Conind de Venezuela FRS Division 1998 Revised Plan 1998 CDV / FRS Division
Current Situation 1998 CDV / FRS Division
<ul><li>Venezuela’s oil & gas opening opportunities </li></ul><ul><li>All major projects during this fiscal year lost due ...
Strengths   Weaknesses -  People Commitment  - Technical knowledge on emerging -  Market knowledge    technologies -  Trai...
Opportunities   - Oil opening, Orinoco  Belt Mega Projects  - Large Field Instrumentation    installed base  - Outsourcing...
Objectives 1998 CDV / FRS Division
<ul><li>TO SELL TEN  DELTA V SYSTEMS IN FY 98 </li></ul><ul><li>TO REACH $1000K  IN SALES FOR FY 98 </li></ul><ul><li>48 D...
Organization & Responsibilities 1998 CDV / FRS Division
FRS-Mission <ul><li>FRS to become a leader company in sales and services </li></ul><ul><li>Exceed customers expectations: ...
CDV / FRS Department Organization
<ul><li>Department activities coordination </li></ul><ul><li>Sales & Marketing activities </li></ul><ul><ul><li>Project pu...
<ul><li>Customer Support Solutions (CSS) program </li></ul><ul><li>Training Department </li></ul><ul><li>Installation & Co...
<ul><li>OUTSIDE SALES </li></ul><ul><li>Delta V Presentation plan </li></ul><ul><ul><li>EPC companies </li></ul></ul><ul><...
<ul><li>INTERNAL SALES  </li></ul><ul><li>Projects, Services & Spare Parts quotation </li></ul><ul><li>External Sales pers...
Action Plan 1998 CDV / FRS Division
<ul><li>Re-visit current markets  and explore new and non-traditional ones </li></ul><ul><ul><li>Food ad beverages,  </li>...
<ul><li>Identify opportunities </li></ul><ul><ul><li>Obtaining DATA of potential clients </li></ul></ul><ul><ul><ul><li>Or...
<ul><li>Sales infrastructure for a Nation-wide coverage </li></ul><ul><ul><li>Carlos Piña as leader in Western area  </li>...
<ul><li>Promoting sponsors inside each organization, improving professional and personal relationship between Conind and c...
Action Plan: Re- visit <ul><li>Re-visit unfinished sales negotiations. </li></ul><ul><ul><li>Minerven, Midrex, Fertilizers...
Action Plan: Follow Up <ul><li>Add a follow up planning chart to the existing planning ahead chart. </li></ul>
<ul><li>Continue developing internal technical resources to cover market needs for “Total Solution Provider”  </li></ul><u...
<ul><li>Create & Develop an internal training program: </li></ul><ul><ul><li>Process Control - Basic information </li></ul...
<ul><li>Set Goals to new sales force </li></ul><ul><ul><ul><li>By territory & by Salesman </li></ul></ul></ul><ul><ul><ul>...
Action Plan: Operations Manager <ul><li>Candidate Hunt </li></ul><ul><ul><ul><ul><li>Explore any candidate inside our own ...
Requirements 1998 CDV / FRS Division
<ul><li>International Projects Coordination </li></ul><ul><li>“ On-schedule” product deliveries to the market </li></ul><u...
<ul><li>Training </li></ul><ul><ul><li>Service Manager course - H. Guerrero </li></ul></ul><ul><ul><li>PlantWeb / Fieldbus...
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Conind De Venezuela

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an evaluation of a consultanting company in venezuela

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Conind De Venezuela

  1. 1. Conind de Venezuela FRS Division 1998 Revised Plan 1998 CDV / FRS Division
  2. 2. Current Situation 1998 CDV / FRS Division
  3. 3. <ul><li>Venezuela’s oil & gas opening opportunities </li></ul><ul><li>All major projects during this fiscal year lost due to PROVOX price structure & Int’l project coordination </li></ul><ul><li>EPC companies with major participation on DCS business decisions </li></ul><ul><li>Improvements over the Delta V System (Twister) </li></ul><ul><li>FRS commitment to increase market share on oil/gas and refining industry will ride in future growth </li></ul><ul><li>PDV investment and operating cost budget freeze. </li></ul><ul><li>Venepal and Midrex cut their budget. </li></ul>Current Situation - External factors
  4. 4. Strengths Weaknesses - People Commitment - Technical knowledge on emerging - Market knowledge technologies - Training facilities - Lack of control in sales efforts - Conind’s capacity for - Irregular fluctuation between sales managing Mega-projects and operations - Infrastructure resources - New products with no quality proved - FRS well known global image in the Country - Large product line - Lack of strong sponsors in potential - Specialized staff areas of the market - State-of-the-art technology - Lack in marketing knowledge - Internal re-organization, grow - Lack of sales organization efforts and developing new potential - No sales budgetary assignation - No proactive sales strategy - No Inventories policy - Lack of organization structure Assessment
  5. 5. Opportunities - Oil opening, Orinoco Belt Mega Projects - Large Field Instrumentation installed base - Outsourcing PDV programs Assessment Threats - International EPC Relationships - Most plants already committed to a DCS supplier (80%) - Extremely Price Sensitive Market (bidding laws) - Strong competency - ISO 9000 certification
  6. 6. Objectives 1998 CDV / FRS Division
  7. 7. <ul><li>TO SELL TEN DELTA V SYSTEMS IN FY 98 </li></ul><ul><li>TO REACH $1000K IN SALES FOR FY 98 </li></ul><ul><li>48 DELTA V PRESENTATIONS IN THE NEXT FOUR MONTHS </li></ul><ul><li>FIND AN OPERATIONS MANAGER </li></ul>Main Objectives
  8. 8. Organization & Responsibilities 1998 CDV / FRS Division
  9. 9. FRS-Mission <ul><li>FRS to become a leader company in sales and services </li></ul><ul><li>Exceed customers expectations: </li></ul><ul><ul><li>Responding to customers needs with a POSITIVE ACTITUD </li></ul></ul><ul><ul><li>Responding to customers needs with COMIMMENT </li></ul></ul><ul><ul><li>Keeping the customer informed on new changes and product line </li></ul></ul><ul><ul><li>Make customer satisfaction a golden goal </li></ul></ul>
  10. 10. CDV / FRS Department Organization
  11. 11. <ul><li>Department activities coordination </li></ul><ul><li>Sales & Marketing activities </li></ul><ul><ul><li>Project pursuit for International & big projects </li></ul></ul><ul><ul><li>Internal PlantWeb / AMS / Delta V training program </li></ul></ul><ul><ul><li>Integrator network development program </li></ul></ul><ul><li>Management of Big Projects </li></ul><ul><li>FRS / FAS / FRVzla / FR ISG relationship </li></ul>CDV / FRS Manager Responsibilities
  12. 12. <ul><li>Customer Support Solutions (CSS) program </li></ul><ul><li>Training Department </li></ul><ul><li>Installation & Configuration Services </li></ul><ul><li>Small projects management </li></ul><ul><li>Demo equipment </li></ul><ul><li>Installed base services </li></ul><ul><li>Equipment reception & inspection </li></ul><ul><li>Fieldbus/AMS configuration & support </li></ul>CDV / FRS Eng. & Service Dept. Responsibilities
  13. 13. <ul><li>OUTSIDE SALES </li></ul><ul><li>Delta V Presentation plan </li></ul><ul><ul><li>EPC companies </li></ul></ul><ul><ul><li>PDVSA </li></ul></ul><ul><ul><li>Private & Small Industries </li></ul></ul><ul><ul><li>Basic Industries (Steel & Aluminum) </li></ul></ul><ul><li>PlantWeb / AMS / Delta V Internal presentation program </li></ul><ul><li>Small projects follow-up </li></ul><ul><li>Project pursuit </li></ul>CDV / FRS Sales & Marketing Dept. Resp.
  14. 14. <ul><li>INTERNAL SALES </li></ul><ul><li>Projects, Services & Spare Parts quotation </li></ul><ul><li>External Sales personnel support </li></ul><ul><li>Equipment / Services P.O. </li></ul><ul><li>Equipment dispatch & reception </li></ul><ul><li>Conind logistic & stock department relationship </li></ul>CDV / FRS Sales & Marketing Dept. Resp.
  15. 15. Action Plan 1998 CDV / FRS Division
  16. 16. <ul><li>Re-visit current markets and explore new and non-traditional ones </li></ul><ul><ul><li>Food ad beverages, </li></ul></ul><ul><ul><ul><li>Polar, Regional, Brahma, Remavenca, Mavesa </li></ul></ul></ul><ul><ul><ul><li>Resp.: O. Moreno/ C. Piña. </li></ul></ul></ul><ul><ul><ul><li>When: August-Sep </li></ul></ul></ul><ul><ul><li>Mining </li></ul></ul><ul><ul><ul><li>Minerven, Las Cristinas, etc. </li></ul></ul></ul><ul><ul><ul><li>Resp.: O. Moreno/ D. Izarra. </li></ul></ul></ul><ul><ul><ul><li>When: June- July </li></ul></ul></ul><ul><ul><li>Gas & Oil and Chemicals </li></ul></ul><ul><ul><ul><li>PDV, Shell, Chevron, BP, Elf </li></ul></ul></ul><ul><ul><ul><li>Resp: O. Moreno/ C. Piña. </li></ul></ul></ul><ul><ul><ul><li>When: June-July </li></ul></ul></ul>Action Plan: Marketing Penetration
  17. 17. <ul><li>Identify opportunities </li></ul><ul><ul><li>Obtaining DATA of potential clients </li></ul></ul><ul><ul><ul><li>Organizational chart </li></ul></ul></ul><ul><ul><ul><li>Identifying sponsors, leaders, buyers influence, decision makers </li></ul></ul></ul><ul><ul><ul><li>Set up meetings with top managers </li></ul></ul></ul><ul><ul><ul><li>Annual budget </li></ul></ul></ul><ul><ul><ul><li>Potential projects </li></ul></ul></ul>Action Plan: Marketing Evaluation
  18. 18. <ul><li>Sales infrastructure for a Nation-wide coverage </li></ul><ul><ul><li>Carlos Piña as leader in Western area </li></ul></ul><ul><ul><li>Orlando Moreno as leader in Central area </li></ul></ul><ul><ul><li>Diego Izarra as leader in Eastern area (with no relocation associated) </li></ul></ul><ul><li>Motivate Carlos P’s full efforts to Delta V sales for supporting O. Moreno and D. Izarra in their areas. </li></ul>Action Plan: Marketing Penetration
  19. 19. <ul><li>Promoting sponsors inside each organization, improving professional and personal relationship between Conind and clients. </li></ul><ul><ul><li>Working inside clients organization for specifications and consulting </li></ul></ul><ul><ul><li>Resp: O. Moreno/ C. Piña </li></ul></ul><ul><ul><li>When: As per project </li></ul></ul>Action Plan: Promoting Sponsors
  20. 20. Action Plan: Re- visit <ul><li>Re-visit unfinished sales negotiations. </li></ul><ul><ul><li>Minerven, Midrex, Fertilizers (PQV), Las Cristinas, Brahma, Ceraven, Smurfitt, Nabisco, Químicas Venoco. </li></ul></ul><ul><ul><li>Resp.: O. Moreno/ D. Izarra. </li></ul></ul><ul><ul><li>When: Next two months. </li></ul></ul>
  21. 21. Action Plan: Follow Up <ul><li>Add a follow up planning chart to the existing planning ahead chart. </li></ul>
  22. 22. <ul><li>Continue developing internal technical resources to cover market needs for “Total Solution Provider” </li></ul><ul><ul><li>O. Moreno fast track training on Delta V and fieldbus. </li></ul></ul><ul><ul><li>D. Izarra strong training on Delta V and fieldbus </li></ul></ul><ul><ul><li>Get the Delta V train-the-trainer certification </li></ul></ul><ul><ul><li>Develop an internal champion on Fieldbus initiative </li></ul></ul>Action Plan: Training
  23. 23. <ul><li>Create & Develop an internal training program: </li></ul><ul><ul><li>Process Control - Basic information </li></ul></ul><ul><ul><li>Delta V / AMS / Fieldbus - Basic training and Sales Tools </li></ul></ul><ul><ul><li>Most frequently Q & A that should be known by the sales force </li></ul></ul>Action Plan: Training
  24. 24. <ul><li>Set Goals to new sales force </li></ul><ul><ul><ul><li>By territory & by Salesman </li></ul></ul></ul><ul><ul><ul><ul><li>Carlos Piña to sell $200k and to give 20 Delta V presentations in next four months </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Diego Izarra to sell $200k and to give 14 Delta V presentations in next four months </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Orlando Moreno to sell $600k and to give 14 Delta V presentations in next four months </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Follow ups one week after each presentation </li></ul></ul></ul></ul>Action Plan: Goals
  25. 25. Action Plan: Operations Manager <ul><li>Candidate Hunt </li></ul><ul><ul><ul><ul><li>Explore any candidate inside our own organization </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Broadcast vacant position thru internal corp. e-mail and newspaper </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Broadcast vacant position on FRS web page </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Look on the competition for candidates </li></ul></ul></ul></ul><ul><ul><ul><ul><li>General publicity and job hunters </li></ul></ul></ul></ul>
  26. 26. Requirements 1998 CDV / FRS Division
  27. 27. <ul><li>International Projects Coordination </li></ul><ul><li>“ On-schedule” product deliveries to the market </li></ul><ul><li>Price competitive products & solutions </li></ul><ul><li>New technologies sales & technical training </li></ul><ul><li>Improve the marketing, product and competitive information availability - access to the Intranet Server </li></ul><ul><li>Financing Policies </li></ul><ul><li>“ Seed heads” </li></ul>Requirements from FRS...
  28. 28. <ul><li>Training </li></ul><ul><ul><li>Service Manager course - H. Guerrero </li></ul></ul><ul><ul><li>PlantWeb / Fieldbus / AMS training - C. Piña, O. Moreno and D. Izarra </li></ul></ul><ul><ul><li>Delta V - Twister release training - O. Moreno and D. Izarra </li></ul></ul><ul><ul><li>Medicom - R. Buñones </li></ul></ul><ul><ul><li>Alejandro - Sales Wizard </li></ul></ul>Internal requirements that will be meet...

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