Sales Restr Redacted
- 1. Interiors : Sales Re-‐Structuring Loca7on : H.Q, Dubai Time : 3.00 pm Presen Thursday, November 15, 12
- 2. The Team • •Faruk • • • Thursday, November 15, 12
- 3. Expecta(ons } Expectation-1 : Examine 6 teams observations on Core Strength/Customer inclusions and recommended new market opportunities to be a key player in 2-5 Mio space with supporting evidences } Expectation-II : Examine 6 teams observations on OI and H&R sales structure and recommend two sales structure options to be a key player in 2-5 Mio space } Expectation-III : Examine Merits and Demerits of the recommended two sales structure options and suggest viable solutions Thursday, November 15, 12
- 4. CURRENT MIS FACTS UAE MARKET ARI TEAM COMMERCIAL STATS INDIVIDUAL STATS H & R STATS OFFFICE INTERIORS MARKET WORTH PROPOSAL MIX-‐15% P3+40% AV PROPOSAL WORTH PER SALES HEAD HOSPITALIITY & RETAIL MARKET 2011-‐2.0-‐2.5 B P2+45% P1 BY AREA IS 15M/ANNUM WORTH-‐1B APRX REVENUE MIX -‐ 18% P3+44% P2+38% AV CONVERSION IS BET 30-‐35%, ARI MARKET SHARE 2010 -‐ 22% P1 BY VALUE DIFFERENT ACROSS TEAMS 50% TO 25% ARI MARKET SHARE -‐ 0.1 % APRX P3,P2 JOBS ARE CONSISTENT THROUGHOUT THE YEAR BUT P1 JOBS ARE ERRATIC WITH LONG CONVERSION -‐ 48% P3+33% P2+27% TOTAL NO OS SALES STAFF NOW -‐ APRX H & R CONVERSION IS APRX 3% BY GESTATION TIME REQUIRED. P1 BY VALUE 81 VALUE BEST TEAM JOBMIX COMPOSITION TOTAL NO OF DESIGNERS -‐ 23 RETAIL PROPOSAL WORTH IS AROUND BY VALUE (RATIO-‐0.28-‐ONE IN 3) (1 IN 2 IN OI-‐1) 395M-‐11 M CONVERTED APRX PROPOSAL WORTH PER HEAD OF HOSPITALITY PROPOSAL WORTH IS 0-‐200K-‐10% DESIGNER -‐ 50M/ANNUM 332M -‐58 M CONVERTED TOTAL NO OF ESTIMATORS -‐ 24 201-‐500K-‐12% (RATIO-‐0.29 ONE IN 3) HOSPITALITY -‐ONLY CONSULTANT JOBS PROPOSAL WORTH PER HEAD OF RETAIL JOBMIX-‐ CONSULTANT 30% +70% 501-‐1000K-‐13% ESTIMATORS -‐ 61M/ANNUM APR D&B BY VALUE RETAIL IS ONLY 15% OF THE H & R 1001-‐2000K-‐28% PORTFOLIO NOW BY VALUE ABOVE 2M-‐37% P2 & P1 ARE ALMOST EQUAL IN VALUE AS SEGMENTS OF OUR REVENUE MIX NORMAL REVENUE MIX -‐ 17% FURNITURE+17% CONTRACT JOBS +65% D & B JOBS Thursday, November 15, 12
- 5. Opportuni(es Out there… To Tap the Opportuni7es out in market by doing the following: } To set up a dedicated Marke1ng team for ID Products and Furniture's. } To focus and dive deep into unexplored industries like Educa1on, Health and Media. } A dedicated team to target the emerging markets on a global outlook. } Marke1ng based on Online presence , Media, PR and branding for the organiza1on in Local and Global market. } A team dedicated to customer service to give pre and post contract services to clients. Thursday, November 15, 12
- 6. The Marke(ng Cell Director -‐ Opera(ons Industry Customer New Media, PR Products Specific Projects Markets & Branding Service ID Educa(on Products Furniture Health Media Thursday, November 15, 12
- 7. The Business Target } The Business Target to be set at 700 Mio with the proposed Sales Structure. Hospitality & Retail Target 125 Mio Sharjah Sales Target 50 Mio Office Interiors - 1 Target 125 Mio Office Interiors - 2 Target 125 Mio Office Interiors - 3 Target 125 Mio Office Interiors - 4 Target 125 Mio Thursday, November 15, 12
- 8. The Ideal Structure… Thursday,November 15, 12
- 9. Office Interiors Typical Team ( 125 Mio ) GM – Office Interiors Divisional Divisional Manager Manager Sales Sales Sales Sales Manager Manager Manager Manager KAM KAM KAM KAM KAM KAM KAM KAM BDE BDE BDE BDE BDE BDE BDE BDE Thursday, November 15, 12
- 10. Sharjah Sales Divisional Manager Sales Sales Manager Manager KAM KAM KAM KAM BDE BDE BDE BDE Thursday, November 15, 12
- 11. Hospitality & Retail Structures GM – Office Interiors Divisional Divisional Manager Manager Sales Sales Sales Sales Manager Manager Manager Manager ASM ASM ASM ASM ASM ASM ASM ASM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM KAM Thursday, November 15, 12
- 12. Merits & Demerits } Per Head efficiency will be increased from current 4 Mio to 5.5 Mio PA } Currently 320 Mio achieved by 81 sales. Hence approx. 4 mio per head PA. } Proposed 700Mio by 127 sales. Hence, 5.5 mio per Head PA. } This gives A 40% Efficiency increase. } Parity between Teams, which enables be>er performance With equal infrastructure and Measurable. } Team structure will induce be>er collaboraBon and strategic performance. } This Team structure is pragmaBc closer to our current capabiliBes and systems. } Be>er Seniority and Technical inclusions into each Teams. } Internal healthy compeBBons across bench marks. } Payroll per head will be efficient, however capital expenditure will be more for the iniBal quarters. } The different Authority levels may cause a delay in decision making, hence an authority matrix to be introduced. } Increase in incenBves of 2 – 5 Mio and support staff. } Cash Flow will be be>er in 2 – 5 Mio space. Thursday, November 15, 12
- 13. A few More Products Marketing strategy Sugges(ons… Facility Business } Appropriate support infrastructure for gm Sales team to be provide at Par. } One KAM Per DM Should be a technical sales engg. To align well with 2-‐5 Mio space. } Sales – Design – EsBmaBon – Engg. Staff proporBon should be corrected -‐ This is very important. } Special incenBves should be given to sales to convert Jobs with growing individual value brackets – inverse proporBon of current conversion. } Design-‐ EsBmaBon -‐ Engg. Should get incenBves to align with sales. } Intra team collaboraBon & strategic efforts should be included . } Management drove should improve inter group collaboraBon at pre-‐contract and post contract stage. } Management drive should improve inter group commercial strategy Thursday, November 15, 12
- 14. A few More Marketing Products strategy Sugges(ons… Facility Business } New Joinery facility exclusively for H & R to be set up to achieve the 120 Mio Target. } To double up the china resource. } New Strategic partners in furniture's and ID products. } Joint venture in InternaBonal level of business. } To encourage the clients to have our office / factory visits. } To iniBate OrganizaBon Get-‐ together’s with clients / consultants. } ParBcipaBon and MarkeBng through various exhibiBons Thursday, November 15, 12
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