Implementing Sales
Strategies
in Pioneer
1
Company
Submitted
To :
Dr. Waseem
Al-Habeel
By:
Kamel A.El-agha
Thaer Abu-Yousef
Salah E.Sarraj
About Pioneer Company
Pioneer is one of the leading companies in Palestine, It was originally founded in
the
1970s, and officially in 1999 by Mr. Hamdan Hamadah as a family business.
The company headquarter lies in Sudania area in Gaza -Twam sea St. The area of
the
land is (20000m) owned and registered by the company's name, the building area is
about (4500m), equipped with the most advanced machines needed by the
company.
Pioneer management staff are keen to provide products in accordance with the best
international standards, which are subject to a sophisticated control system
Some of Pioneer Products
Our vision:
Is to be a leading company in the area of food, stationary and
cleaning materials.
Witch is recognized all over Palestine with its high value products
along with providing an appropriate business environment for our
employees.
Our Mission:
We strive to provide the best products in every house according to the
global
standards to make their life easier which will make our customers
happy and satisfied.
Objectives:



Getting the high quality product to our customers according to
the global standards.
Achieving affordable price and high quality at the same time
for Palestinian families.
Support the Palestinian economy.

To be number one in Palestine in its area of business.

Help bringing the positive change to every place in our society
Sales & Marketing
Marketing plan and advertisement tools in Pioneer Company:
The heart of any business success lies in its marketing.
Most aspects of any business depends on successful marketing.
Pioneer Company depends heavily on marketing to increase the awareness
and availability of its products as much as it can.
In Pioneer they do the following :

Outstanding commercials advertisements, which exist along the different
street
in many geographical areas

Pioneer Company mainly uses radio as an effective advertising tools

Pioneer offer supermarkets in Gaza to give them a free "banner“
in exchange of putting Pioneer’s name on the rest of the banner

With Referrals, a satisfied customer is asked to provide the names of others
who might be interested in the products

Facebook & Internet

Pioneer introduces several offers such as:
1.
Pioneer offers the owner of the mini market this offer "if you buy 12 cartons of
tissue paper from us, you will get a heater".
2.
Pioneer was the first company to put a cup of tea with each carton of tea then
other companies started doing the same, so pioneer offer a better cup and so on.
Direct Supply Distribution Team (DSD):
This system describes the delivery of
products from suppliers to distributor till the retail stores
Pioneer Company
Distributes to
Whole-whole seller
Whole sellers
Retailers
How this System works:
Pioneer
The
On
receive the package of products from various companies abroad.
product that they received is to be put in stock
a daily basis, Pioneer receives a set of product orders .
Then,
the sales force team sends the product according to a map that is set by the
sales management team, with a wide geographical range, all the way from Rafah
to Gaza..
Daily Schedule used by the team.

Every Geographical area has its own truck or distribution vehicle.
• Pioneer company tries its best to give its sales agents a route that will:
serve them well, save time, cost and effort
• Sales people depend on a daily flexible schedules, in other
words, they aren't going to come knock on your supermarkets every day and
ask you if you need something.
The main responsibilities for DSD :

Doing their best to satisfy customers.

Deliver the amounts demanded by customers.

Assist customers in selecting products.

Attract stronger clients.

Expand the availability of Pioneer products.
Segmentation strategy at Pioneer Company
Customer segmentation:
The sales manager - MR.Waleed - said that "Palestinian customers are
divided into two-types: the first type: the rich ones who are willing to
pay
high prices in order to get high quality products"
, however the auditor of Pioneer company said that this segment is
small.
The second type are medium, low financial customer and this layer that
shape the market,
they are over 90% in Gaza.
Pioneer provides its product with a low price and a good quality that
makes
all layers of the society want to buy their product .
(Low Cost strategy)
Retail stores segmentation:
Retail store are classified according to these criteria:

The demand size.

Wholesalers and retailers.

Highly valuable customers.

The size of the store (mini market, supermarket, Mall )

The location of the store.

How the owner deal with the company
Depending on previous criteria, the company divided the
retail stores into:
VIP:
Who purchase huge quantity, good location this includes:
Abu Dalal, Metro, Alandlisia.
Good
customers: Alnakhla-Deir Al Balah-, Aqeshawi-Gaza.
Normal
Poor
customers: Abu-E'isha –Deir Al Balah, Alqedra-Khanyounis.
customers: customers with low sales volume.
CRM at Pioneer Company
CRM at Pioneer Company takes many forms:

Meet customers expectations and pick the right products at a good price for them.

Manage the time for orders, ask them to call when needed, along
with our weekly visit to their market place.

Pioneer take damaged and expired products and replace it with new
ones.

In order to make sure our sales agency are doing well , dealing with
customers in a very nice way, Pioneer send other agencies to the
same customers to ask them if they face any problem with our current sales agencies, if
there is any problem the company apologize
and train the sales agent if needed.
Problems And Solution
As any company,
Pioneer faces many problems and its doing its best to
overcome these problems.
First Problem :
The closure of crossings boarders during times of war by Israeli
forces , which cost the company allot, either by damaged products or
loose of time and money- the fee of warehouses


During Al-Furqan war, Pioneer lost about 150000 $
Solution :
Pioneer Company tried to use underground tunnels in order to
solve
this problem, which worked for a short time because it was
dangerous to use tunnels at war, and the companies abroad refused
that Pioneer uses unofficial boarders, which left this issue unsolved.
Second Problem:
The government’s policy of increasing tax on import products( such as
fava beans) and that
would make us increase the price of these products, customers might
look for alternatives
Solution:
Pioneer decided to build
a factory in Gaza to make their own products and be a part of
the national output.
The managers of pioneer company told us they
already started building this factory and hopefully soon will be
launched.
Third Problem:
Fava Beans Problem:
Fava Beans faces a high competition from the Harvest Beans
product which enters Gaza through tunnels
with relatively low price comparing with it, also it faces a sharp
competition from Al-Ameer beans because it's known for its good
price and quality.
Solution for this problem:


Put the Beans beside an important product to grab the attention
of customers.
Publish advertisements as posters, and put them at the front of
supermarket, also through radio , since it's one of most effective
and efficient way used, and it covers the entire geographical
areas.

Decrease its price to compete with other products.

Direct contact with customers.
Fourth Problem:
The damaged and returned products:
Pioneer food products are sensitive to heat, the company faces some
corruption problem,
because of the Israeli boarders -as mentioned- , it's not easy to
overcome this problem because the
difficulties of Israeli regulations.
Solution:
Pioneer Company created many solutions:
1- Constant follow-up for the products and responsibility of sales
person to collect damaged product from the market.
2- Trying to put the products that are sensitive to sun in a good
condition away from the sun
3- Providing the customers with suitable demanded quantity.
THANKS FOR PAYING
ATTENTION