PEB STEEL BUILDINGS CO.

, LTD

SALES PLAN
From July to December 2023

Prepare by Name: Sum Chantha

Position: Sales Engineer
Email: sct@pebsteel.com

Date: 8th August 2023

PEB STEEL BUILDINGS CO., LTD. ENGINEERED BUILDING SOLUTIONS

The Emerald Building, 6th floor. No.64 Preah Norodom Blvd (41)
Phnom Penh, Cambodia www.pebsteel.com
Table of Contents

Executive Summary ........................................................................................................ 03

1.0 Objective ........................................................................................................................ 03
2.0 Company Overview......................................................................................................... 03
3.0 Market Analysis .............................................................................................................. 04
4.0 Sales Strategies .............................................................................................................. 05
5.0 Action Plan...................................................................................................................... 08

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Executive Summary
In this sales plan, we will outline our objectives, strategies, and action plans to achieve our sales
targets and grow the company's business. We will focus on leveraging our strengths, identifying
opportunities, and mitigating potential challenges to ensure sustainable growth and success. By
implementing the following strategies, we aim to optimize our sales performance and maximize
profitability.

1.0 Objective
1. Improve personal sales figures and boost the sales team's performance to achieve the
target by using smart techniques for finding potential customers, following up with them
regularly, and closing deals effectively.
2. Generate new leads and convert them into active clients through business meetings,
implementing targeted marketing campaigns, attending industry events, and leveraging
professional networks.
3. Improve customer relationship management by enhancing communication and rapport
with existing clients, addressing concerns promptly, and identifying upselling/cross-
selling opportunities.
4. Enhance product knowledge and expertise by completing product training sessions and
staying up to date with the latest industry trends and competitor analysis.
5. Foster a culture of continuous learning and improvement by encouraging ongoing sales
training, workshops, and skill development opportunities.
6. Streamline the sales process by identifying and eliminating inefficiencies to reduce lead
conversion time and increase overall sales efficiency.

2.0 Company Overview

Company Introduction
Pebsteel is a global enterprise that specializes in providing solutions for Pre-engineered
Buildings and Structural Steel. Founded in Europe alongside Japanese shareholders, Pebsteel
operates in 10+ regional sales offices and has its main headquarters in Vietnam. Our team is
1,400+ strong, made up of certified engineers and dedicated business personnel with a deep
understanding of our customers’ needs.

Mission Statement
Pebsteel is to be recognized as the benchmark in the steel building industry. This will be
accomplished through our Product Perfection, Engineering Excellence, and the Best Customer
Service in the industry.

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Product and Services
Our business thrives on professionalism and customer satisfaction. We offer comprehensive
solutions for pre-engineered building applications and steel structures. From design and
fabrication to erection, and post-sales support. Our expertise covers a wide range of projects,
including industrial, commercial, and residential buildings, serving the needs of investors,
contractors, and consultants alike.

3.0 Market Analysis

Target Market
We provide solutions for a scope of work covering industrial, commercial, and residential
buildings for investors, contractors, and consultants.

Target Customer Target Building Application

10% 5%

Investors 15% Industrial Building

30% Contractors Commercial Building
60% Consultance 80% Residential Building

Segmentation Matrix

Segmentation By Industry By Location By Factor

- Apparel, Textile, and Garment
- Phnom Penh
- Farm and Agricultural Products
- Kampong Speu - Agency network
- Plastic and Rubber Products
- Preah Sihanouk - Main Contractors
- Shoes, Leather, and Bag
China - Takeo - Associations
- Wood, Furniture, and Paper
Cambodia - Svay Reign - Tax evasion
- Glass, Ceramic, and Housing Equipment
- Kandal - Less change
- Electronics and Light Products
- Kampong Chhnang - Low price
- Real Estate
- Kampong Cham
- Retail
- Phnom Penh - Marketing
- Machinery, Automobile, and Spare Parts
- Kampong Speu - Main Contractors
Japan - Dairy Products, Food and Beverage
- Banteay Meanchey - Consultant
Thailand - Distribution Center and Logistics
- Pursat - Tax Compliance
Korea - Infrastructure
- Koh Kong - Changes, Renovation
- Building Materials
- Kampot - Competitive price
- Entertainment - Phnom Penh - Marketing
Others
- Healthcare - Kandal - Main Contractors

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 - Oil and Gas, Energy and Chemicals - Siem Reap - Consultant
- Pharmaceutical and Medical - Pailin - Associations
- Waste Treatment - Kratie - Tax Compliance
- Education - Battambang - Changes, Renovation
- Competitive price

Competitive Landscape

Main Competitors Strength Weakness

ISI familiy group company: - Local construction family group company
- Funxin Steel with brand recognition
- Fuxin has fewer years of
(Pre-engineered building) - Strong partnership and collaboration
experience in the pre-
- ChungKang - Customization option
engineered building and steel
(High Rise Steel structure) - Distribution network
structure industry
- Urban land - Flexible payment terms and competitive
- Limited with complex project
(Architecture Firm) prices
- Medium product quality
- ISI Steel - Well perform Marketing and Advertising
- Limited production capacity
(Building Material) - Strong relationship with the Government
- Limited stock inventory
- GCS Group - Legal and regulatory complaints
(Decoration Material) - Financial assistance option
- International company with brand recognition
- Well performed with consultant customer
- Limited opportunity with some
- Flexible solution with the optimization option
civil contractors
(steelwork and civil work in one package)
- Medium product quality
BMB Steel+CBC - Competitive price and flexible payment terms
- Limited production capacity
- Active Marketing and Advertising
- Limited stock inventory
- Active in the association network
- Legal and regulatory complaints
- Financial assistance option
- Limited opportunities for
international and professional
- Potential for Chinese investors
investors
- Speedy manufacturing and assembly
- Tax evasion
timeline
- Limited Marketing and
China Fabricator - Robust connection with Chinese associations
Advertising
and the Government
- Reduced legal and regulatory
- Offering low prices with flexible payment
adherence
terms
- Limited production capacity
- Limited stock inventory
Other Vietnam contractors:
- Atad Steel
- Limited Marketing and
- Dai Dung Steel - International company with brand recognition
Advertising
- Zamil Steel - Optimization option
- Limited representation of office
- Kirby Steel - Competitive price and flexible payment terms
resource operation
- Qh Plus - Legal and regulatory complaints
- Limited network and
- US Steel - Financial assistance option
relationship
- Antaco Steel
- Hoa Thinh

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 4.0 Sales Strategies
Individual Sales Performance and Forecast

Description Value ($) Remark

Total individual
Target 2,000,000
target 2023
Achievement 311,378 J03065
- BQ19200
- QB19577
Active Quotation 1,253,144 - QB19691
- QB19703
- QB19952
- Need to increase sales active by 50%
compared previous quarter Follow sales
Remaining & Forecast Quotation
- Generate all lead information to active strategies
quotations by 90%

To achieve our objectives, we will implement the ales strategies based on our targeted customers as
below:

1.0 Investor
Convince investors that our product and service offer a lucrative
Objective
investment opportunity with high returns.
- Value Proposition: Emphasize the long-term benefits of investing in our
products, and services such as reduced construction time, cost-
effectiveness, and energy efficiency.
- Financial Projections: Present detailed financial projections showcasing
potential ROI, cost savings, and increased property value that investors
can expect.
- Case Studies: Share success stories and case studies of our previous
projects that demonstrate significant returns on investment.
- Customization: Highlight our ability to tailor solutions to meet specific
investor requirements, ensuring a personalized and attractive investment
Approach
opportunity.
- Partnerships: Highlight partnerships with reputable contractors and
consultants to build investor confidence in our team's expertise and
credibility.
- Exclusive Events: Organize exclusive events, such as site visits, where
investors can witness project progress firsthand. These events create a
sense of involvement and strengthen the investor-developer relationship
- Transparent Communication: Maintain open and transparent
communication about project progress, milestones, and potential risks to
build trust and credibility.
2.0 Contractor
Objective Establish partnerships with contractors by demonstrating how our

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 product and service can enhance their project efficiency and reputation.
- Project Efficiency: Showcase how our solutions can streamline
construction processes, reduce labor and material costs, and accelerate
project timelines.
- Simplified Bidding Process: Provide contractors with clear bid packages,
specifications, and competitive pricing for smooth project bidding.
- Quality and Reliability: Highlight the superior quality, durability, and low
maintenance of our structures and sheeting, contributing to contractors'
reputation for delivering high-standard projects.
Approach - Collaboration: Emphasize a collaborative approach where we work
closely with contractors to customize designs to meet project
specifications, and offer hands-on technical assistance during
construction to ensure any challenges are promptly addressed.
- Referral Incentives: Implement a referral program that rewards
contractors for bringing in new business, encouraging them to promote
our solutions.
- Cultivating Partnerships: Focus on building enduring relationships based
on trust, reliability, and mutual growth.
3.0 Consultant
Gain consultants' trust by demonstrating the technical superiority and
Objective
versatility of our product and service.
- Technical Expertise: Showcase our team's deep technical knowledge and
expertise in designing and engineering pre-engineered structures,
positioning us as a reliable resource.
- Resource Repository: Create a comprehensive library of technical
documents, specifications, and case studies for consultant reference.
- Customization Capability: Highlight our ability to create custom solutions
that align with diverse project requirements and design aesthetics.
Approach - Collaborative Design: Encourage consultants' involvement in the design
process, leveraging their insights to create optimal solutions that meet
both functional and aesthetic goals.
- Responsive Communication: Ensure prompt responses to inquiries, RFIs,
and technical queries from consultants.
- Sustainable Solutions: Showcase the eco-friendly and sustainable
aspects of our structures, appealing to consultants' increasing focus on
environmentally responsible designs.
4.0 Overall Strategies
- Clear Communication: Tailor communication style to each group's preferences and language,
focusing on benefits and outcomes that matter most to them.
- Relationship Building: Invest time in building strong relationships through regular interactions,
networking events, and personalized follow-ups.
- Demonstrate Expertise: Establish myself and our team as experts in the field through thought
leadership content, industry presentations, and whitepapers.
- Leverage Technology: Utilize visual aids, virtual tours, and 3D modeling to help all groups better
visualize the end result.
- Feedback Loop: Maintain an ongoing feedback loop with each group to continuously improve
your offerings based on their input.

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- Flexibility: Be adaptable to changing market trends and needs, adjusting your strategy as
required.

5.0 Action Plan

No Approach strategy Target
I Generate new lead
1 List down potential leads (Investor, contractor, consultant) 5 lead/Day
2 Cold calling to new lead by requesting a business meeting or 5 lead/ Week
coffee
3 Businesses traveling to the target location for lead project 2 times/Week
information and developing agency network
4 Attending industry events, and leveraging professional networks 1 time/Months
II Active quotation and ongoing project
1 Active folow up by requesting meeting, cafee, lunch, dinner to 1 time/Week
keep update quotation statuse
2 Invitation for site visit 3 customer/Months

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