I have held CEO, Chairman and Director Roles in companies across the world covering many industries from Food, Cars, Luxury Goods, Electrical Appliances and Service industries in the UK, Europe and China specialising in sales and in purchasing. 

The experience I have in purhasing from China is market leading,  purchasing in excess of 50 Billion Yuan for companies such as Walmart UK Germany and USA, Tesco, Harvard International, Aldi and others. 

This experience as a purchaser I compliment with sales skills developed representing Chinese manufacturers as Sales Director, and Shareholder, managing sales to major International companies such as Haier, Conair, Electrolux, Beko, Delonghi and also small Wholesalers, Regional Shop Groups and Distributors worldwide. 

This varied and unique set of skills and experiences along with the comprehensive training I have received during my long and varied career I will be using today and in all future sales training programmes to equip you all with all the tools of a highly  professional sales person.

Finally I have acted as a Specialist adviser for many large Multi National Companies and trained the sales forces of many large International Companies.

All the experience and knowledge I have I promise to give you all today and in the future to help you all reach your FULL POTENTIAL  

But today is all about you and how we can optimise your performance and achievements.

SO,

HOW TO  INCREASE YOUR COMPANY’S REPUTATION AND  PROFITS

AND BECOME TOP QUALITY SALESPEOPLE THE BEST OF THE BEST?

Every one of you here today wants to be successful and have a great income .Todays presentation will give you some of the tools and skills that you will need to become rich and successful .

Follow the simple rules and I know everyone of you will improve your performance.

Presentation Content:

• Introduction and explanation of interactive presentation 

• Essential performance standards

• Basic required Key Performance Standards for Buyer and for Seller

• What makes the Perfect supplier

• What makes the Perfect customer/buyer

• Is the trading relationship equal or biased?

• Rapid evolution of all markets

• Know your customers potential and capabilities 

• How you can  create the perfect supplier

• How you can develop the perfect customer/buyer

• How to make the relationship an equal partnership and not biased 

• Questions

Basic key performance standards 

Agent/Supplier/Seller

01.Full knowledge and understanding of your products and their 02.marketplace 

03.? HOW CAN YOU DO THIS 

04.Clear communications

05.Clear quality and performance standards 

06.Clear and stable market competitive pricing

07.Delivery on time and accurate paperwork

08.Clear trading style and objectives

09.Awareness of currency exchange and market changes 

10.Knowledge of customers local political situation 

CLARITY IN ALL AREAS OF BUSINESS 

For Buyer

01.Ideally good market and product knowledge but if not a clear willingness to listen and learn 

02.Clearly expressed needs 

03.Clear product specifications and performance standards 

04.Fair and reasonable pricing aspirations 

05.Clear requirements of Approvals 

06.? HOW CAN YOU CONFIRM THIS 

07.Clearly set objectives 

08.Reasonable order lead times 

09.Awareness of currency exchange and market changes 

10.Knowledge of local political situation 

11.CLARITY OF WHAT THEY REQUIRE 

What makes the perfect Agent/Supplier/Seller ?

01.Right Product, Delivered on time at the right price 

02.Excellent Communications

03.Giving solutions not problems

04.Ownership of any quality issues 

05.Willingness to learn and listen

06.Social compliance

07,Easy to do business with 

08.Excellent product and customers local  market knowledge 

Confidentiality

09.Product exclusivity 

10.? WHAT CHALLENGES CAN THIS GIVE YOU 

11.Understanding of customers needs and challenges 

12.A future development plan

13.Dedicated and committed production and engineering department with professional representative 

14.Collaborative working 

What makes the Perfect Buyer/Customer 

01.Trading terms fair and reasonable 

02.Contract fair and reasonable 

03.? ARE CONTRACTS IMPORTANT AND HOW WELL DO YOU STUDY 04.ALL OF THE CONTRACTS YOU ARE ASKED TO SIGN

05.Clear understanding of your business needs 

06.Clear ordering process with acceptable lead times

07.Clear quality standards and guidelines 

08.Open and honest in all areas of their business 

09.Shares market intelligence and competitor information 

10.Commercial confidentiality respected at all times

11.Says THANK YOU 

Is the trading relationship biased or equal?Most trading relationships are biased towards the Buyer with conflicting objectives .

Trading terms

? Can this be equal and what to include

Communications

? Is this always Reactive and can it become Pro-active 

Sharing of commercially sensitive information 

For Seller,What could this include ? BOM

HOW TO FIND NEW CUSTOMERS

01.Traditional avenues are still relevant such as 

02.Trade Shows – Alibaba- Ali Express- Made in China – etc 

These are all accepted ways of finding new customers but are they the best ?

Direct marketing approach NOT SPAM !!

01.Research the market and find out the top retailers, e-tailers and wholesalers Analyse their current offers and create offers which improve on them in every way you possibly can.

02.Get the buyers contact details and then telephone him and advise him that you will be sending an e-mail with a new proposition and that you will ring them again in 2-3 days time to discuss your proposition and answer any questions they may have.

How to become the perfect Agent/Seller/Supplier

01.Establish a relationship of respect and trust, always remembering 02.People Buy People First  BE PROACTIVE

03.Manage a complete and up to date Customer Fact File and order analysis WHAT IS THIS AND WHAT SHOULD IT INCLUDE 

04.Monitor and record  your customers sales performance by month quarter and year and Year on Year

05.Unique Sales Proposition Know what your companies Unique Sales 06.Proposition is, and if you do not have one then sit down with all key company management and develop one

07.Never be afraid to say that you do not understand anything your buyer says or asks that is not a weakness it is a strength 

08.Do things differently to your competitor’s 

09.Ensure you always get things right first time .

How to create the perfect buyer/customer

01.Gain their trust 

02.Manage their expectations, on quality, delivery and price

03.Help them develop their products and their business 

04.Do not allow one sided demands always ensure they are balanced

05.Research their markets and their competitors

06.Work with them to develop sales and marketing strategies

07.Suggest promotional idea’s

08.Suggest marketing idea’s

09.Suggest new products and product improvements 

10.Become their advisor as well as supplier YOU ARE THE EXPERT

They will respect and admire you and your company 

How to make the relationship equal

For buyer:

01Understand the buyers needs and challenges

 HOW? 

02.Do not allow Buyer to make one sided uneven demands BE OPEN AND FIRM ON WHAT YOU CAN ACCEPT AND WHAT IS NOT ACCEPTABLE 

03.Clear and accurate communications 

04.Pricing clearly communicated and with key parameters for change such as Exchange Rate Changes, Labour and local cost increases along with a minimum notice period you will give of all price changes 

? IS THIS POSSIBLE 

05.Work as business partners it is not a competition 

For Seller

01.Buyer to understand the sellers needs and challenges 

HOW? 

02.Clear and accurate communications

03.Do not make unreasonable demands or assumptions BE FAIR AT ALL TIMES

04.Work as business partners be each pthers advisers  

? HOW

KNOWLEDGE IS THE KEY FOR SUCCESS 

Create a cover sheet for every customer file and have the following information:-

01Personal information on the buyer 

? What information do you think we should include?

02.Information on the buyers company

03.Size, number of employees. Turnover and company profits and assets ideally also their required profit margin

?  In what way can this information be helpful ?

04.Trading type, Wholesale, Retail, Trade or Brand Holder 

? How can you use this information?

05.Products Find out what other products they purchase and  who supplies them .

? What questions could you ask to get this information ?

06.Key markets Countries and customers and retail pricing 

? What would be the benefit of this information ?

Summary of  presentation 

01.We discussed the Essential and Key Performance Standards for Buyer and for Seller

02.Discussed the attributes of the Perfect supplier and what is the Perfect customer/buyer

03.How equal is the trading relationship?

04.Creative destruction how the constant and rapid evolution of markets drives changes in buying habits 

05.We discussed different ways of finding new customers

06.We discussed what you will need to become the perfect supplier

and what you will need to create the perfect customer/buyer

07.Reviewed ways to make the relationship an equal partnership and not biased  

08.Last but definitely not least the importance of GREAT INTELLIGENCE on Market and Customer 

09.MAKE YOUR BUSINESS A PARTNERSHIP BETWEEN YOUR COMPANY AND YOUR BUYERS COMPANY AND ALWAYS AVOID MAKING NEGOTIATIONS AND DEALINGS ADVERSARIAL