Tag Archives: XYZ

Day 21 – Email wars.

XYZ corp issue will have to wait for a while, as I would like to see how the events unfold eventually.

I started focusing seriously on work. To my delight, the potential customers showed interest in our company. In a matter of few days, more than 10 purchase enquiries piled up.

Now the question is who will be my sales support. The complete sales support framework is missing. How do I get started?

One of my ex-bosses used to say there is a power in the written word. He always used to suggest that if guys do not respond well over phone, then emails and letters work like magic.

Started mailing to practically everyone in the company – VP, Mr.B, Production, QA, Supply chain. All mails copied to CEO as well. While I rattled out emails busily, no replies were forthcoming.

It is in my nature to lose patience quickly. But this time I decided not to give-in. So I decided to reach out to B (the sales colleague who is based in the factory) and seek his assistance. On day 19, I called him up more than twenty times on phone. Not even once the phone was answered. At around 6.30 pm, B called me back apologizing profusely for not being in a position to call back earlier. I asked him if he was tied up with some important work. He said whole day VP kept him busy for nothing. On day 20, I did not contact him much and restricted the calls to only thrice. No reply as usual. But this time he was really nice and he emailed to say that he will reply on pricing etc on day 21.

Today, I anticipate costings, specifications, replies on technical clarification sought by customers, etc.

At around 3 pm, one by one, the mails started pouring in – from B as well as from VP.

“We have unsold stocks of 700 tonnes (produced in 2007) which need to be cleared off. Can you please do the needful?”

“We had produced some stocks for customer 123, and he did not lift it yet even after 1 year. The order got cancelled last week. Do you have any buyers for it?”

“We have a contract to buy 600 tonnes raw material from a producer by the end of next week. Can you find customers for the end product in next two days”

Emails were coming in at good speed. I mailed them back asking replies for my customer enquiries. I got out of office messages from both.

What is the message being conveyed here? That Do not expect replies and support for your new sales initiatives? Or do not go so fast and we are not ready yet? Or is it B’s insecurity showing up? If it is B’s insecurity, why is VP backing him up?…hmm… too many questions to ponder on!  Food-for-thought ? or sure-fire way to lose motivation?

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Day 16

Yesterday I could not reach the VP with whom I was to consult the stalemate over whether to allow XYZ corp to visit the factory or not. I spoke to him today.

him –         yeah CEO told me that you will call me.

me –         XYZ corp wants to see the factory and if satisfied will confirm 50 tonnes business.

him –         Which XYZ Corp?

me –         The one for whom you advised me that we would be offering some material, since MNO Corp are delaying the call-offs.

him –         Oh..yeah. but remember MNO Corp is a reputed and large company. We should not be upsetting them.

me –         Absolutely. But what do I tell XYZ Corp who has already shown interest on  50 tonnes that we offered?

him –         You confirm that. What is the issue?

me –         They would like to see the factory. I discussed with CEO on it and he said that I should speak to you.

him –         I now remember. That’s not possible.

me –         Why not?

him –         The customer will come here and we have to make them stay in the Hotel. There will be expenses.

me –         True. Pls remember the value of the order is Rs 2.5 million. Good profitability. No headaches. They will send their own truck to the factory for picking the goods.

him –         Do you know how expensive the Hotel Tariffs are nowadays?

me –         OK. I will tell them we cannot entertain the factory visit. They either confirm the order without conditions or we are not selling to them.

him –         You cannot take such a rigid view when doing Sales. One has to be flexible.

me –          ??

him –         You have to be methodical when handling such customers. That’s what I did when finalizing MNO Corp deal. There was no glitch. Done deal.

me –          ??

him –         See we have produced 150 tonnes already.

me –         But we took order for 500 tonnes.

him –         It happens in processing industry. When the raw material is short, what can we do?

me –         What about delaying the call offs?

him –         It happens in business and we have to accommodate customers sometime. Remember, we get our salary because of customers. We should never forget that.

me –     Well said. What do I tell XYZ Corp now?

him –     Why don’t you discuss these matters with the CEO to whom you are directly reporting?

I could not get any decision from either of the two big-wigs. I should think of a strategy to get this business going. Any ideas?