SELLING

SELL

SRM offers unique marketing and sales solutions. Through our online exchange we have built a network of buyers and sellers. Similar to the buying process, selling requires market intelligence and client understanding. We have a strong business development focus and have the ability to analyse new opportunities. SRM has knowledge of the oil and gas markets in Africa. We have conducted studies and business development reports for clients with specific focus on Africa.

Prior to setting up the structure of the sales event/s, SRM spends considerable time analysing the market conditions and sales environment. Without this insight and understanding, the success of the events will be considerably less. We have a track record of opening new markets for our clients. We grow existing markets, explore and open new markets and increase sales. Through the sophisticated online tools available to the exchange, we have the ability to access multiple buyers simultaneously, thereby increasing our reach and access.

The sales process takes on a number of forms but in most cases the highest efficiency is achieved by deploying a combination of business understanding and negotiation skills with SRM’s unique online technology. Depending on the engagement, clients typically supply SRM with a list of their clients and we would contact them, train them and add them to the exchange. SRM Solutions would add more clients from its own network. SRM spends considerable time to build its buyer network. Every effort is made to ensure participation, excitement and enthusiasm from the buyer side for maximum benefits to be achieved. Based on experience, the structures and setup of the events offered by the exchange are adopted and changed to adapt to client needs.

Multiple buyers in multiple locations are loaded onto the SRM online exchange and online events are run for various markets and products. Products sold through the online exchange vary from primary products to the disposal of assets – in the past this has includes the sale of complete plants.

SRM runs the entire sales process – the client provides the specifications of the product to be sold, terms and conditions, price etc and SRM will plan to sell the product through the exchange to produce maximum yield for our clients.

The benefits of our sales process not only lie in the increased sales. Through the use of sophisticated technology, we save time and manpower. We have various case studies where we have proven to reduce the sales force tenfold and still increase the selling price with as much as 30%. The turn-around time for the entire process is much shorter than for a ‘traditional’ sales process. We increase overall profitability by reducing cost of sales while at the same time increasing the sales price.

Situation Analysis

In order to improve your selling process, we need to understand the following:

• Current clients – who are they, why do they buy and what are their needs

• How big is the market, who are the players and at what prices are they selling

• Ultimately, the aim is market growth for our clients. How do we take market share away from the competition?

• SRM has a business development capability, aimed at growing your market and enter our clients into new markets. We can support new market development

• Analysis of the current sales process – what works and why and what doesn’t work and why not

• Logistics – how is the product transported or delivered? In Africa the logistics process often pose unique challenges. SRM can suggest logistic solutions through our worldwide logistics partners.

• Through our system a historic picture of pricing information is kept – analysing this data creates powerful pricing intelligence and trends.

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