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Conind De Venezuela
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Conind De Venezuela

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an evaluation of a consultanting company in venezuela

an evaluation of a consultanting company in venezuela

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