Presents

GRAND FINALE
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Grand Finale Task Brief- Sellsation 2019
A house has the symbolic value of being the safest place for a person.
The steel structure of a house and the quality of the steel being used
determines how safe that house is. Hence, while building that “dream
home”, the most important decision that has to be made is regarding
the steel.

Being one of the fastest growing economies, Bangladesh is seeing

huge investment in infrastructural development. Increasing middle
income and affluent class population (MAC) are a major reason behind
increasing housing. People love having a home. They want to save from
their monthly income, take bank loans to buy a house where they and
their future generation live forever. This is not just another investment
for them. This has huge emotional aspect too. That’s why developers
consciously take care of the materials while building their apartments.

The value creation in the steel industry largely depends on efficient raw
material acquisition and innovation in production.

Life Cycle of Steel

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Billet Rebar

The main products GPH Ispat Limited offers are:

1. BILLET: (100mm X 100mm, 110mm X 110mm, 130mm X 130mm and

as per customers’ requirements)

2. REBAR:
• Deformed bar (available in different sizes and as per customers’
requirements).
• Plain bar (available in different and as per customers’
requirements).

GPH is currently trying to find better sales strategies for their B2B &
B2C clients. Steel, being a construction material has perennial value to
its customers. While every competitor in the market delivers the mes-
sage of strength and durability, GPH wants to communicate something
beyond that.

B2B Clients: GPH Ispat’s B2B clients are generally different develop-
ment companies that build buildings and sell apartments. Other than
them, other conglomerates who frequently build manufacturing houses
or offices for themselves are also an important source of sales. Other
than these two form of clients, GPH Ispat frequently provides steel to
many Government projects. GPH Ispat’s in house sales team and client
management team generally handles and procures these clients.
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B2C Clients: GPH Ispat’s main B2C clients are those who want to build
their own dream home. They are generally consolidated in the sub-
urban areas of the country and purchase their steel from the dealers.
They take their purchase decision based on the word of mouth and
suggestions of the architect.

Being one of the major players in the steel industry, GPH Ispat Limited
feels the sales communication modules and channels haven’t evolved
yet in Bangladesh and they can appropriate larger share of the market
by being creative in this portion.

Your team has been hired as sales consultant of GPH Ispat Limited.
You have to assess the opportunities and bring a sense of innovation
in GPH Ispat’s sales approach towards the B2B & B2C clients.

You will present the solution in front of the Board of Directors of GPH
Ispat. Make sure your presentation includes:

1. Analysis of the current situation of the industry, competitor and

company.

2. A thorough selling strategy with nationwide campaign for both B2B

& B2C clients.

3. Implementation timeline

4. Financial projection of the campaign with estimated returns.

5. Monitoring and follow-up process including contingency plan.

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EVALUATION CRITERIA

Criteria Weight
Situation Analysis 15%
Strategy and Implementation (For B2C) 30%
Strategy and implementation (For B2B) 20%
Monitoring and Evaluation 10%
Financial Projection 10%
Innovation 5%
Questions and Answers Session 10%
Total 100%