final plan menasa
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MENASA SOLUTIONS
Middle East | North Africa | South Asia
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Market Summary
The Security servic e ind ustry is a growing business segment. The c urrent
growth rate shows that there is a strong demand for companies that
provide all kind of security services. Especially security business servicesshow high g rowth rates ove r the past few yea rs.
A c ompany offering different eq uipm ents and servic es w ith foc us on both
Go vernment / Priva te sec tor ca n generate the highest p rofits.
– The reve nues of Security servic e b usiness are much h igher then
compare to any other business. A company that provides
Security servic e a c tivities for the c ustomers can b e sure to havea high d ema nd and a strong c omp etitive ad vantag e.
– The deve lopment of a Sales structure fo r the trad ing of sales
equipments is 1 of the main revenue driver a comprehensive
prod uct da ta ba se w ill be one o f the key element o f a succ essful
business. The c ost for the g ood s and d elivery a re the main
eleme nts of suc c essful business. To o p timize e a rning the follow ing
prod ucts show the highest d em and
1. Security Equipments
2. Vide o a nd elec tronic Equipm ents
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Business Opportunity
• The security service ind ustry currently shows a strong grow th marked by a
highe r de ma nd b oth in Government and private sec tor.
• The develop ment of new business strate g ies and solutions seem s c ritica l
for new industry player to get market share in this highly competitive
industry but only if the company provides a unique product or service or
both this can cha nge the p ic ture.
Product / Service Description
• One central goal of the strategy is the development of a unique
c orpora te ide ntity. By introd uc ing the unique p rod uc t line such identity w ill
c rea te c ustomers loyalty and help ga in a c om pe titive ed ge .
• In addition to sale of security equipments we can also sale the
customized service offers.
• The op erations of a sec urity servic e com pany tha t offers a range of
sec urity service s as well as sec urity equipm ents is the core of this company
a strong foc us of this com pa ny will be p lac ed on the d evelopment of new
and innovative products and strategies for the customers that deliver a
significant va lue the range o f p rod uc ts is selec ted to provide solid grow th
potentials
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Business plan
One of the key eleme nts of sec urity servic e c om pany is the selec tion of services
tha t a re currently as profitab le a s possib le this dep end on the service c ost a nd
most imp ortantly sales price.
We should c onsta ntly mo nitor the spec ific selec tion o f services ,Prod uc ts va ry
ac c ording to business nee ds the selec tion should inc lude low and high p ric e
prod uc ts com b ina tion a s well as new and innova tive eleme nts this stra teg y w illprovide a c ompe titive ed ge ag ainst o ther servic e provid ing c ompanies in this
environment and will generate an ad d itiona l dem and and a po ssib ility for a
price mark-up . Suc h mark-ups a re impossible to ac hieve in a c lassis and
conventional service segment since the high competitiveness in this segment
c om petes away any pric e d ifferentia ls new eq uipme nts and servic es with an
add itiona l funct iona lity for the c ustome r will have a m ark-up p ote ntia l
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SALESSUGGESTED STRATEGY
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Sales are about interac tion with actual buyers. It's about presenting to people
who need the kind of solutions our product or service offers, and getting the
order. I strong ly believe tha t
“ Sa les is about c losing the dea l”
since sales is most likely going to be the main source of our
business' revenue, we a t MENASA rea lly can't affo rd no t to be
sales-oriented.
• The business will operate in the sec urity service ind ustry with a
verity of security equipments sale Cross selling is planned to be
the prime strategy for sales department since all products are
ta rgeted to serve a sim ilar nee ds and c an easily be c om bined
• Synergy in selling prod uc ts ac ross busine ss segments is likely to
boo st ea rning further.
Planning
Implementation
Suc cess
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Initial Stage
Before going further there are some important things which must be prepared and
follow.
Two Important stages
“ Prep ara tions & Implementa tion”
We must unde rstand that w e a re g oing to sell a prod uc t line neve r be en used or even
introduced in this region we must be equipped with the proper tools and preparations
we go t 1 cha nce a nd those few m inutes to p resent our self we c an Make or break the
im ag e of our product and Comp any.
1. Compa ny Profile
Who we a re
What we d o
Superior edge over the othe rs
Unique Prod uc t line
Previous Projec ts
List of existing Clients
Who we represent internationally
Certifications
Suc c ess sto ries
Company profile is the 1st interaction with our clients and can leave an impression
which we c an use o r loose.
A deta iled profile ab out the c om pa ny and its succ ess will help us to g et introd uced and
g ive us an op tion for further c orrespond ing
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2. Product Profile
Prod uct Unique Cha rac teristics
What is the Prod uc t?
What it c an d o
Features
Benefits
Tec hnica l Suprem ac y
A unique supe rior prod uc t
UN ma tch Com pe tition
Fit for purpose
Reliable
Easy to use
Pleasing appearance
Easy to maintain
Safe to use
Legal
Co nsistent with the Prospec t Nee d
3. Product Training
• Produc t Training / Orienta tion
• Features
• Benefits
• Tec hnica l Suprem ac y
• USP ( Uniq ue selling Points )
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1. SOP & KPI
(SOPs) are the lifebloo d of a ny suc c essful com pa ny and should b e d evelop ed
for every process in Sales Dep artment.
• Submitting Proposal
• Developing CRM system
Target Ma rket
Id entific a tion of our Target m arket is very impo rtant.
– we must identified their need s and req uirement
– Current servic e / equipment provider
– What they offering
– What are their specialties
– Type o f Service s and eq uipments they are o ffering
– Services they are offering
– Pric ing
– Othe r rea sons
• The m ost impo rtant and curtail pa rt is ga thering m arket inform ation who o ur
clients are what are their needs what other alternates are they been offered by
other sec urity servic e prov ider are they satisfied with the prod uc ts they are
already using at their facility. Are they aware of this fact that they are more
prone to terrorist ac tivity?
• Once we have detailed information this will not only help us to generate sales
but wo uld a lso help us to m ake a right sales pitch for the c lients we c an deliverthe right m essage to the rite custom ers with a right Produc t
Right Customer + right Message + right Product = Cash profits
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Competitors Analysis
• Although there are many companies operating in the region but still there is a
large unexplored m arkets never be en identified .
• Currently the conventional me thod a nd produc ts are been offered b y the
c om panies alread y working in Sec urity servic e they neve r tried to find new
markets as their metho d is more like ta king orde rs ra ther tha n Ge nerating o rders.
• Surprising fac t is tha t most of the Clients are no t a wa re a bo ut the threats and
am ount of dam ag es they ca n fac e in ca se of an ac c ide nt and they are also not
up to d ate on the solutions they c an g et to m ake the ir life safer and c an m itiga te
the life threatening situations.
• Most of the time the customers are relying on conventional solutions selectingtheir ow n c hoice of sec urity prod uc ts without knowing the fac t tha t this is not
what they really required keeping this in mind a proper Orientation of products
we are o ffering with the p rove d result and consultation w ill c rea te a wa reness in
our targe t m arket
Mature Phase
Following Leads
Ide ntifica tion of Suspec t
Initial c onta c t
Me etings with KOL or de c ision ma ker
Presenta tion / Meeting
Co nvert suspec t in to Prospec t
Submit Proposa l
Negotiating
Co nverting Lea d in to tang ib le sa le
After sa le Co rrespond enc e
Future prospec ting
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Prove that our product / service can sell
Even have a Unique Product we must Getting a commitment from potential
customers to buy from us before we startup sends a strong message that yes weare serious about doing business. Nothing else can be more assuring to a
potent ia l Client than a list o f com mitted and sa tisfied buyers.
Customer-focused
We must be prepared for answering questions, easing concerns, showing
benefits, and going the extra mile to sa tisfy our customers. Show our aud ienc e
that our business will adopt a culture that nurtures customer satisfaction, whichin turn genera tes sa les.
Focus on long-term relationships.
Our sa les strate gy should be b ased on the
Right kind of values. Create an environment which treats customers with dignity and
fairness.
Do anything and everything - except be dishonest - to get the
sale.
Keep track of our customers
We must keep track of our customers using sales management and tracking
programs to make sure that our sales team is prompted to follow-up with
c ustom ers a t stage of e very sales c ycle fo r ea c h c lient
Ma inta in a history and data file for eac h c lient. Identifying our target market to building a thriving business
Understanding who our customers are
Where they loc ate
How they behave,
What mo tivate s them to b uy or not b uy
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As an emerg ing b usiness, we nee d to position our self to sta nd out
from o ur c ompetitors. As we a re o ffering :
“ Something d ifferent from our comp etitors”
Go "Niche"
The best stra teg y we c an go w ith is to ta ilor our product / servic e to a nic he
ma rket. Your nic he should b e sma ll enough tha t we c an de sign our prod uct orservic e to me et its de ma nds, b ut la rge enoug h that w e c an ha ve a ma rket in
whic h we ca n profit.
Bec ause w e a re just sta rting out, go ing niche w ould be a very smart b usiness strategy to
ad op t this tim e.
Go “different”
We are Different
Strate gy that set us ap art from our compe titors
Patented product. Only valid Autho rized Dea ler for the Reg ion
Monopoly. Currently we have no serious competition
Fast Service. we g ive your c ustom ers imm ed iate and tim ely services reg ard ing
our product
Superior Service. We offe r high qua lity servic e to our custom ers.
Responsible/ Positive Ima ge. Our prod uc ts stand out a s rep resenting the h igher Stand ers
Responsible business
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Category Strategy
Target Market
LIFE SHIELD
Government buildings
Military installations Hospitality Industry
Embassies
Mass transit vehicles
Water and wastewater
Personal vehicles
Marine vessels
Power generation
Petrochemical
Port authorities
Airports
Nuclear facilities International School chains
International Food Chains
Logistic Companies
VIP’s Residents
Positioning Statement Unique Solution for Protection
Offering to customers mitigation solutions to reduce injury to personnel
d ue to explosive fragm enta tion a nd spa lling
Price Strategy Cost Effectiveness
Sales Strategy Ac t a s a Ma rket Lea der setting stand ards and grab
a m ajor Share of the Ma rket
Service Strategy ………………………………………..
Promotion Strategy Develop a new campaign that focuses on the positioning,
emphasize product effectiveness in making precious
life and data more safe with a cost effective and
tested proved Product that mitigates the risk in caseof a terrorist ac t or event.
Marketing Research Conduct customer audit and identify new market
opportunities, Customers need, and their concern
reg arding the effic ac y of prod uc t.