CHANGE PRESENTATION Commercial Department

The commercial department has been founded in 2004, divided in Sales

Division and Marketing Division.

The Sales division was formed by experienced engineers, having their main
responsibility the analysis of the quotation requests received and the elaboration of
price offers. The price offer was based on a profound analysis of the request and
numerous of technical discussions with the customer regarding the final product
characteristics.
The Marketing division was formed by marketing specialists they main activity
being the international market analysis and develop marketing strategies.
The commercial department was being coordinated between 2004 and 2006 by
an experienced economist.
After 2 years, in 2006, a new Commercial manager, mechanical engineer, came
from Ramnicu Valcea in Griro. The new vision of the manager brought major changes
in the Department.
The Manager analyzed the situation and came to the conclusion that the
commercial department needed a change in structure and also needed a new
development.
He noticed that the most important problem was the unknowing the needs of
the customers and communications with them. Maintaining the relations with the old
customers was a real problem, also attracting new ones. It was time for new visions in
developing of market.
For achieving success in these actions was imperative to improve the relations
between all departments and inside the departments.
The tasks for department and each employee must be well defined and
efficiently repartized and each employee needs to realize that working as a team will
be more efficient.
The strategy adopted for improving activities was based by changing the entire
structure of the Comercial Department.

1. Quotation and Marketing Department became one larger department formed

by 7 experienced engineers that also had to negotiate and bring orders in the
company. The analysis of the quotation request was now being made together
with the Design, Production Department and Production Planning Department,
in order to make sure that the company has the resources and the technology to
produce the proposed item and the delivery terms could be respected. The new
approach of the way the price quotations were being analyzed brought a change
in the way the contracts for the orders were negotiated. The engineers from the
Production and Design Departments were coming with innovative solutions and
most of the time these solutions were being accepted with enthusiasm by the
customers. More and more orders were coming and more and more
collaborations have been developed by the new approach in the analysis of the
customer requests.

2. Project Coordination Department formed by young engineers, less

experienced but with organizational and managerial skills made more efficient
the communication with the client. The department was formed by 4 Project
Coordinators, each of them managing all the aspects of a certain project,
especially the commercial issues, but also details regarding the fabrication of
the product, concentrating all the information regarding the project in one
place. This way, the flux of information between the customers and the
company was becoming more efficient.

3. Purchasing Department, that once was an independent department, was

brought in the Commercial Department in order to optimize the informational
flux in the company. This way the order processing process became more
efficient.
4. The Logistics Department, also an independent department inside the
company, became part of the Commercial Department so that it could be closer
to all the departments. This Department was formed by 2 employees.