1. Dedicated Manager concept for Sales or So rcing and S ppl Chain to
Sourcing Supply
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-solving
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
g
dedicated India Manager
• Concept adopted successfully by many companies in
Europe and USA for business benefits.
• One point contact dedicated to company only for
f
Sales or Sourcing ( Holding Visa for Europe and USA)
+919833094837
Multinational,
National or
International
Company
p y Dedicated
India Customers or
Manager Suppliers
employed by
the company With Supply
Chain support in
India for the
Company

3. Sales, Supply Chain and Sourcing Overview as Manager
Daily coordination on
business development,
development
Market Study or
Company Sales
Intelligence
,Distributors or end user
in development and define strategy as
Europe and
execution
per guidance of higher
authority.
authority
Commercial
aspects and
Logistics for
Sales
Business
Development
Local Sourcing and Sales
and Service Manager
Support
Strong
Customer
relations Technical
and adopt Support and
Service after
various
Sales
channels to
h l
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)
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, p
) p , practices and tools are almost identical, key
, y
success factors are the same
b)Differences: more strategic, more variables, more complex, cultural
differences, legal constraints, information sources, managing distances
, entry mode

5. Business Development and Sales Manager - Model
Approach and Activities
pp o d s Results
Successful
Understand the Decide a marketing Construct a
Competitor
Exports to
Clients needs strategy suitable for marketing India Market
Information
,wants and Clients approach that
products delivers business
opportunity
i Create products
awareness,
Create satisfied
loyal customers,
•Techno •Understand Capture regular
Key competitors and
Commercial study Customer industry Define unique business enquires
their market
of the products or characteristics of client’s from customers
•Customer study positioning like size
size,
services products and service to create long
imports in India or
•Visit to the •Analyze support : Personal visits local term business
client’s place for 3 competition and build strong manufacturing/tradi relations with
days (if approach with identified ng, sales process, customers
•Listing down the
necessary) customers pricing, strengths
activities and
p p
preparing a macro
g Price Negotiations
g and weaknesses
Manage Client
information execution plan activities
India Visit to
Identify and create
gauge the realistic
demand and support for
Shared Sales Manager has situation at later
supply in Indian Market
been designed to enable the stage and decide
o Sca e
on Scale up
selected overseas companies
l t d i Follow promotional ways
F ll ti l
Operations
to enter the Indian market by like on our website as
allowing them to test the per your need and Creation of
personal visits at trade strong customer
market within a dramatically shows, events, seminars, relations
adjusted, restricted budget associations and trade resulting
portals Increase share of
the business to
Client
6

6. Customer Relationship – Single Point Contact of Sales Manager
Continued Awareness & Information
Support Gathering
7 1
Service/repair
Customer Purchase
experience of the 6 2 experience
company
p y Relationship
Customer experience
across all channels
and across every
stage of the
relationship
5 3
Point contact care for Receive product &
enquires and begin use
identify/define problem
4
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 material
ect a d a ab e ate a
Manufacturing costs
Direct and variable labor Total product cost Selling Price
Direct and variable
manufacturing system
Marketing & sales
General & administrative
Total pretax profit
7

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

9. Sourcing Development Methodology and Activates by Manager.
Quotation and Price
Drawing Enquiry forward to
Sample received Comparison
/Enquiry/current Indian
price from manufacturer…
by suppliers for . Sheet of
client’s approval. suppliers.
purchase….Step 1 Step 2
Step 3 Step 4
Sample to give to
Supplier closer Vendor visit -
manufacturing Sample received
p
to our cut out Audit for two
clearance if Set
l S t along with Test
price at least supplier Sample
up, Manufacturing certificate sent to
two supplier manufacturer
facilities ,QC and client for approval
screen out clearance Step 8
price ok
Step 5 Step 6
Step 7
Test on sample Acceptance of Draft of agreement Thereafter final
Material Sample by to be sent to Agreement to
,
,Chemical Client through Mumbai & same be made
analysis & mail will be forwarded between client
Dimensional confirmation to supplier to go and supplier
Criteria through terms &
Step 9 Step 10 conditions Step 11 Step 12

10. Sourcing Manager- Methodology and Responsibility - 1
Define 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 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 and
Sourcing plus logistics.
Working methodology strictly as per company’s guidelines and
involvement in defining strategy.

11. Sourcing Manager- Methodology and Responsibility - 2
Coordination and relations building with end-users, agents, distributors
C di ti d l ti b ildi ith d t di t ib t
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
company.
company
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) mode
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 need.
Company s need
Planning and Identification of new supplier development and travel
scheduling .
New product or Technology to be source from the market.
Manager able to handle approvals from government and due diligence ,if
M bl h dl l f d d dili if
any.
Rejected material replacement related all activates.
Ongoing 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
Sales d
S l and profits by market
fit b k t
Sales Channels
Sales Team
Distribution system
y
Identity / profile of senior management
Cost structure
Market shares (revenues and volumes)
Technical 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 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 revenue
revenue.
Also, do you know of any additional businesses set to launch within the next
year that could be considered competitors?
How are th d i ? N t revisit your li t and fill out d t il about what you
H they doing? Next, i it list d t details b t h t
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 or
y 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
marketing strategy. How do th price th i products or services? Wh
k ti t t H d they i their d t i ? Where are th
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 y offer is similar or
y p you
different to those offered by your competitors. Is there anything they are doing
that you should imitate?
Going 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,
feedback 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 which
online. websites,
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.
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
you are uncomfortable d i th
f t bl doing these i investigations personally, consider sending
ti ti ll id di
an employee.

17. 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
local b i
l l business d
development center.
l t t
Monitor advertising. You can learn a lot about competitors by reading their
advertisements in newspapers, magazines and other locations where y would
p p , g you
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
Pricing / price lists Meetings with suppliers
Reports
Press 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
Social contacts with competitors
Presentations / speeches
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 /
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 orders
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
support that distinguish them f 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.
client s
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 Sales
shows, etc.
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 and
way
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,
monthly cell charges will be send you via courier to Company. every month.

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

21. Dedicated Manager concept for Sales , Sourcing and
Supply Chain to the Company in Employment
Ethics and
Mutual Trust
Regulatory
Compliances
Management
Functions Dedicated Manager
navigates the
Company Corporate Growth
Policies 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, 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
expertise
e pertise that they normall would not be able to access without large
the normally o ld itho t
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 of
well.
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,
costs 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
round-the-clock customer support
support.
Focus on core competencies
As a company grows, administrative functions also grow. Managing back-office
operations and administrative f
ti d d i i t ti functions t k th ti
ti takes the time and energy out of any
d t f
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 mundane
p 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-line
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 service
Customer service is paramount to any organization. Through outsourcing you
can service your customers faster, provide better quality and decrease
turnaround time.
Better
B tt people management
l t
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 p p for y
y g g people your back office operations, y can
p , you
focus on getting resources to grow your core competencies.

25. Globalization has turned India to be one of the favorite outsourcing
dest at o s
destinations – 2011/2012 Report
0 / 0 epo t
Lower costs due to economies of scale.
Ability to concentrate on core functions.
Greater flexibility d bilit to define the
G t fl ibilit and ability t d fi th requisite service more readily.
i it i dil
Acquire better management
Assist a fast growth situation
Less dependency upon internal resources. (
p y p (Avoid labor problems)
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 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 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 in
4-
India
Level 5- Staff Recruitment as per Company requirement.
5
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 total
Abroad Sales
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
promotion plans. Fully experienced in increasing revenues, exceeding
ti l F ll i di i i di
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 product
g p
management. Exceptional communication skills Effective and accountable in
executive roles: Overcome complex business challenges strong work ethic &
irreproachable integrity
Thank Y
Th k You