10/9/16

Partners For Success

CORPORATECAPABILITYCONSULTANCY

MazenAbdulaalBSDegreeComputerScienceMBAinMarke>ng

GCCCustomerService&Distribu>onManager

GCCSalesDevelopmentManager

BusinessDevelopmentManager-KSA

HeadofSalesMiddleEast

HeadofModernTradeGCC

GeneralManagerKSA

GeneralManagerKSA

ManagingDirectorKSA

10/9/16

Vision,Mission&Values

IHP

Vision

PREFERRREDBUSINESSPARTNERS

ADDINGBUSINESSVALUE

IHP

Mission

1.   ThereisnoCommercialAgendaIfthereisValuesComplianceAgendas.

2.   ValuesareintheHEARTandMINDofeverydecisionwetake.

3.   PerformancewithaPurpose.

IHP

Values(TRUST)

(TRUST)TRANSPARENT,RESPECT,

UNDERSTANDING,SUPPORT,TEAM

www.ihp-me.com

VisualCommunicaQons&DigitalMarkeQng

CorporateCapabilityConsultancyBrandServices

10/9/16

CorporateCapabilityConsultancy

AConsul>ngandTrainingCompanyestablishedintheYear2009partneringwithleadingMul>na>onalandLocalbrandsin:•  SalesLeadership.•  SalesCompetencies.•  TraintheTrainer.•  SalesRecruitment.

AConsul>ngandTrainingCompanyestablishedintheYear2008partneringwithleadingbrandsintheFieldof:•  ProjectManagement–Generic

andCustomized•  QualityManagement

RedRouteisauniqueandmul>-disciplinedteamcomprisingspecialistsin:•  MarkeQngConsultancy•  MarkeQngResearchAnalysis•  PRISM–PowerofPricing.•  OMEGA–Complexityof

MediaChoices.

MBAWashingtonUniversityRegionalExpertinPeopleManagement&DevelopmentSystems

HeadofRegionalSalesTraining&Development-

MiddleEast

VicePresident,GlobalHeadofTraining&Development ManagingDirector

RegionalHead-MEASalesRecrui>ng,Training&

Development•  MemberoftheInternaQonalWho’sWhoofProfessionals,

U S A – 1 9 9 9•  P&G’s Middle East & Africa Sales Masters Award (1998)•  Sheikh Ismail Abudawood Excellence Award (1996)•  P&G’s European Sales Masters Award (1995)•  AccreditedbyNestleZoneAOAPresident(Africa,Oceania

and Asia) as Senior Centre of Excellence – 1 out of 4s e l e c t e d f o r t h e Z o n e

ARegionalexpertonPeopleManagement&DevelopmentSystemshavingbuiltanexperienceof22plusyearsworkingfortwoglobalFMCG’s-Procter&Gamblefor15yearsandforNestleMiddleEastfor7years(2000–2007).In2008hefoundedAtoZSalesSolu>onsConsultancyanddeliveredaoneyearcontractasVicePresidentatArabBankGlobalHeadofTraining&Development;subsequentlyhadatwoandahalfyearsHeadingtheOrganiza>onalExcellenceforaRegionalDistributor-2000manpower&SR2Billionannualturnover-opera>oninSaudiArabia&theLevantCountries(2009–2011).

BilalNuseibeh

10/9/16

Services

AConsul>ngandTrainingCompanyestablishedintheYear2009partneringwithleadingMul>na>onalandLocalbrandsinSalesLeadership,SalesManagement,TrainingManagers,SalesForce,Promoters,andRecruitment.

SalesT

raining

Courses

General Trade

Key Account Selling Modern Trade

Train The Trainer All Trade

Centre Of Excellence

SalesCourses

10/9/16

SalesT

raining

Courses

General Trade Output: To provide a framework of Tools, Processes and Knowledge to the Sales Operations for business success. The focus is on the In-store Call Excellence.

Program Contents: •  Company Values and Principles •  Persuasive Selling •  Customer Data •  Determining Customer Needs •  Features & Benefits •  Communication Skills •  Handling Objections •  Selling Tools •  Administration •  Feedback •  Key Roles & Activities

Target Audience W.S., SS , Gr A Salesmen & Van Salesmen

Course Duration 2 Days

# of Participants 20-24

SalesT

raining

Courses Key Account Selling

Modern Trade

Output: To provide all Account Management Personnel with the essential processes and skills to manage effectively an Account from a Modern Trade perspective Program Contents: •  Company Values and Principles •  Account Management Principles •  Internal Sales Planning Process •  Selling Process •  Negotiation Process •  Shopping Lists •  Tactics •  Point of Purchase •  Customer Business Planning Process Target Audience KAM’s and KA Executives Course Duration 3-5 Days

# of Participants 16-20

10/9/16

SalesT

raining

Courses

Train The Trainer

All Trade

Output: To enhance the skills of the Managers to train and coach their teams for an effective and productive results. This course includes a Basic module & Advanced , based on the level of targeted trainees.

Program Contents: •  Company Values and Principles •  Concept of Training •  Training Principles •  Training Cycle •  Learning Styles of Adults •  Explanation Development Guide •  Field Training Expectations •  The Call Review •  The Demo Calls •  Feedback Process

Target Audience •  Sales Managers •  Sales Supervisors

Course Duration 2-3 Days

# of Participants 16-20

SalesT

raining

Courses

Centre Of Excellence

Output: Develop the Confidence and Competence of the Centre of Excellence (Coe) to deliver and facilitate the processes and skills of the training programs; and to be in a position to add value to the commercial teams at all times

Program Contents: Interrogate program content and key processes to ensure CoE’s have an adequate knowledge and understanding in order to carry the training forward. Accreditation: Coe's will be required to demonstrate their capabilities in training a specific course/ program through a rigorous skills practice process. Successful demonstration of these capabilities will achieve full accreditation to train the targeted programs. Target Audience: •  Training Managers •  Sales Management Course Duration 1 Week

# of Participants 6-8

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TrainingPrograms

SalesM

anagem

ent

ManagementofFieldExecuQonManagementofModernTradeManagementofTradi>onalTradeManagementofDistributors

TrainingM

anagers

CentreofExcellenceTraintheTrainerNego>a>onSkillsSalesLeadershipTraining&CoachingPresenta>onSkills

SalesF

orce

OnBoarding&IniQalTrainingSellingSkills–Basic&AdvancedMerchandisingSkills–Basic&AdvancedSampling&PromotersTraining

PROGRAM LEARNINGOBJECTIVE WHO DAYS

ExcellenceinCustomerService

Tounderstandtheimportanceandconceptsofcustomercareandservice.Torecognizebasicbehavioralpafernsofdifferentcustomerprofiles&waystohandleprofessionally.Learnhowtodealwithamul>-culturalenvironment.Gaincri>calskillsforservingcustomersandhandlingtheircomplaints.DrawanindividualAc>onPlanforprovidingsuperiorservicetocustomers.

AllEmployeesdealingwithCustomers,Supervisors&Managers. 3Days

ProblemSolving&DecisionMakingLearnthebestprac>cetoolstosolvingproblemsanddevelopingmeasureddecisionstowardssolvingthem.Itwillenablethepar>cipantstodevelopspecificFishBonediagrams&todevelopanAc>onPlanwithspecificmeasurestoflawlesslyexecute.

SeniorSupervisors&Managers 2Days

Change&ManagementSkillsLearnhowtoembraceChangeandthefourManagementEssen>als:Planning,Organizing,Leading&Controlling.Par>cipantswillbeintroducedtovariousBestPrac>cetools&techniquesthatwillenablethemdeveloptheirmanagerialskillsmoreefficiently&effec>vely.

SeniorSupervisors&Managers 3Days

LeadershipSkills

ThefocuswillbeonbusinessskillsthattrulyestablishtheWorkshopPar>cipantsasleaders.Buildingtheiremo>onalintelligence,businessexper>se,integrity,empowerment,mo>va>onandcrea>ngatrustenvironment.Par>cipantswilllearnthe3EModuleandwillprac>cetheLeadershipassessmenttool-LAT.

Management&SupervisoryStaff 3Days

CoachingSkills

LearnwhatCoachingdescribesasaprocessofimprovingtheskilledperformanceofanotherperson.Itisadeliberateprocessofhelpingpeopletomaximizetheirpoten>albylearningfromdaytodaytasks.Par>cipantswilllearnhowcoachingimprovesproduc>vely,drivescosteffec>vemeasuresandimprovesthemoraleofindividualsandtheteam.

Management&SupervisoryStaff 3Days

LeadershipCircle-360ByeachIndividualManager,

One-on-OneCoaching

TheLeadershipCircle”Par>cipantswillgetanindividual&personalized360surveythatcovers29dimensionsin8groups.Par>cipantsfilloutthesurvey(128ques>ons–requiringabout25minutes)forthemselvesandinviteotherstoalsofillitforthemtocomparehowoneseeshimselfasaleadervs.howothersintheorganiza>onseehim/her.Wethentaketheresultsanddiscussthemwithinthegroupandindividuallywitheachpar>cipant.

Management&SupervisoryStaff 2Days

TrainTheTrainer

ToenhancetheskillsoftheManagerstotrainandcoachtheirteamsforaneffec>veandproduc>veresults.ThiscourseincludesaBasicmodule&Advanced,basedontheleveloftargetedtrainees.Bestprac>cemodulesonAdultslearningstylesandprovidingskilldevelopmenttrainingcyclewillbethoroughlyprac>cedinthiscourse.

Management&SupervisoryStaff 3-5Days

WorkShops

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WorkShopsPROGRAM LEARNINGOBJECTIVE WHO DAYS

Recrui>ng&Selec>onInterviewingPar>cipantslearnstheprocesses&techniquesforaSelec>onCriteriaincludinganalyzingaCVs&Applica>onScreening,conduc>ngIni>alInterviewsandaligningtheSkillsThatCounts.Par>cipantwilllearn&prac>cetheBestPrac>ceInterviewingTechniquesandeffec>vePanelFinalSelec>onleadingtooffering&hiring.

LineManagers&RecruitmentSpecialists 3Days

Effec>veSupervision

Par>cipantswilllearnhowtoapplyskillsandtechniquesnecessaryforfirstlevelsupervisors.Theywilllearnhowtoeffec>velyleadandcoachtheirteams.Theywilllearnhowtoeffec>velyon-board&orientnewemployees.Skillsprac>cemoduleswillincludeprocessofproblemsolvingandcomplaintshandling.Supervisorswilllearnforwardplanningandbeabletoassigntaskswithquan>fiablemeasures&KPIs.

FirstLevelSupervisors,&JuniorManagers 3Days

AdvancedCommunica>onSkills

Par>cipantswillvaluecommunica>onbymakingittheirstrength.Thiscourseisdesignedtoimprovethebehaviorofthosepeoplewhoworkandcommunicatewithothersinsideandoutsidetheirorganiza>ononadailybasis.Theywillbeabletolearneffec>vetechniquesfor1:1Communica>onsandwilllearn,prac>ceanddeveloptheirownPersuasiveCommunica>onsFormat.

Management,SupervisoryStaff&DevelopmentProspects 3Days

Effec>vePresenta>onSkillsPar>cipantswilllearnanddeveloptheirpresenta>onskillsbylearning&prac>cingtheDeliveryTechniquesandtheDevelopmentTechniquesinordertodeliveraneffec>vepresenta>on.Skillswillbeprac>cedviaCCTVandimpromptupresen>nginrole-plays.

Management,SupervisoryStaff&DevelopmentProspects 3Days

AdvancedTrainersHardSkills

Par>cipantslearnstheadvancedTrainerstechniquesinusingtheirpresenta>onskillseffec>velyinvarioustypesofpresenta>ons&trainingevents.Theywillbeabletodelivereffec>vetrainingwithimpacttovariouslearningstylesoftrainees-buildinganexperience,Reviewingtheexperience,Concludingfromtheexperienceandgeneralizing;Planningthenextsteps&applyingthem.

TrainingManagers,LineFunc>onalManagers(Whotrain&Coachtheir

teams.)3Days

Self&TimeManagementPar>cipantswilllearnhowtomanage>meand>mewastersintheirdailyac>vi>es.TheywillbeabletoSetgoalsandobjec>vesandpriori>zeaccordingly.Managemee>ngsattheworkplaceandwillbeabletoiden>fytheir>meusageprofile.

AllEmployeesdealingwithCustomers,Supervisors&Managers. 2Days

PersuasiveSellingLearnandprac>cethekeyskillsnecessarytoselleffec>velyDevelopskillstobuildrapport.U>lizethesellingprocessandcommunica>onskillstoiden>fycustomerskeyareasofinteresttoMaximizeopportuni>esforobtainingnewsalesprospectsandsalesleads

AllEmployeesdealingwithCustomers,Supervisors&Managers. 2Days

SellingSkills ToprovideaframeworkofTools,ProcessesandKnowledgetotheSalesOpera>onsforbusinesssuccess.ThefocusisontheSalesCallExcellence,withefficiency&effec>veness.

AllSalesPersonssellingtovariouschannelsanddirecttoconsumersand/

orShoppers.3Days

PROGRAM LEARNINGOBJECTIVE WHO DAYS

ModernTradeKeyAccountManagement

ToprovideallAccountManagementPersonnelwiththeessen>alprocessesandskillstomanageeffec>velyanAccountfromaModernTradeperspec>ve.

KeyAccountManagers&SalesExecu>veinModernTrade. 5Days

CentreofExcellenceDeveloptheConfidenceandCompetenceoftheCentreofExcellence(CoE)todeliverandfacilitatetheprocessesandskillsoffunc>onaltrainingprograms;andtobeinaposi>ontoaddvaluetothecommercialteamsatall>mes.

TrainingManagers,BusinessLeaders,MiddletoSenior

Managers5Days

PerformanceAppraisalPar>cipantswilllearntheperformanceappraisalprograminassessingbusinessresultsindeliveringeffec>velythePlanaswellasbuildingtheorganiza>onalcapacity.Theywilllearnhowtoanalyzethecompetenciesbasedontheresults,andwouldbeabletodraothebusiness&trainingplanfortheyearahead.

AllEmployees,SeniorManagers,Supervisors&

Managers2Days

Accredi>ngInternalSalesTrainers

ToenhancetheskillsoftheSalesSupervisorstotrainandcoachtheirteamsforaneffec>veandproduc>veresults.Theendinmindistohavesalessupervisorsenabledtotrainthesellingskillscoursetotheirsalesteamsoncon>nuousbasis.ModuleOne:TraintheTrainer–GeneralCourseModuleTwo:LearntheSellingSkillsCourseModuleThree:Observe&Co-moderatetheSellingSkillsCourseModuleFour:TraintheSellingSkillsCoursetobecomeaSellingSkillsTrainer

TrainingManagers,BusinessLeaders,MiddletoSenior

Managers8Days

Nego>a>onSkills

Par>cipantswilllearnbestprac>ceinnego>a>onstrategy&tac>cs,andwilllearnhowtotradevariablestoreachamutuallyacceptableagreementorobjec>vePar>cipantswilllearnhowtoop>mizethe“value”fortheresources(e.g.Budgets,Incen>ves,People,Equipment)thatareinvestedbythecompany–thisissome>meshardtoquan>fyhowever;whilemaintainingposi>vecustomerrela>onships.

AllEmployees,SeniorManagers,Supervisors&

Managers3Days

WorkShops

10/9/16

AhmedAfarBachelorofScienceinChemistry&PhysicsCer>fied:PMP,QMC-SixSigma,PMI-PBA,PMI-SP,PMI-RMP

Research&DevelopmentDirector

SeniorProjectManagerMul>pleEduca>onProjects

ViceChairmanManaratEduca>on ManagingDirector

•  M e m b e r o f t h e P r o j e c t M a n a g e m e n t I n s Q t u t e , U S A – 2 0 0 9•  M e m b e r o f A d v a n c e d E d u c a Q o n ( A d v a n c E D ) , U S A – 2 0 0 9•  Co-Founder & Member of Middle East AssociaQon of American Schools (MEANS), 2002•  AdvancED Exce l lence Award for InnovaQon in Schools Management 2015•  Speaker & Lecturer in the Annual Global Conference (AdvancED) Since 2014

10/9/16

ServicesAConsul>ngandTrainingCompanyestablishedintheYear2008partneringwithleadingbrandsintheFieldofManagementforTraining,Consulta>on,QualityManagementandProjectManagement.ItsservicesextendbeyondthebusinesssectortoreachtheEduca>onsectorbysuppor>ngschoolswithmanagementtrainingcoaching.

WorkShops

10/9/16

Headof“EfficientConsumerResponse”

HeadofDevelopmentforLeanOpera>ons

HeadofStrategy&Marke>ngfor

RetailandManufacturingManagingDirector

RichardHeyB.Sc.ChemistryPh.D.UniversityofDurham,EnglandBusinessChange.The“sowhat’ofanaly>cs

10/9/16

Services

10/9/16

THANKYOU…

www.ihp-me.com

Partners For Success