Power point presentation of INduction & Orientation

1. HELLO
INTRODUCTION TO INSTITUTIONAL BUSINESS

2. Contents
� About us
i. Company Vision
ii. Role
iii. Hierarchy
� What we Do?
� Cement
1. Institutional sale
1. Introduction
2. About our client
3. Etiquettes
4. Job Description
5. Operational/Technical
6. Sales & Marketing
7. Onboarding Time App
8. Terminology
9. Execution
10.Rules & Regulations
11.Questionnaires

3. ABOUT US
� Our firm was founded in year 1989 by “Kishanlal Tibrewal”, with one
motto in mind. “Be the best”.
� We are the only authorised IA of DALMIA CEMENT BHARAT LTD for
Odisha.
� Super Platinum dealer of DALMIA
� Fleet Owner
� Distributors of Shyam Metalics And Energy Ltd. (under firm Ruby
Steel)
� Distributors of Birla White Putty (Under Firm Shree Balaji Distributors)

4. Company Vision
� Don’t just Aim for market leader, Aim for
irreplaceable market leader.
� Company expanding to all over Odisha & enter
to Jharkhand
� To become highest seller in Odisha & Jharkhand

5. Hierarchy/Organizational Chart
CEO (Bhawesh Tibrewal)
RM(Prasanna) MIS Backend(Aparna)
ASM(Alok,Basant,Rama,Raj)
E.A(Swagatika)

6. What We Do ?
� We deal in supply of DALMIA INFRAPRO cement. A product of
OCL India Ltd (Subsidiary company under Dalmia Bharat Cement
Ltd).
� We have categorised our Cement sales in two parts
1. Institutional Sales or Industrial Sales (Project Segment)
2. Wholesales ( Retail and dealer Segment)

7. Institutional Sales or Industrial Sales
As the name indicates institutional sales means the sales made to
projects and industries which uses cement as raw material.
� How is it different from retail or wholesales?
In Institutional sales, special rates are approved for projects keeping in
mind bulk requirement. The material supplied here is not for resale, that
is, material cant be resold to third party and can be used in approved
sites only.

8. Is there a eligibility criteria ?
Yes , the client needs to have a minimum 2 crore valuation in hand.
Client must have valid documents as per Annexure 1.
� What's the minimum quantity ?
Upfront payment of minimum 50mt. Monthly minimum lifting of 50
mt.
� How can we supply material in any project?
The client must meet the above criteria and verification of
necessary documents mentioned in Annexure 1.

9. About our Client
⮚ Construction company/ firm
⮚ Real-estate businessman
⮚ Private Construction company
⮚ Industries (Using cement as raw material)
⮚ Government contractor
⮚ Super Class
⮚ Special Class
⮚ A Class
⮚ B Class
⮚ C Class

10. Terminology
Classification of customer
� Super Class-🡪Unlimited investment(Specifically Govt. Projects)
� Special Cass-🡪Upto 15 crore
� A Class-🡪Upto 6 crore
� B Class-🡪 Upto 3 crore
� C Class-🡪 Below 1crore
(Note:- This classification is done based on experience & maximum
tender valuation of a contractor)
� Tender Float-🡪Upcoming Tender/Work
� Bidding-🡪 Offering of special price especially at the time of Auction
(Process of Tender Finalisation:- Tender Float🡪Bidding🡪Bidding Finalisation🡪
Letter of Intent🡪 Work Agreement🡪 Work Order)
� T Route🡪
1. Best Price
2. Minimum Load
3. Consignee Code
4. Vendor Code

11. Continue…
� Delta :- Balance Available in Customer account
� SOA :- Statement Of Account
� SOA Block :- Code blocked due to Non Submission of Quarterly
SOA
� 90Days Block :- Code blocked due to non-transaction in last
90 days
� 93 Block :- Code blocked as min avg monthly lifting is
less than 50mt
� 98 Block :- Code blocked as monthly lifting is less than
50mt

12. Client Status
� New Customer🡪 Never Registered with Dalmia Cement
� Inactive Customer🡪 Already registered with Dalmia but had no
transaction done in last 90days
� Active🡪 Registered with Dalmia and having transaction in last 90
days
� Mix🡪 Those customer directly & indirectly added with Dalmia some
site are mapped directly and some site mapped by us.
� Below 1Crore🡪 Generally we don’t deal with this kind of Client,
� No Work🡪 Those Contractor who have no work on that time but later
on may become prospective client and have some projects,
� Existing Customer🡪 Associate with Dalmia through us.

13. Cement Type
� BLENDED CEMENT
� PSC (Portland Slag Cement)
� PPC (Portland pozzolana Cement)
� PCC (Portland Composite Cement)
� NON-BLENDED CEMENT
� OPC (Ordinary Portland Cement)

14. Blended Cement(PPC/PSC/PCC)
PPC
� There is no grading unlike OPC as per guideline of BIS- Appreciate to all
cement industries
� Strength- 50+ MPs(Megapascal)
� Colour- Blackish (Contractor Prefer because sand can be mixed more)
� Application- Railway/Irrigation/Power
� Benefits- Good setting which is better than OPC/PSC
� Strength- 7days strength < PSC
� < OPC
� 28 days Strength > OPC
� = PSC
� Fly Ash mixed in PPC(15-35%)
� Fly ash is produced from Thermal Plant
{Note:- PPC is not available in Trade Market,
In future PPC will be replace by PCC so, PCC is future}

15. Cont.…
PSC (Portland Slag Cement)
� Slag is a waste of steel plant is used in manufacturing of PSC
� Colour- Greyish
� Applications- most commonly used cement for all types of
Building & Road
PCC (Portland Composite Cement)
� Slag & Fly ash is mixed in cement in a set of Ratio, Helping it to
achive both pros in PSC & PPC
� Setting Time- > PSC/PPC
� 7 days Strength- > PSC/PPC
� 28 days Strength- > PSC/PPC

16. How Cement Measure???
� Metric Ton- 1000KG --🡪20 bags x 50KG
� 97% of cement supply is done in Bags via Truck
� 3% of Cement supply is done via Bulkers in Loose

17. Minimum 1 full truck load of material is supplied to any site. Various
capacity load trucks are available depending upon the site location
and plant location
� Minimum 10MT - 12MT trucks are available in Sundergarh District
� 20MT
� 25MT for
� Minimum 30MT trucks are available for Kalahandi District (25MT
sometime)
� Bulker are available in 28-35mt capacity.
(MT stands for Metric Ton)
QUANTITY OR TRUCK LOAD

18. Operations & Sale
� Report to concern RM
� Lead Generation:-
Visit Government Department
▪ PWD(Public Works Department)
▪ RB(Roads & Building
▪ RD(Rural Development)
▪ RWSS
▪ Irrigation
▪ DRDA
▪ Municipality
Whom to Talk
▪ Estimator
▪ Head Clerk
▪ JE
▪ Executive Engineer

19. What to Talk
� Existing Work in Progress(contractor name & details)
� New Allotted work/but not started
� Upcoming tender
� Potential customer list collection from the customer(Reference)
(After data collection submit to RM/MIS)
� Customer Onboarding
❖ Self lead follow up
❖ RM list follow up
❖ Time for LTO(Lead to onboarding)
❖ Call to customer
❖ IF potential & interested (next day fix appointment or as per contractor confirm)
❖ Maximum 3 visit
❖ Documentation
❖ Onboarding(Close the deal)

20. Terms & Conditions for Supply
➨ Vendor Code(Company Registration)
➨ Consignee Code(Site New/Existing registered for all site same location)
➨ Minimum work order value🡪1crore For building / 80lacs🡪For Roads
➨ Proper Documentation is mandatory
➨ Valid Work Order like
1. Minimum Valuation🡪1 crore
2. Date of competition🡪 if expired-: Letter of extension required
3. Work Order is name of Contractor, If not then Sub-Let Agreement is
mandatory
➨ Minimum 50Metric Ton transaction is required for dispatch in calendar
month for a particular customer
➨ Rates are valid for a calendar month(PO can be short closed by company if
required)
➨ Minimum truck load will be dispatch
➨ Price varies from district to district.

21. ETIQUETTES
“First impression is the last impression”
Before we proceed any further its important to discuss some of the basic
etiquettes.
� No matter how small or big you are, a customers should always be
designated as “SIR”.
� A smile for a change. A greetings are always a ice breaker.
� Being a professional is once choice, and nothing is better than a formal
dress to show that.
� Smart people debate, fools argue.
� Never make a commitment you cant fulfil.
� Apologizing does not always mean you're wrong. It just means you
value your relationship more than your ego

22. Do’s & Don’t…
Do’s
� Punch in Field sense on time,
� Do valid commitment and assure to fulfil it
� Maintain good relationship with your peers & Seniors
� Daily projection and Planning should share to RM
Don’t
� No false commitment
� Don’t tell negative against any other contractors
� Without approval don’t intimate price
� No false commitment regarding delivery
� No argument with customer
� “We are from Dalmia Cement” never state this statement to customer
� Always answer the call, if busy drop a message after that they should call back
� Alcohol consumption is strictly prohibited during working hours
� No Gifts, Cash or Vouchers or anything is not receive from customer or exchange with
customer.
� No false reporting
� Don’t interferer other districts even if its open(not yet ASM appointed)

23. What’s Your Role????
A. Reporting on Time
B. Lead Generation (New Customer)
C. Know your existing Customers
D. Market survey: Collecting data on Competitors Products and rate. Keeping
tab on upcoming project. Keeping tabs on customer requirement.
E. Order coordination :
1. Customer Visit
2. Tele calling
3. Rate approval
4. Vendor Registration
5. Order Collection/Sales
6. Purchase Order
7. Declaration
8. Payment Collection
9. Dispatch.

24. Know your existing Customers
Having a background details about your customers is very important.
What kind of details we are talking about?
1. Details about his work, Projects in hand, ongoing sites, type of Builder, new
projects he has in hand.
2. Financial data on customers.
3. Person in charge of purchase and sale.
4. Customer monthly requirement.
5. Technical person in charge of approving material.
6. Any previous issue with firm or company.
7. About is his attitude and behavior. (some are straight forward/ some
demand persistent approach/ some value relation/ Some value price)
8. Bargaining and false pricing.

25. How to approach New Customers???
� What type of cement do you use?
� It may Dalmia or not
� Our material is factory fresh material
� No hooks as dispatch, no spillage or tempered
� Direct to customer(Billing)
� Price hike intimation
� Try to provide best price
� Pricing at best price but I can offer you that price after documentation
� Without documentation I cant approach to the company
� If customer says “I don’t want to buy from you” reply will be At least do
registration with us, when you want give order.
� If customer says “ Not required now” at least do vendor registration its not
take a single penny for this as it take 4-5days.
� If customer says other brands using??? reply will be

26. Cont.…
1. Approved in all departments
2. Company supply 12MTPA(metric ton per annum) High volume & Serviceability
3. Prompt dispatch & Delivery of cement
4. Factory fresh material
5. No hooks as dispatch
6. Price hike intimation
7. Will try to provide best price
8. Best quality No.1 in Odisha, leading brand,
9. Price:- Base price but best price, I can provide you but after documentation will quote
you best price with company approval.
10.If doesn’t want to buy:- Ask for registration, if required in future give order.
11.Not required now:- Vendor registration can be done, it takes 4-5days vendor code &
consignee code will be opened and we can supply whenever you want.
12.Credit:- Price is less in project
13.Are you from Dalmia:-”We are from Dalmia Cement IA office, currently I am looking
after project sales in ______District”.

27. Cont.…
� If customer says Directly from company then reply will be “we are channel partner
for Dalmia,
• I will be there for you,
• Price intimation
• We will try for the best price for you.
• You will be helping me to achieve target
• How many time to have follow this?
• 2times/day
• No body can provide these service & I always available for you.
• Rates are same via directly or through us
• First register with us then if you will be not satisfied then you can purchase directly.
• On time delivery facility
• If previous experience was not good regarding Supply Time, Price, Price Hike, Quality
& Quantity then reply will be “First you deal with us I assure that you will never
disappoint from us, and I personally take care that it will not happen in future”

28. Active Customer
� Who are already a customer of Dalmia
� Must have company code
� Only new consignee code can be opened
� We are taking directly? why from you? reply will be As you are dealing directly still give
us a chance to serve you sir, best service will provide by
❖ Price intimation
❖ Business related query
❖ Logistics Coordination
❖ Any kind of other issues
� I will personally take care of your case,if you give me new work order it will count in my
target, a big help from you, I will be obliged.
� Call once in a month till not getting anything from that customer.
� If you have new work order plz let me know
� If the investment is Below 1Crore then just deny in positive way,

29. Inactive Customer
� Why not using Dalmia Cement?
� Reason may be Price, Delay in Supply, Strict Norms
� For Price-🡪we will arrange you best price exclusively
� For Supply-🡪I will make sure registered customer must get material on priority basis
� About Norms-🡪The rule is minimum order 5mt & advance payment required
according to SOP of Company
� Other Brands are ok-🡪As you are taking other brand kindly try our brand, give us a
chance to serve you, special service
� No follow up
� No work past 90days
� No credit -🡪its company norms according to SOP
� Technical Support-🡪After documentation technical process will initialise, mail to
company for technical support
� Our company technical support team will approve after registration.

30. Market survey
This is one of the most crucial analysis required for Sales and Marketing officer.
Its impossible correctly value your product without market survey, if the price of
your product is too low you are losing NCR or if the price is too high you loose
your market. Detailed report of up
1. Collecting data on competitors rate
2. New upcoming projects
a. Getting leads from existing client and data base
b. Getting leads from various Government department, e.g R&B Division, PWD
office, Irrigation department, OCCL, Police Housing board, CPWD, Railway
c. Getting details about the bidders in the projects.

31. Order Co-ordination
� Communicate the Approved rate
� Negotiated rate approval
� Order Collection
� Purchase Order and Declaration
� Payment Collection
� Dispatch, its your responsibility to keep tab on dispatch status for
customer.

32. Talking to Customer
1. Greeting
2. Introduce yourself (Your name/ designation)
3. Give name of reference in any
4. Ongoing and upcoming projects ( Govt. Department )
5. Cement Currently using or previously used follow instruction in check list
6. Quality/ immediate/monthly/ total requirement
7. Why not Dalmia ??
8. If Pricing issue ( get competitors price), if huge gap in price then USP.
9. Communicate the negotiated price
10.Collected document (As per Annexure 1)
11.Co-ordinate the order. ( Min truck load for the site)

33. Check List
Customer
Dalmia
User
Other
Brand
Previously
Used Dalmia
Future sales
Prospect
Never used
Dalmia
Process for new
Party Code
Less than 3
Months
More Than 3
Months
Future sales
Prospect
End
Party Code
Renewal

34. USP
� Approved in almost all government department
� Best in service.
� Consistence Supply throughout the year
� Best logistic Service in Odisha ( delay in Supply can cost you more than
price gapping)
� We are the market leader, i,e other brands pricing is decided based on our
pricing. That is they will always try maintain the price gap, as it is impossible
to compete at same price.
� Not all company are fool proof, its better to deal with major company, not
completely depending in lower brand.

35. Things to remember
� How do we quote rates ?
▪ You are supposed to quote rates which are communicated to you.
▪ We quote FOR price to Customers, i.e inclusive of all taxes and transportation.
▪ Rate differ from region to region, irrespective of distance.
For e.g Price at Sundergarh is higher than that of Sambalpur.
▪ Rates can vary based on volumes.
▪ Special rates can be given only after approval.
▪ Don’t Quote rates without prior approval.
� Minimum 50mt take off is necessary.
� 10mt trucks for Sundergarh area, 20mt/23mt

36. Some Facts
� 1 mt = 20 bags
� Rates are FOR basis (inclusive of taxes and Freight)
� Advance payment
� Billing will be done directly to party
� Material can be used in approved site by approved vendor only.
� Rate approval are valid for calendar month (Except Special case)
� Rate approval is valid for PO Quantity only
� We manufacture PSC/ PCC/PPC
� Dalmia Bharat is group, OCL India Ltd is a subsidiary branch of Dalmia
Bharat. Two plants in Odisha Kapilas and Rajagangpur.
� Konark is product of OCL India Ltd.

37. ANNEXURE 1. (Documents FOR KYC)
1. WORK AGREEMENT/WORK ORDER/ LETTER OF INTENT *
2. PAN CARD *
3. AADHAR CARD *
4. GST REGISTRATION FORM 06 (3 PAGES) *
5. BANK STATEMENT/ CANCELLED CHEQUE *
6. PURCHASE ORDER *
7. DECLARATION *
8. DISCLOUSRE OF INTERESTED PARTY (TPD) *
9. ANNEXURE *
10. AUTHORISATION *
11. CONTRACTOR LICENSE (IF GOVT PROJECT)
12. PARTNERSHIP AGREEMENT (IF APPLICABLE)
13. MOA (IN CASE OF COMPANY FIRM PVT LTD)
14. SUB CONTRACTOR AGREEMENT (IF APPLICABLE)
* All documents should be self attested. *
* Site Address with Pin Code and site contact details *

38. HR Formalities
� Offer Letter Acceptance(duly signed and submit)
� Documentation(if any left)
� Passport size photo(if left)
� Joining Formalities through Google Form
� Company asset acceptance along with Declaration Signed
Technical Part:- Demo
▪ Field sense
▪ Any Desk
▪ Field Sense
▪ How to use Google Form
▪ How to fill VR Form
▪ Maintain Checklist
▪ How to fill Help Slip for assistance & suggestions from management

39. Thoughts and a word of advice
� Vision is like a baby, it keeps on growing, it keeps on changing its form.
Growth is determined by the dedication you put behind your Goal.
� If you don’t believe in yourself, nobody will.
� Pressure can be good or bad depending upon how you take it.
YOU
PRESSURE
YOU MOVE FORWARD
PRESSURE
CAN
LEAD TO
STRESS

40. Thank you