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In the growth process of the Indian cleaning industry, the number of service providers has been increasing faster than the actual equipment suppliers. So it becomes crucial to sell to the right client who is known for his efficiency in mechanised cleaning services, understanding of machines and is prompt in making payments.

Says Samir Sabu, Director of Soma Specialities, “As more and more service providers start functioning in a corporate and professional manner, it becomes easier to do business with them. But there are some companies that have a facade of professionalism but still work in a largely unprofessional fashion which could cause losses to them as well as to their vendors. It is also helpful if there is more knowledge sharing between the equipment providers while selecting the clients.”

Says Arun Thapar of Inventa Cleantec Pvt Ltd, “Information on the buyers defaulting on payment and any other related issues should be shared among the suppliers and manufacturers through a fairly regulated system and networking, so that defaulters cannot jump from one supplier to the other.

There are some differences when it comes to selling directly to the end user. Says Venu Madhavan of Roots Multiclean Ltd, “When we do direct sales to an end customer, iwhereas with an FM company, the sales leads to a relationship helping to move ahead as a partner in various facilities across tht is a limited window wherein sales happen once and not always; e nation.”

Adds Samir, “When an end user contacts us for the machines, we are told clearly on the problem areas. The sales person who provides the most effective solution (sales persons sometimes suggest different machines only to make a larger sale) to the cleaning problem is more likely to get the order.

If the end-user’s purchase representative is a technical person, it is easier to explain the features and specifications of the machine. For multinational companies, it hardly matters if the equipment being provided is made in India or is imported as long as spares and services are being provided on time at nominal costs. All the terms and conditions are put on paper in a very formal and professional manner. In fact, most of the times, if the purchase order states payment will be made within 30 days, it is likely to be credited into our account within 20 days.”

Says Arun, “While doing direct selling, we can understand the need of the end user more clearly and can suggest the right equipment. Also we can satisfy their request for better price and deal with their anxiety for after sales support and availability of spares. In the bargain, we can strike a balance between funding needs and dependable payment processes.

When we do direct sales to an end customer, it is a limited window wherein sales happen once and not always; whereas with an FM company, the sales leads to a relationship helping to move ahead as a partner in various facilities across the nation.” – Venu Madhavan

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