Sales Restr Redacted

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This was a group presentation to suggest the sales re-structuring in a former company as a core committee.

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Sales Restr Redacted

  1. 1.  Interiors  :   Sales  Re-­‐Structuring   Loca7on     :    H.Q,   Dubai Time     :  3.00  pm PresenThursday, November 15, 12
  2. 2. The  Team • •Faruk • • •Thursday, November 15, 12
  3. 3. Expecta(ons   } Expectation-1 : Examine 6 teams observations on Core Strength/Customer inclusions and recommended new market opportunities to be a key player in 2-5 Mio space with supporting evidences } Expectation-II : Examine 6 teams observations on OI and H&R sales structure and recommend two sales structure options to be a key player in 2-5 Mio space } Expectation-III : Examine Merits and Demerits of the recommended two sales structure options and suggest viable solutionsThursday, November 15, 12
  4. 4. CURRENT  MIS  FACTS UAE  MARKET ARI  TEAM  COMMERCIAL  STATS INDIVIDUAL  STATS H  &  R  STATSOFFFICE  INTERIORS  MARKET  WORTH  PROPOSAL  MIX-­‐15%  P3+40%   AV  PROPOSAL  WORTH  PER  SALES  HEAD   HOSPITALIITY  &  RETAIL  MARKET  2011-­‐2.0-­‐2.5  B P2+45%  P1  BY  AREA IS  15M/ANNUM WORTH-­‐1B  APRX REVENUE  MIX  -­‐  18%  P3+44%  P2+38%  AV  CONVERSION  IS  BET  30-­‐35%,  ARI  MARKET  SHARE  2010  -­‐  22% P1  BY  VALUE DIFFERENT  ACROSS  TEAMS  50%  TO  25% ARI  MARKET  SHARE  -­‐  0.1    %  APRXP3,P2  JOBS  ARE  CONSISTENT  THROUGHOUT  THE  YEAR  BUT  P1  JOBS  ARE  ERRATIC  WITH  LONG   CONVERSION  -­‐  48%  P3+33%  P2+27%   TOTAL  NO  OS  SALES  STAFF  NOW  -­‐  APRX   H  &  R  CONVERSION  IS  APRX  3%  BY  GESTATION  TIME  REQUIRED. P1  BY  VALUE 81 VALUE BEST  TEAM  JOBMIX  COMPOSITION   TOTAL  NO  OF  DESIGNERS  -­‐  23   RETAIL  PROPOSAL  WORTH  IS  AROUND     BY  VALUE (RATIO-­‐0.28-­‐ONE  IN  3)  (1  IN  2  IN  OI-­‐1) 395M-­‐11  M  CONVERTED  APRX PROPOSAL  WORTH  PER  HEAD  OF   HOSPITALITY  PROPOSAL  WORTH  IS     0-­‐200K-­‐10% DESIGNER  -­‐  50M/ANNUM 332M  -­‐58  M  CONVERTED TOTAL  NO  OF  ESTIMATORS  -­‐  24     201-­‐500K-­‐12% (RATIO-­‐0.29  ONE  IN  3) HOSPITALITY  -­‐ONLY  CONSULTANT  JOBS PROPOSAL  WORTH  PER  HEAD  OF   RETAIL  JOBMIX-­‐  CONSULTANT  30%  +70%     501-­‐1000K-­‐13% ESTIMATORS  -­‐  61M/ANNUM  APR D&B  BY  VALUE RETAIL  IS  ONLY  15%  OF  THE  H  &  R     1001-­‐2000K-­‐28%   PORTFOLIO  NOW  BY  VALUE   ABOVE  2M-­‐37%     P2  &  P1  ARE  ALMOST  EQUAL  IN   VALUE  AS  SEGMENTS  OF  OUR     REVENUE  MIX     NORMAL  REVENUE  MIX  -­‐  17%   FURNITURE+17%  CONTRACT  JOBS   +65%  D  &  B  JOBS       Thursday, November 15, 12      
  5. 5. Opportuni(es  Out   there… To  Tap  the  Opportuni7es  out  in  market  by  doing  the  following: } To  set  up  a  dedicated  Marke1ng  team  for  ID  Products  and  Furnitures. } To  focus  and  dive  deep  into  unexplored  industries  like  Educa1on,  Health   and  Media. } A  dedicated  team  to  target  the  emerging  markets  on  a  global  outlook. } Marke1ng  based  on  Online  presence  ,  Media,  PR  and  branding  for  the   organiza1on  in  Local  and  Global  market. } A  team  dedicated  to  customer  service  to  give  pre  and  post  contract   services  to  clients.Thursday, November 15, 12
  6. 6. The  Marke(ng   Cell Director  -­‐   Opera(ons Industry   Customer   New   Media,  PR   Products Specific   Projects Markets &  Branding Service ID   Educa(on Products Furniture Health MediaThursday, November 15, 12
  7. 7. The  Business   Target } The  Business  Target  to  be  set  at  700  Mio  with  the   proposed  Sales  Structure. Hospitality & Retail Target 125 Mio Sharjah Sales Target 50 Mio Office Interiors - 1 Target 125 Mio Office Interiors - 2 Target 125 Mio Office Interiors - 3 Target 125 Mio Office Interiors - 4 Target 125 MioThursday, November 15, 12
  8. 8. The  Ideal  Structure…Thursday, November 15, 12
  9. 9. Office  Interiors   Typical  Team  (  125  Mio  )   GM  –  Office   Interiors Divisional   Divisional   Manager Manager Sales   Sales   Sales   Sales   Manager Manager Manager ManagerKAM KAM KAM KAM KAM KAM KAM KAM BDE BDE BDE BDE BDE BDE BDE BDEThursday, November 15, 12
  10. 10. Sharjah  Sales Divisional   Manager Sales   Sales   Manager Manager KAM KAM KAM KAM BDE BDE BDE BDEThursday, November 15, 12
  11. 11. Hospitality  &   Retail  Structures GM  –  Office   Interiors Divisional   Divisional   Manager Manager Sales   Sales   Sales   Sales   Manager Manager Manager Manager ASM ASM ASM ASM ASM ASM ASM ASM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAMThursday, November 15, 12
  12. 12. Merits  &   Demerits } Per  Head  efficiency  will  be  increased  from  current  4  Mio  to  5.5  Mio  PA } Currently  320  Mio  achieved  by  81  sales.  Hence  approx.  4  mio  per  head  PA. } Proposed  700Mio  by  127  sales.  Hence,  5.5  mio  per  Head  PA. } This  gives  A  40%  Efficiency  increase. } Parity  between  Teams,  which  enables  be>er  performance  With  equal  infrastructure  and   Measurable. } Team  structure  will  induce  be>er  collaboraBon  and  strategic  performance. } This  Team  structure  is  pragmaBc  closer  to  our  current  capabiliBes  and  systems. } Be>er  Seniority  and  Technical  inclusions  into  each  Teams. } Internal  healthy  compeBBons  across  bench  marks. } Payroll  per  head  will  be  efficient,  however  capital  expenditure  will  be  more  for  the  iniBal  quarters. } The  different  Authority  levels  may  cause  a  delay  in  decision  making,  hence  an  authority  matrix  to   be  introduced. } Increase  in  incenBves  of  2  –  5  Mio  and  support  staff. } Cash  Flow  will  be  be>er  in  2  –  5  Mio  space.Thursday, November 15, 12
  13. 13. A  few  More   Products Marketing strategy Sugges(ons… Facility Business } Appropriate  support  infrastructure  for  gm  Sales  team  to  be  provide  at  Par. } One  KAM  Per  DM  Should  be  a  technical  sales  engg.  To  align  well  with  2-­‐5  Mio  space. } Sales  –  Design  –  EsBmaBon  –  Engg.  Staff  proporBon  should  be  corrected    -­‐  This  is  very   important. } Special  incenBves  should  be  given  to  sales  to  convert  Jobs  with  growing  individual  value   brackets  –  inverse  proporBon  of  current  conversion. } Design-­‐  EsBmaBon  -­‐  Engg.  Should  get  incenBves  to  align  with  sales. } Intra  team  collaboraBon  &  strategic  efforts  should  be  included  . } Management  drove  should  improve  inter  group  collaboraBon  at  pre-­‐contract  and  post   contract  stage. } Management  drive  should  improve  inter  group  commercial  strategyThursday, November 15, 12
  14. 14. A  few  More   Marketing Products strategy Sugges(ons… Facility Business } New  Joinery  facility  exclusively  for  H  &  R  to  be  set  up  to  achieve  the  120   Mio  Target. } To  double  up  the  china  resource. } New  Strategic  partners  in  furnitures  and  ID  products. } Joint  venture  in  InternaBonal  level  of  business. } To  encourage  the  clients  to  have  our  office  /  factory  visits. } To  iniBate  OrganizaBon  Get-­‐  together’s  with  clients  /  consultants. } ParBcipaBon  and  MarkeBng  through  various  exhibiBons  Thursday, November 15, 12
  15. 15. QuesJons  Please…Thursday, November 15, 12
  16. 16. Thursday, November 15, 12

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