This document summarizes a proposal from Schatte for Sale to Ishida for a sales development program. It outlines Ishida's needs and goals, as well as Schatte for Sale's experience and approach. Key aspects of the proposal include developing a tailored sales methodology, training programs for salespeople, managers and support staff, and ongoing evaluation over two years. The total estimated cost is €379,500. The goals are to improve Ishida's sales performance, increase turnover, and make their sales force a benchmark in the packaging industry.
How to Achieve Business Success at WCIT 2014: Ten Keys to Creating and Marke...CompellingPM
Please join us on May 5, 2014 as CANIETI hosts Tom Evans for a free seminar where he'll present a workshop on "Ten Keys to Creating and Marketing Successful Global Products & Services" and then will describe how the "Global Market Entry @ WCIT 2014" Program will prepare companies to effectively present their companies, products and services at WCIT 2014.
CANIETI has partnered with Tom Evans of The Lûcrum Group to prepare a select group of companies to successfully conduct Global Business on one of the biggest stages of the ICT Industry, WCIT 2014. The objective of this program, entitled "Global Market Entry @ WCIT 2014", is to effectively prepare ICT companies to present globally competitive products and services at WCIT 2014. Over the next five months, Tom Evans will train, coach and consult with participating companies in order to ensure that each company has world class products, services, marketing and business development and is prepared to conduct professional business discussions and negotiations at WCIT 2014.
Please join us as Tom Evans shares his personal insight on conducting global business and learn how you can increase your chances of achieving business success at WCIT 2014.
A presentation by Deepak singh Head, NCDPDSingh Deepak
National Centre for Design and Product Development(NCDPD) set up under the aegis of Export Promotion Council for Handicrafts, primarily to fulfill the needs of design scarce export industry. The design centre employs some of best talents of country from India and abroad with modern design & sample development capabilities to cater the needs of the Industry.
How to Achieve Business Success at WCIT 2014: Ten Keys to Creating and Marke...CompellingPM
Please join us on May 5, 2014 as CANIETI hosts Tom Evans for a free seminar where he'll present a workshop on "Ten Keys to Creating and Marketing Successful Global Products & Services" and then will describe how the "Global Market Entry @ WCIT 2014" Program will prepare companies to effectively present their companies, products and services at WCIT 2014.
CANIETI has partnered with Tom Evans of The Lûcrum Group to prepare a select group of companies to successfully conduct Global Business on one of the biggest stages of the ICT Industry, WCIT 2014. The objective of this program, entitled "Global Market Entry @ WCIT 2014", is to effectively prepare ICT companies to present globally competitive products and services at WCIT 2014. Over the next five months, Tom Evans will train, coach and consult with participating companies in order to ensure that each company has world class products, services, marketing and business development and is prepared to conduct professional business discussions and negotiations at WCIT 2014.
Please join us as Tom Evans shares his personal insight on conducting global business and learn how you can increase your chances of achieving business success at WCIT 2014.
A presentation by Deepak singh Head, NCDPDSingh Deepak
National Centre for Design and Product Development(NCDPD) set up under the aegis of Export Promotion Council for Handicrafts, primarily to fulfill the needs of design scarce export industry. The design centre employs some of best talents of country from India and abroad with modern design & sample development capabilities to cater the needs of the Industry.
Antonio worked as International Market Manager and Sales Director in the Export Market during more than 19 years. Nowadays, Antonio runs his own business in consulting, executive training and conference speaking in congresses and company events, in topics related to marketing, luxury, innovation, sales and internationalization.
Please visit www.antonioparaiso.com to learn more and to get in touch. Thank you!
DE KANSEN EN RISICO’S VAN GESTRUCTUREERDE PRODUCTEN VOOR PRIVÉBELEGGERS,
INSTITUTIONELE BELEGGERS EN DE FINANCIËLE WERELD
Referaat Postacademische opleiding Master of Financial Planning
Erasmus Universiteit Rotterdam
Luciano Durán Morales
Begeleiding: Drs. J.E. van den Berg
September 2007
Antonio worked as International Market Manager and Sales Director in the Export Market during more than 19 years. Nowadays, Antonio runs his own business in consulting, executive training and conference speaking in congresses and company events, in topics related to marketing, luxury, innovation, sales and internationalization.
Please visit www.antonioparaiso.com to learn more and to get in touch. Thank you!
DE KANSEN EN RISICO’S VAN GESTRUCTUREERDE PRODUCTEN VOOR PRIVÉBELEGGERS,
INSTITUTIONELE BELEGGERS EN DE FINANCIËLE WERELD
Referaat Postacademische opleiding Master of Financial Planning
Erasmus Universiteit Rotterdam
Luciano Durán Morales
Begeleiding: Drs. J.E. van den Berg
September 2007
DE KANSEN EN RISICO’S VAN GESTRUCTUREERDE PRODUCTEN VOOR PRIVÉBELEGGERS, INSTITUTIONELE BELEGGERS EN DE FINANCIËLE WERELD
Referaat Postacademische opleiding Master of Financial Planning
Erasmus Universiteit Rotterdam
Luciano Durán Morales
Begeleiding: Drs. J.E. van den Berg
September 2007
DE KANSEN EN RISICO’S VAN GESTRUCTUREERDE PRODUCTEN VOOR PRIVÉBELEGGERS,
INSTITUTIONELE BELEGGERS EN DE FINANCIËLE WERELD
Referaat Postacademische opleiding Master of Financial Planning
Erasmus Universiteit Rotterdam
Luciano Durán Morales
Begeleiding: Drs. J.E. van den Berg
September 2007
DE KANSEN EN RISICO’S VAN GESTRUCTUREERDE PRODUCTEN VOOR PRIVÉBELEGGERS,
INSTITUTIONELE BELEGGERS EN DE FINANCIËLE WERELD
Referaat Postacademische opleiding Master of Financial Planning
Erasmus Universiteit Rotterdam
Luciano Durán Morales
Begeleiding: Drs. J.E. van den Berg
September 2007
It’s not enough to find and create a product that people want to buy; you also have to present this product in a way that makes people DESIRE IT and MAKE THE PURCHASE.
Entering the European Market Successfully How-To GuideDemand Metric
Executive Summary
Leaving your domestic comfort zone to operate in another country or even continent requires careful planning. Expanding into new geographical markets is very exciting, but also very nerve-wracking. Any firm considering entering into international business transactions must understand that doing business abroad is not a simple task. It is stimulating and potentially profitable in the long-term but requires much preparation and research prior to the first transaction.
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Centre of Sales and Marketing Excellence training which fill the gaps of all missing elements to the students,entreprenuers and aspiring entrepreneurs in entrepreneurship learnings and also helps to scaleup in professional ladders.
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
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A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
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Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
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Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
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𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
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1. "Success comes from Good Judgement
Good Judgement comes from Experience
Experience comes from Bad Judgement"
Schatte for Sale
Passion for People
2. Ishida is World leader in design,
manufacture and installation of and line
solutions
Vision: Sales Force as benchmark for Packaging
Industry.
Mission: Increase in scale on existing markets
1893: Ishida Co Ltd established in Japan
1959: Produced he world's first automatic
weighing machine
1972: Ishida launched the revolutionary .
2006: Creation of “The Ishida Sales
Methodology”.
3. Ishida’s USP’s
- extensive product testing in our purpose-built trials area
- tailored operater training on-site or at Ishida
- dedicated after-sales resoures
- spares warehousing facilities across Europe
- 24 hour telephone helpline
- partnership
- understand customers needs unique soluions
- rapid response: R&D in Europe
4. Ishida SWOT Analysis
Strenght
Structure
- corporation (technical advice/financial support)
- strong management
- good references
- presence in the marketplace
- Flat managment structure
Strategy
- focus on existing clients
- Strong in niche markets
- Handling multilingual projects in short timeframes
- Project management
5. Weakness
Structure
- internal organisation
- function descriptions not clear to all
- organization chart unclear
- progress reviews not shared with all
- organization is not “lean and mean”
6. Strategy
- no real focus and communicated strategy, vision and
mission
- only product orientated
- organisation does not grow with new potential
markets
- weak in development of new markets
7. Oppertunities
- developing new markets
- focus on development markets op Germany and
England
- providing solutions to customers: turn key solutions
- scale enlargement in current niche market
- become a lean and mean structured organisation
- integration of new vision by sales people:
- • market coverage
• solutions
• global coverage to 20 global customers
(Key Account Development)
- selling more in highly competitive markets
the Ishida method of selling: be the Best!!
8. Threads
- bureaucracy: no control of local resource in order to
achieve customer satisfaction
- world player in too small market
- organisation and implementation of global coverage
- adaptation of sales force to new requirements is
time-consuming
- global coverage to master key accounts
development
- competition to develop niche markets stronger
11. Questions to be asked
1. WHAT will it take to create a superior sales and
marketing organisation?
2. WHY doesn’t the old way of selling work anymore?
3. HOW can we ensure that our sales and marketing
organizations are aligned with our customers’needs
and buying patterns?
4. HOW can we add value to our customers’business?
5. HOW can we focus everyone in the Ishida
Organization on providing value to the customer: the
Ishida Methodology
6. HOW can Schatte for Sale help Ishida achieving
its goals
12. Schatte for Sale’s experienced will create
Ishida’s Sales Methodology following 5 rules
• “Everything is meaningless except the things to which
you give meaning”
• “Radical decisions inspire”
• “In der Beschränkung zeigt sich der Meister.”
“Less is more.”
• “If you know the enemy and know yourself, you need
not to fear the result of a hundred battles”
(Sun Tzu, the Art of War)
• “If you don’t have a cometitive advantage, don’t
compete,” – Jack Welch
13. Our Team
- has International Sales Experience as Sales Manager
or Director
- has over 6 years experience in Training & Coaching
Sales
- speaks at least Dutch, German and Englisch, as well as
Arabic, French, Spanisch, Italian and other languages
- has a “Shadow Team” for maximum guaranted continuity
- trained Companies as: Philips, Rabobank, ABB,
Panasonic, Centerparcs
14. To build Total Sales Effectiveness
we have to impact all companies
of Ishida at 3 levels
1. Organizational Selling Effectiveness
2. Team Selling Effectiveness
3. Individual Selling Effectiveness
15. Address Weakness
+
Quality & Address weakness
*Ishida Cultural Analysis
*first analysis of ACS: measuring of acceptance of
training method
- Interviews with staff
- How strong is the weakness of Ishida
- Is there one best way of selling? (best practice)
- What accents can we define per country?
- Defining best way of selling & communicate to country’s
of EMEA
16. Propsition enrolment program EMEA
Focus of consultative sales training
in 3 area’s
1 Geographical markets
2 Application markets
3 Key accounts
17. Dimensions in 4 area’s
- function: team related
- Training material: international/global
- Language: English adapted to land &
culture
- Results: key performance indicators
18. Focus UK + Germany +
other Country’s in
1 Mast & Poultry
2 Ready Meals & Salads
3 Snacks
19. Prioritise activities
Management + CEO in Consultancy Project
Desk research & tests defining
a 8 management roles
b culture
c sales culture
d noses in the same direction?
20. Outcome: ok: development of trainings programme
Outcome: not ok: reformulating assignment to come to:
The Ishida method of selling
21. Time schedule
Oct-dec 2006 Management Consultancy & Desk
Research
Jan 2007 Intake & Sales Cultural Analysis
Feb 2007 Development Training Programme
Mrt 2007 Train the Trainer Programme
Apr 2007 Train the Manager as Coach
Mei 2007 Start Ishida Methodology of Selling
Programme
Oct 2007 First evaluation, ongoing evaluation
Nov 2008 End of programme
22. Asses & Measure progress
Training Effect Monitor
The Training Effect Monitor is based on the following
model of return on Training Investment:
Level 0:
Accep-tance
Level 1:
Evalu-ation
Level 2:
Learning
impact
Level 3:
Beha-vioral
change
Level 4:
Organiza-
tional change
Level 5:
KPI’s
Insight in resistance and
willingness to change
Evaluation of the quality
of the program
Insight in transfer of skills
to practise
Quantifying competency
development of
participants
Clarifying drivers and
barriers in the
organization
Defining ROI in terms of
success rates, turnover
and margin growth
The model explains how the 6 levels of the Training Effect Monitor
interact to determine Return on Investment
24. An example of a personal competency profile is depicted below
25. At level 4 insight is gained in the drivers and barriers in
the organization that support or hinder sales performance.
This evaluation is based on seve key factors:
1 Shared vision
2 Strategy
3 Structure
4 Systems
5 Staff
6 Skills
7 Style
28. Ishida Europe has a:
- Need for Progress:
Sales Force as benchmark for Packaging Industry
- Need for Solidarity:
team spirit: Ishida’s European Commercial Vision
- Need for Adventure:
new markets, new way of selling
- Need for Own Advantage:
creating concrete results, higher turnover
29. - Need for Ease:
turn key, one stop shopping, central support
- Need for Enjoyment:
Fun working for customers and with colleagues
- Need for Security:
concrete results, global coverage
- Need for Exclusivity:
benchmark for the packaging industry
30. Key factors for success for Ishida to
reach the goal of € 150m
1. Passion for the Customer
2. Market Coverage:
- know every opportunity
- quote for every opportunity
- win 2/3 of all quotes
- happy high performing associates
3 Providing Solutions
4 Leverage global coverage
5 Be the Best: by working with the Ishida Sales
Methodology
31. Key factors for work successfully with
Schatte for Sale
1. International European/Global Experience: we
speak the language know the culture, see the
difference and the match
2. International background: work local, act global
3 Continuity: a team of experienced international
trainers
4 Flexible, involved, reliable with a huge international
network
5 Be the Best: working with Ishida brings out the
best in us!
32. Conclusion:
There is a perfect match for a
longlasting copperation between
Ishida Europe
And
Schatte for Sale!
33. Your investment in the Sales
Development Program
Management Consultancy & Desk Research: 10 days @ € 2.500 € 25.000,-
January 2007: Intake & Sales Cultural Analysis: 5 days @ € 1.500 € 7.500,-
Februari 2007: Development Training Programma: 10 days @ € 1.500 € 15.000,-
March 2007: Train the Trainer Programme: 5 days x 5tr @ € 1.500 € 37.500,-
April 2007: Train the Manager as Coach: 2 days per manager 6 x 2 = 12 € 18.000,-
The Sales Director Mr. Girard can be included in one of those sessions
Development of The Training Program: 20 days @ € 1.300 € 26.00,-
Development Training Manuals “Ishida Sales Methodology” 10 days € 13.000,-
Printing costs/manuals/sending invitations/materials/memory kits € 10.000,-
34. Start Ishida Methodology of Selling programme:
- Kick off meeting for all Ishida Staff: 158 people two days in week-end
Exluding accommodation etc. 5 trainers = € 25.000,-
- Kick off Sales Development Programme 43 people € 15.000,-
- 10 Days Training Program pp for total Sales force of 43 salespeople
in teams of 10 = 10 x 4: = 40 x 3 (years) = 12- days x € 1500 €180.000,-
- Two days training for supporting staff, distributors,
back office & technical staff € 7.500,-
- Travel time @ € 1300,- per day per trainer + travel costs
(hotel/transportation)
- Costs of telephone/fax etc.
Total estimated costs Sales Development Program Ishida 2006-2008 €379.500,-
End of programme: November 2008
36. Running the project
Who fails in this preparation prepares his failure
(Schatte for)Sales skills are only a rumour until they’re
in in Ishida’s muscle
Success is in the Company’s that want know Ishida
Not in the ones that Ishida already knows
Most customers are sooner ready to buy from you . . .
Than your Sales Organisation is to sell to them
Are we at Ishida ready to sell to our customers??
Let’s show them “Precisely the Solution”