Journey With Project Team

MD. Sohan Shahriar

Project Sales

Project

Government Industrial
and Real State
Unit
Market Situation (Govt. and Real State)
Covered Small Portion of Market

Market
Situation
Price Competitive Market

Recent Impact of Price hike

Market Situation (Industrial Unit)

Presence is mostly in Dhaka and

Surroundings
Market
Situation

Slightly Less Price Sensitive

Priorities More on Quality

Market Coverage
National Housing
Authority (NHA)

Health Engineering
Department (HED)

Education Engineering
Department (EED)
Government
Sector

Public Work
Department (PWD)
Market Coverage Chittagong

Mymensingh (Valuka)

Narayanganj

Gazipur

Industrial Savar
Unit

Dhaka
Market Coverage

Hi-Tech Park Authority

(HTPA)

Military Engineers
Services (MES)
Autonomous
Sector
Department of
Architecture (DOA)
Government and Real State
Major Govt. Customer Segments:

Roads and
Public Work Health Engineering RAJUK Highways
Department Department (HED)
Department
(PWD)
(RHD)
Local Government Military Engineers
Engineering LGRD Ministry Hi-Tech
Services (MES) Park
Department (LGED)
Authority
Education National Housing Department of (HTPA)
Engineering Authority (NHA) Architecture (DOA)
Department (EED)
6
Government and Real State

Real State (All the Small and Large Real

State Companies)

Architect and Interior Designer

Institutional Sales (Ex: BRAC)

Visited Govt. Organization and Projects

PWD PWD Office PWD Office Pirojpur Sadar Rajbari Sadar Local
Office Pirojpur Rajbari Hospital Project Hospital Project Contractor’s
Office
Dhaka
Visited Govt. Organization and Projects

সার্কে ল-৪: সাধারণ ও বিশেষায়িত হাসপাতাল

Visited Govt. Organization and Projects

গণপূর্ত বিভাগ, পিরোজপুর

Visited Govt. Organization and Projects

সদর হাসপাতাল, পিরোজপুর

Visited Govt. Organization and Projects

গণপূর্ত বিভাগ, রাজবাড়ী

Visited Govt. Organization and Projects

সদর হাসপাতাল, রাজবাড়ী

Findings (Govt. Sector)
Sub Divisional Engineer (SDE) Or Executive Engineer has a significant role

Influential Local Contractors mainly get the projects in each district (Ex: Khan Builders in
Pirojpur and Salam Construction in Rajbari-Faridpur Area)

The Contractor’s site supervisor also has a word of mouth influence

Local PWD Engineer and Contractor has a collaborative relation

Price is the important factor from the contractors end

Maintain strong relationship with Local PWD Office and Contractor is

essential for getting projects
Visited Real State Companies and Interior
Designer
Concord Real State Limited Navana Real State Limited

Concord Lake City, Khilkhet Rupayan City,Uttara

ABC Real State Limited Steelmark Stainless Still Limited

Shanta Holdings Limited Cemex Properties Limited

Interior Designer: Dream On Design Studio

Visited Real State Companies and Sites

Shanta Holdings Limited, (Lumier Project) Concord Lake City (Sampling)

Visited Real State Companies and Sites

Rupayan City, Uttara

Findings (Real State Sector)
Multiple Decision Makers ( includes Top Management, Procurement or Purchase
department )
Decision Can be Change at the last moment

Identify and Reach to the key decision maker is a big challenge

Price Competitive Market

Brand Value and Brand Recognition

Customer service
Industrial Unit
Visited Areas

Valuka Dhaka and

Savar Gazipur Narayanganj (Mymensing Mirpur
h) Cantonment
Industrial Factory and HQ Visited
Visited Factory Visited HQ

Al-Muslim Appeal Limited Meghna Group

Transcom Beverage Limited Kanchan Power Generation Limited

Ha-Meem Group Exclusive Can Limited

Index Agro Limited Michael Corporation Limited

Badsha Group

Bangladesh Edible Oil Limited

Metro Knit and Dying Mills Limited

Paramount Textile Limited

Industrial Factory and HQ Visited

Transcom Beverage Limited Factory Index Agro Limited

Industrial Factory and HQ Visited

Ha-Meem Group
Industrial Factory and HQ Visited

Badsha Group Bangladesh Edible Oil Limited

Findings (Industrial Unit)
Different customer and product segment

Demand generates from the factory mostly

Decision makers are mostly factory based high officials

Building strong relationship and continuous follow up from specifiers (Ex: engineers,
architect, admin and purchase department) is essential factor

Communicate with HO & Factory (Ex: Meghna Denim Ltd)

Getting access into a factory is difficult (New Customer)

Sales Cycle Find the Lead

Project Visit and Observe Surface

Product Briefing
Contact with the Stakeholder or
Session
Decision Maker

Price Quotation and Negotiation

Sampling (If required) and Approval

Work Order

Send the order to the distribution

Product Delivery

Follow up delivery

Bill Submission

Payment Collection

Complain handling
Project Specifiers
Procurement / Purchase Developers / Real State Govt. Organization /
Department Companies Officials / Engineers /
Architect

1 3 5

2 4 6

Site Engineers Contractor / Project Visitor

Painter
Site Visit and Mock up Process
Site visit before suggesting product

Understand customer’s requirements

Surface condition and external factor

Highlight the core technical features of the suggested product (PC Products)

Taking the measurement of surface area before price offer

Site Visit and Mock up Process

Ha-Meem Group, Brick Surface area: 7000Sft

Sampling

Necessary
Select the Monitor Feedback correction
right Surface while from the if required
surface Preparation Sampling customer and follow
up
Sampling

Slate Finish Water Repellent Solution Project: Paramount Textile Limited

CRM
Update Customer Information

Adding New Customer (Using ACT)

Update Project Information

Update regarding Project Follow up

Get the information about a project progress

Information about a Sales person’s projects

Warranty Policy
Surface Condition

Recommended
Product

Recommended
Painting Process

Maintenance and
Other Guild lines

Warranty Provided in Shanta Holdings Limited

Complain Handling
Site Visit

Problem
Solution/
Identification
Suggestion

Verification/ Discuss with

Examine stakeholders
Complain Handling (Real State)
Project: Shanta Holdings Ltd. (Lumier) Product (Nippizinc Primer, Base and Hardner)
Complain Handling (Real State)
Project: Shanta Holdings Ltd. (Lumier), Product (Nippizinc Primer, Base and Hardner)
Complain Handling (Real State)
Project: Shanta Holdings Ltd. (Lumier), Product (Nippizinc Primer, Base and Hardner)
Complain Handling (Industrial Unit)
Project: Index Agro Limited
Complain Handling (Industrial Unit)
Project: Index Agro Limited
Suggestions
Manpower

Categorize Gift Items according to different Customer Segments (Project and Retail)

Relationship Management with Local Govt. Office (PWD), Contractors, Architects,

Procurement and Purchase Dept. Interior Designers Collaboration with Marketing Team

Smooth Distribution Network (Ex: Text Notification)

Brand Visibility in selective Areas or for some particular customer segments

Presence of Project Supervisor in Each District

Daily Allowance for Sales Force

Incentive for Sales Force can be redesign

Challenges
Accommodation and Food

Transportation

Excessive Traveling

Ready to travel within short notice

Flexibility and Adaptability

Thank You