1. INTERNATIONAL SALES, RETAIL/WHOLE SALES &
KEY ACCOUNTS SALES DEPARTMENTS
Sales strategy 2012
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2. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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3. Past & Recent performance
Weaknesses
 Unavailability of the reports system, customer to management and vice versa.
 Lack experience in budget concept and implementation process by the concerned employees.
 Unaccomplished budget due to non proper follow up (Management to sales depts. and clients
12/6/2011310 November 2012network coverage).
 No focus on the categories and segmentations.
 No updated market survey or analysis (where Automotive stands).
 Unprofessional logistics control and unorganized warehouse.
 No filed records of the most delayed payments and other receivables.
 Non genuine parts and liquids ordered from local suppliers (entrust by Manufacturers) and technical
defaults.
 No credit facilities for new customers and big orders, NOR collection system.
 No Marketing activities.
 No IT.
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4. Strengths
 10 years history of operation in U.A.E.
 Quality and reputable products manufacturers.
 The new structure of Automotive division.
 Products Distribution agreement all over GCC.
 Excellent references in the market (EMARAT, ADNOC, AL TAYER, AL FUTTAIM…etc…
 Foundation process of Supply Chain.
 Budget system existence.
 Financial capabilities for bigger investments.
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5. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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6. Sales Process Development
STRATEGY MARKETING
EXECUTION SALES
Existing and new customers
1- Demand generation :-
Find potential customers and help them become aware that we definitely valuable
business partner for their interests.
2- Qualifying :-
Understand the customer’s business well enough to help their decision makers understand
the business problems we could solve for them.
3- Proposing :-
Understand the customer’s application requirements well enough to credibly demonstrate
our solutions at the best for their needs.
4- Delivering :-
Help the customer achieve the business results they expect through
our products and service.
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7. Vision
IDEAS Assets
DEFINITE
& -Employees INCOME
AIMS -Customers Relationships
-Proper Follow up
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8. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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9. Vision
 AUTOMOTIVE- market leader (CAR CARE SOLUTIONS).
 To have Automotive as the preferred partner for our customer and suppliers.
 To translate all of our activities into added value for the owner.
 To gain the dealership to MENA countries exclusively.
 Have a premises gather workshop, showroom, training Centre, warehouse and branch
in Abu Dhabi.
 Privileged logistics perspective (Facility in Jabal Ali).
 High sales skills team and performance.
 Sustainable yearly turnover and profit increment.
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10. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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11. Targeted Machines & Tools 2012
1- Transmission flush machine.
2- Steam wash machine.
3- A/C. gauge & flush machine.
4- Grease pump machine.
5- Charge cables.
6- Battery charge machine.
7- Avometer.
8- Car jack.
9- Table vice.
10- Range impact.
11- Special tools.
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12. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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13. Retail & Wholesale Dept. UAE
 Totally new dept. in Automotive.
 Looks after new areas and categories:-
I. Individual garages, parts , accessories & work shops.
II. Government ( Municipalities, RTA , Police work shop, Military, Civil defense & Ministries).
III. Constructions & contracting companies.
IV. Cars rental & driving schools.
V. Free zones.
VI. Etisalat.
VII. Outlets (Carrefour, LULU…etc…
 Communicate with overseas potential inquiries (Bulk deliveries), such as Sudan/ Iraq/
Libya/ Africa…etc
 Possibility to cooperate with other products suppliers in the region (Automotive does
not have).
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14. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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15. International Sales Dept.
 New dept. in Automotive.
 Cover the countries in the region:-
I. Oman
II. Kuwait
III. Qatar
IV. Jordan
V. Egypt (Emarat).
 Search and assign distributors with a follow up and monitor by Automotive.
 Distributors to comply with the sales and operation policy of Automotive/ U.A.E.
 Orders to be confirmed and submitted to the suppliers by Automotive.
 Delivery to distributors on FOB basis.
 Advertisements/ marketing material and incentives toward the clients to be approved
and accepted by Automotive.
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16. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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17. Execution…
AUTOMOTIVE
 Apply the highest standards of excellence to the sales & operation performance of Automotive (ISO).
 Recognize that the profitability is essential to our future success.
 Delegate authorizations to concern departments and senior positions.
 Find other profits sources (not to count on EMARAT & ADNOC).
 To provide our customers with solutions that exceed their expectations and to deliver them through a
competent and motivated workforce.
 To sustain a healthy growth by increasing our customer base, product line offerings and
differentiated quality services.
 To be proactive, to change and to continuously improve to anticipate market needs and outperform
competition.
 To differentiate Automotive from other distributors with reliable technical information and to have
Centralized training centre (Middle east).
 Supply chain to feed sales aggressively and speedly (action wise).
 To have a fully equipped and large warehouse to supply and serve (Middle East).
 Target Jabal Ali as a second step to own warehouse to supply all the regional countries.
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18. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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19. Execution…
SALES & MARKETING
 Specify market demands (products quality/ new products) by Identifying product fit v.
customers needs fit.
 Regain the lost customers.
 Establish a sales shop (Retail), cover industrial areas.
 How deep is the water before jumping (market analysis & survey).
 Systematic division.
 Recruit educate and expert staff.
 Determine how to create value for the customer throughout the process.
 Automotive Technical adviser/ toll free
 Create a comprehensive feedback system to treat the customers suggestions and complains.
 Have a special events with VIP Automotive clients (Twice a year).
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20. Execution…
SALES & MARKETING… contd.
 To participate in exhibitions (Auto Show), to enhance our market share in the market and educated
end users.
 Expand the advertisements for advanced end users knowledge of the products benefits.
 Developed communications and co-operation between the sales departments and Embrace diversity
as an essential component in the way we do business.
 Engage employees in the process mapping to define problems and solutions.
 Identify opportunities and capture the most possible.
 Flexible contract conditions GCC & ME.
 Leverage relationships and knowledge.
 Gaining access to decision makers.
 Gather and utilize DATA.
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21. Agenda Chart
 Recap Automotive
 Sales Process Development
 Team Vision
 New Product Ideas for 2012
 Retail & Wholesale
 International Sales
 Management Requirement
 Sales & Marketing Requirement
 Finance Requirement
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22. Execution…
FINANCE
 Finance strategy (pricing, promotion, campaigns…etc…)
 Study Automotive capability to offer credit facilities for a certain and reputed clients (stitched &
flexible).
 Due payments collection to be handled by finance.
 Review the pricing on quarterly basis (increase or reduce).
 To have a fully dedicated finical controller to Automotive operation.
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23. If you have any inquiries or clarifications regarding this presentation, do not hesitate to
contact us through the following:
Taha Khan
Mobile: 050-3665898
E-mail: ktakhan@hotmail.com
Thank You
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