HRM jindi enterprise
Question 1: Consider the sales process in each market (low-end residential, high-end residential and industrial). How effective are Jindi’s sales and sales management practices in the first two markets? What should they do to be effective in the industrial market?
There are two main ways of sales process regarding this kind of product:
1. The Direct Walk-in
2. The Targeted Promotions
The first one (the Direct Walk-in) consists in patrolling on the street to identify new constructions projects. Once recognized the sales lead, the sales engineer walks in and introduces himself and the product to sell. In most cases the potential buyer is an experienced worker without much technical knowledge about HVAC products. In fact, their primary concerns aren’t technical features but, rather, the price, the delivery time and the service. This sales approach is best suited to the low-end residential market. On the low-end market, the accessibility is much easier, since projects are executed by small firms or individuals, whose main concerns are, as mentioned, the price, the delivery time and the geographical proximity (because it’s a regional market). These are the Key Success Factors in this market from which comes the 80% of Jindi’s revenues. Besides, these contractors are free to choose the HVAC vendors, often still during construction or almost near its end. The firm does mostly “Direct Walk-ins” instead of “Targeted Promotions”.
The Targeted Promotion is a sales process focused on giving more technical presentations to selected design firms, architecture firms and contractors. This approach is best suited to the high-end residential market in which usually the architectural design firms choose the HVAC vendors during designing projects, before the actual construction. HVAC products are included on the design from the beginning, so delivery time is not a big issue, since there is much time to schedule the manufacture. The key factors in this market are the
There are two main ways of sales process regarding this kind of product:
1. The Direct Walk-in
2. The Targeted Promotions
The first one (the Direct Walk-in) consists in patrolling on the street to identify new constructions projects. Once recognized the sales lead, the sales engineer walks in and introduces himself and the product to sell. In most cases the potential buyer is an experienced worker without much technical knowledge about HVAC products. In fact, their primary concerns aren’t technical features but, rather, the price, the delivery time and the service. This sales approach is best suited to the low-end residential market. On the low-end market, the accessibility is much easier, since projects are executed by small firms or individuals, whose main concerns are, as mentioned, the price, the delivery time and the geographical proximity (because it’s a regional market). These are the Key Success Factors in this market from which comes the 80% of Jindi’s revenues. Besides, these contractors are free to choose the HVAC vendors, often still during construction or almost near its end. The firm does mostly “Direct Walk-ins” instead of “Targeted Promotions”.
The Targeted Promotion is a sales process focused on giving more technical presentations to selected design firms, architecture firms and contractors. This approach is best suited to the high-end residential market in which usually the architectural design firms choose the HVAC vendors during designing projects, before the actual construction. HVAC products are included on the design from the beginning, so delivery time is not a big issue, since there is much time to schedule the manufacture. The key factors in this market are the