors or end user
and define strategy as
per guidance of higher
authorityexecution
Commercial
aspects and
authority.
Business
Development
and Sales
aspects and
Logistics for
Sales
Local Sourcing and Sales
Manager
Local Sourcing
and Service
Support
Technical
Support and
Service after
Sales
Strong
Customer
relations
and adopt
various
h l
Sales
channels to
get leads

4. 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 , y
success factors are the same
b)Differences: more strategic, more variables, more complex, cultural
differences, legal constraints, information sources, managing distances
entry mode, entry mode

5. 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
marketing
approach that
delivers business
i Create products
Competitor
Information
Successful
Exports to
India Market
pp o d s
opportunity Create products
awareness,
Create satisfied
loyal customers,
Capture regular
business enquires
from customers
•Techno
Commercial study
of the products or
Define unique
characteristics of client’s
Key competitors and
their market
positioning like size
•Understand
Customer 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
local
manufacturing/tradi
ng, sales process,
pricing, strengths
and weaknesses
•Customer study
•Analyze
competition
•Listing down the
activities and
preparing a macroManage Client
information
g
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 g
execution 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 up
Operations
Creation of
strong customer
relations
resulting
Increase share of
selected overseas companies
to enter the Indian market by
allowing them to test the
market within a dramatically
adjusted, restricted budget
6
portals Increase share of
the business to
Client

6. Continued
Customer Relationship – Single Point Contact of Sales Manager
Awareness & Information
17
Continued
Support
Awareness & Information
Gathering
2
Service/repair
experience of the
company
6 Purchase
experience
Customer
Relationshipp y
Customer experience
across all channels
and across every
stage of the
relationship
3
4
5
Point contact care for
enquires and
identify/define problem
Receive product &
begin use
Review, understand
logistics & pay bill

7. 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 costs
Total product cost Selling Price
Marketing & sales
General & administrative
Total pretax profit
7

8. Supply Chain Flow Chartpp y
Supply Chain Planning
Inventory
Planning
Demand Forecasting
& Planning
Supply
Planning
Production and Procurement
Distribution Management
Order ManagementSupply Chain Management
Distribution Management
Relationship With
Distributors
Service
Maintenance
Customer Relationship
Management
8

9. 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 4Step 3 Step 4
Supplier closer
to our cut out
Vendor visit -
Audit for two
Sample to give to
manufacturing
l if S t
Sample receivedto our cut out
price at least
two supplier
screen out
Step 5
Audit for two
supplier Sample
manufacturer
clearance
Step 6
clearance if Set
up, Manufacturing
facilities ,QC and
price ok
Step 7
p
along with Test
certificate sent to
client 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 &
Dimensional
Criteria
Step 9
Client through
mail
confirmation
Step 10
will be forwarded
to supplier to go
through terms &
conditions Step 11
be made
between client
and supplier
Step 12

10. Sourcing Manager- Methodology and Responsibility - 1
Define 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 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 levelexisting 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 andbetween 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.

11. C di ti d l ti b ildi ith d t di t ib t
Sourcing Manager- Methodology and Responsibility - 2
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,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 delivered
condition of products and feedback to relevant corrective action taken.

12. 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

13. 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
S l d fit b k tSales and profits by market
Sales Channels
Sales Team
Distribution systemy
Identity / profile of senior management
Cost structure
Market 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 competitors
Advertising ( website ,trade show,B2B etc) strategy and spending
Customer / consumer profile & attitudes
Customer retention levels

14. 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 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 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 ory y y g
another?

15. 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 ory p y
different to those offered by your competitors. Is there anything they are doing
that you should imitate?
Going furtherGoing 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 offeedback, you can make this part of the process by including a couple of
questions

16. 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, 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.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 sending
an employee.

17. 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 keep
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
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 wouldp p , g y
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:
Printed Data Observable Data Opportunistic Screening
Websites and Annual
Reports
Pricing / price lists Meetings with suppliers
Press releases Website Trade showsPress 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

18. 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.

19. 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 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 andproducts 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,All business related expenditure original bill copies of travelling , printing,
monthly cell charges will be send you via courier to Company. every month.

20. Exporter Importer
b k
Bank In
Importers bank
Importer’s
Warehouse
Bank In
Exporters
Country
Logistics and
Manufacturing/
Logistics and
Supply Chain
Handling by
Dedicated
ManagerProcuring
End Customers
Manager
Secure
Transportation
d Air or Seaand
Documentation
Air or Sea
Shipment

21. Dedicated Manager concept for Sales , Sourcing and
Supply Chain to the Company in EmploymentSupply Chain to the Company in Employment
Ethics and
Mutual Trust
Regulatory
Compliances
Management
Functions Dedicated Manager
navigates the
Corporate GrowthCompany
Policies
Corporate Growth
with
Good Governance

22. 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, 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
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 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 ofgetting 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.

23. 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 themcosts, 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 supportround the clock customer support.
Focus on core competencies
As 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 mundanep g p
tasks, and have had more time and opportunity to grow their business.

24. 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-linestreamline 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 serviceImproving customer service
Customer 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 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 cany g g p p y p , y
focus on getting resources to grow your core competencies.

25. 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 management
Assist a fast growth situation
Less 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 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 nextConcrete base foundation for sales or sourcing with scaling up activities in next
stages.

26. 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 in
India
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.

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 totalCompanies 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
ti l F ll i d i i i dipromotion 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 productg p
management. Exceptional communication skills Effective and accountable in
executive roles: Overcome complex business challenges strong work ethic &
irreproachable integrity
Th k YThank You