This was a group presentation to suggest the sales re-structuring in a former company as a core committee.

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

15. QuesJons
Please…
Thursday, November 15, 12

16. Thursday, November 15, 12