Digital Edition of EKSELL, C.I.EKEH Sales Journal by Oluwasegun Matthew

Analogue to digital: Sisi Calabar launches cookware e-commerce site

The sales and distribution journal of C.I. Ekeh and Co

C.I. Ekeh's cookware distributor becomes first Konga Affiliate millionaire

Thinksales

Infusing the winning attitude at the 2015 Sales Leadership Convention

Intro

ExecuSpeak “Search for better and creative ways to sell our products to the customers.”

“You can do anything if you have enthusiasm. Enthusiasm is the yeast that makes your hopes rise to the stars. With it, there is accomplishment. Without it there are only alibis.”

Henry Ford

t takes hard work, dedication and patience to be successful. We have achieved the projected sales target for the last quarter. I want to congratulate one and all for this feat. It's a remarkable achievement considering the fact that we are one of the few fully-owned Nigerian companies in this business. All this has been possible because we worked as a team and were true to the core values of the firm.

Please remember that our asset is not only the products we sell but also our people. We select the very best in the industry and each one of you has been handpicked specially to serve their respective roles. So, be proud of where you stand today. The firm is aware of the challenges we face in our sales activities. As the cliché goes, “a problem is a chance for you to do your best,” and all uncertainty will lead to tremendous opportunities. As a firm, we are committed to help our people achieve the very best of their capabilities. Training programmes and skill building activities will be organised. Quality begins on the inside and then works its way out. In return, we would expect you to be passionate about your work, achieve the targets and grow professionally. What we need to emphasize on is the crucial relationship we have built with our customers. Creating value needs to be not only from the view point of high quality products but also with regards to our communication with the customers. At the end of the day we should be perceived as a trustworthy and socially committed brand. In short, it is all about integrity, fair dealing, transparency and honesty. This is your own career. You are in charge. You are the one who can take it to new heights. Search for better and creative ways to sell our product to the customers. The team at our head office is highly experienced. You can leverage this team to solve any problem. If you keep the right attitude, passion and enthusiasm, no one can stop you from achieving your goals. Last, but not the least, we need to emphasis on the crucial relationship we have with our customers. Remember, if you do not take care of your customer, your competitors will. As a team, we are going strong. I believe we can and we will do it. We can be the number one brand in our sector. It is difficult but not impossible. So, go for it with all your heart, soul and passion.

Dike Esau, Executive Director, Sales

From the Editor The last quarter of the year, the best quarter t's a new quarter and of course, the last quarter of the year. In Nigeria, and especially those in our line of business, the last quarter has always been a lot more significant than the previous three quarters.

The reason cannot be lost on anyone that has been a part of this team for at least nine months. In this market, many more businesses happen during this period. In the rush to be ready for Christmas, many people invest in building and renovating their homes. So many others change their cookware for new ones and event planners, hoteliers and housewives have to get all they need for the approaching Christmas season. What this means is that while others prepare for their holiday season, here, we plan on how to take advantage of this to ramp up volume in sales. With the training and retraining that has happened

here, with the new hires that just boarded and of course leveraging the superior quality that our products have been known for in the market, we are convinced of closing the year on a high.

us “went the extra mile” by taking risks to ensure he delivers products to one of our key customers. For us, these are very important landmarks that do not only reveal the strength of belief in our culture of excellence and customer service, but also will serve as motivation to all members of the team in our quest to lead the industry in quality products and service excellence but also in the volume of these products that are made available to Nigerians.

In August, our annual ThinkSales Conference came up in Kano. It was the first time this conference, in its 6th year, was held in the northern part of Nigeria and for us, the participation of our Sales and Distribution partners, the impartation of new skills and exchange of ideas that took place will greatly enhance performance from now on.

We have remained unflinching in our commitment to continuously deliver values to our company and the market and as we wind down the year, here is wishing us the very best.

As important as this is in the work calendar of our company, it was almost overshadowed by some other critical events that took place in the quarter just gone by. First, we had a rookie who closed a very important for the company. Then one of

Debola Hassan, ww

TEAM Publisher Kelvin Kufre Executive Editors Oluwanisola Akinpelu Dike Esau Editor Debola Hassan

Editorial Board Ann Dube Jimmy Ozioma Chima Angulu Contributors Lolo DaSilva Margaret Tivo Paul Titus Wale Olawale

Correspondents Mohammed Abdulahi [Kano] Sylva Ibim [PH] Tony Ojo [Abuja] Elisha Dauda [Ibadan] Bilwan Haminu [Lagos] Ejiro Wolu [Enugu]

Communications Consultant eMaginations Comm

We welcome your feedback. Please send comments and suggestions to i-eksell@ciekeh.com

Editorial Adviser Chief C.K. Mbanuju, Esq.

Eksell is published by C.I. Ekeh & Co, the sales and distribution journal. The views and opinions expressed herein are not necessarily the opinions or views of C.I. Ekeh & Co or those of its Board of Directors.

Going the extra mile

Edafe Osemudiamen standing by one of the trucks he successfully delivered to his customer after the robbery siege

hen the company invested in the establishment of five hubs in strategic regions across the country the motive was not just profit. At the core of the business philosophy here is to significantly reduce our delivery timelines to just a couple of days. Where that is achievable To make this possible, the company, in addition to the regional

centres we have built, ensures that delivery trucks are in serviceable conditions always. In addition to these, the sales team goes on compulsory training every quarter. They are equally motivated to respond promptly to sales calls. But accidents do occur So, when a customer orders to be delivered a truck of 45' x15' Ekelite roofing tiles and the sales executive gets trapped in an armed robbery

siege along the highway, it was just one of those days when external variables constitute a clog in the wheel of a time-honoured corporate culture for Total Quality Management [TQM]. But it takes a staff not just well trained and motivated but who deeply believes in the values, goals and success of his company and who is also empathetic to the challenges faced by his customer to go the extra mile in overcoming such unanticipated

obstacles and ensure the customer is satisfied. Here, Edafe Osemudiamen, a sales rep who was caught between staying alive and exploring creative ways to keep the company's promises to the customer, tells his story: â&#x20AC;&#x153;It was on a Friday. I remember this day because our Sales Director had promised to sponsor a TGIF at the Officers Mess at the Borokiri Cantonment, Port Harcourt to

celebrate the ISO Certification achieved on our newest sroofingheet brand, the Eke-Fac973 that manufacturing companies have been demanding for its heat resistance and fireproof features. It was an exciting evening and we were in festive mood, happy over yet another milestone in the life of our company. At 8.30pm just as we were about to depart for respective homes, I got a phone call from a

sales partner [SP] who had just opened an outlet in Yenagoa, Bayelsa State. Bayelsa has become a growing market for us. Since the past one year, a number of construction works have been going on there as staff of oil and gas companies, tired of the choking Port Harcourt traffic, began to see Yenagoa as a more convenient alternative. We were servicing this city from Port Harcourt until a new

gang of armed robbers to see me. A few metres ahead of me, I could see a tree. I ran like never before. My legs were as heavy as a load of aluminum sheets. Eventually, I climbed the tree. And I was completely hidden in its lush canopy. Atop the tree, I pulled my phone from my pocket and looked at the time. 9.07am. I was late by seven minutes and I knew any moment from then, Prince Oloko would call. If he does and the robbers who were wandering below hear, that would be the end of me. Prince Ebiye Olokobiri in his office congratulates Edafe after his delivery

SP formalized his registration processes and opened shop. Ebiye Building Materials Enterprises, owned by Prince Ebiye Olokobiri, was a challenging business. As fast as it was growing, Prince Oloko, as he is fondly called, has a habit of forgetting to make his orders until his off-takers are at his neck. As we were departing Borokiri Cantonment after the TGIF, he called. He demanded three trucks of different brands of roofing sheets, roofing tiles and one truck of gutters, nails and cappers. We have come to know Prince Oloko for his approach and although some of us field officers do not feel too comfortable with his tradition of short, almost impossible deadlines, our duty as representatives of our company was to translate the

“Quality You Can Trust” motto of our company to qualitative service delivery. As expected, he wanted his order delivered at 9am the next morning at his shop in Yenagoa. On a good day, it takes one and halfhours to make Yenagoa from Port Harcourt. That meant I was going to be at the office as early as 6am on a standby with the loading to enable me take off at 7am with an expected arrival at 8.30 or 9.00 am. Everything worked well until half way through our journey. I was driving one of the trucks while three other assistant drivers [AD] in our team followed with the rest. We had just crossed a bridge when I heard the sounds of sporadic gunfire. At first, I did not know the direction of the sound. Scared, I veered off the road and parked the

Edafe beams with a smile

truck. Other trucks behind me did the same. In few minutes, the gunfire continued and that was when I discovered that just ahead of us were a gang of armed robbers. I could see about seven motor vehicles surrounded by a number of gun-wielding youths. Passengers were being robbed at gunpoint. By the time I turned to see how my team was reacting to the incident, I could see no one. They had fled the scene. I was confused. Some of the armed robbers had seen us. They were coming in our direction. I was alone. I could not see any of my team members. I would not blame them. We were taught that safety onsite and offsite should be very strong consideration in the way we approach our business. But in my custody were goods belonging to

the company worth several millions of naira. And waiting for me in Yenagoa was a customer who gives short delivery timelines but expects you to meet his expectations on time, all the time. The road was very narrow so I cannot turn my truck and head back towards Port Harcourt. Even if I could, I have other trucks to deal with. So I ran inside the nearby bush, thinking that would be safe but it was not to be. The next thing I heard was the sound of approaching people screaming at me to stop or they would shoot. I heard sounds of gunfire and feared I was going to drop at any minute. I was drenched in sweat. Fortunately, the thick bush made it impossible for the

Quickly, I put my phone on vibrate. I then sent an SMS to Prince Oloko informing him of the incident I had found myself. I was almost amused when a few moments after my message was delivered, Prince Oloko called. “Thank God. I had put my phone on vibrate,” I thought to myself as my phone vibrated persistently. A few minutes that seemed like eternity later, the robbers left the bush, cursing me as they walked back to their colleagues. I did not know what to do. I feared they could go back and start shooting at the trucks. I have heard they do that often on this route. Apparently, because they had better attractions, the trucks were left untouched. My palms filled with fear-induced sweat, I sent another SMS to the SD, explaining my predicament. I did not get his reply. However, an hour later, I heard the wail of police sirens. Then I knew someone must have contacted

them. A hot exchange of gunfight ensued. After I made it out safely, I learnt that the police killed five of the robbers during the gunfight while the others escaped. The road was free and safe. Having calmed down and with just 30 minutes away from my destination, I met the police officers. I felt safe. However, the officers could not solve my bigger problem: driving the three trucks to Yenagoa. But they agreed to guard them for me as I drove mine to the customer with a promise that I was going to be back in an hour. At Prince Oloko's warehouse, he and his customers were waiting for me. They were unhappy because he did not live up to his promise. They were threatening to leave. My arrival calmed their nerves. Two of them who were licensed truck drivers joined me on an “Okada” ride back to where the policemen were guarding the trucks. We drove the trucks to Prince Oloko's warehouse. It was on my return that I learnt that Sales Director, having received my SOS, had rang the Bayelsa State Commissioner of Police. The Commissioner dispatched the contingent of police officers that confronted the armed robbers and ensured my safety and that of my supplies. Although I took great risks, I am fulfilled that I delivered the promise I gave my customer. Their happy faces when they saw me made up for all the risk.

New hires und ergo induction 1

New hires in a happy mood after the induction

5 n line with the tradition of the company to train and equip new hires with the skills and confidence to excel, seven new hires in the Sales and Marketing Department recently went through the compulsory one month training and induction.

Facilitated by the Sales Department, with the support of Human Capital, Finance and Security Departments the goal of the training is to expose the new hires to the corporate culture and business ethos of the company as well

as expose them to the best-in-class selling skills and techniques that will make it easier for them to excel. Investments in staff training has been the bedrock of the success story of C.I. Ekeh, enabling it to transform young people that merely wanted to work and earn a living into champions in the science and art of selling. Upon arrival, the new hires toured the office, guided by the Executive Director, Marketing, Kelvin Kufre before being settled in the boardroom

where the training took place. Training modules include Basic Marketing Principles, Accounting, Inventory Management, Relationship Management, Leadership and Engagement Principles, Customer Service Principles and Practices among many others. The new hires have since been posted to various regions to support the existing team in further deepening the market.

2. 3. 4. 5. 6.

New members of staff after their induction Dolapo Olaitan, one of the facilitators New hires with some top management staff Another set of new hires listening to the facilitator Emeka Iyunu, another facilitator

Sales Pro ...by OLUWANISOLA AKINPELU Executive Director, Research & Development

Practical tips for

effective salesmanship

eing a sales clerk involves facing so many challenges. You get to meet many people of diverse characters. Some prospects may be friendly, but others would shoot you away. Being a salesperson means, you have to work long hours. There is also a high turnover in the sales industry. Nevertheless, if you are hardworking and truly dedicated, being in sales would make you earn more money from commissions and incentives. Below are some tips used by some of the most successful sales clerks ever known: Believe in your product. For you to be able to sell in confidence, you must first have faith that the product you are selling will really benefit your buyers. You also ought to have good product knowledge, so you could answer all your prospects' questions. Prepare your sales plan. Write your sales objectives for the week; include number of phone calls or emails you have to send daily. Make a sales journal. Forecast how much sales you would want to close weekly, then monthly. Target the right buyer. You must do your research to find out who makes the purchasing decisions in the company. Your effort would prove futile if you fail to pinpoint who the real buyers are in the company. Know your competitor. Study your competitors' products, and look for advantages you may offer over it.

Go where the buyers are. If your prospects are doctors, then go to the hospitals; if you wish to sell to teachers, then go to different schools. Some even join expensive golf clubs, which their potential clients patronize. Go where your target customers are likely to be found. Pay attention to your prospect. Probe your potential client. He might be able to verbalize some concerns you may be able to address. Listen carefully, and pay close attention to details. Present some humour. Some of your prospects may be tired of the customary sales pitch. If you make him laugh, he is more likely to look forward to your next meeting. Make sure you do not bore your customers. Prepare funny stories, but be wary of delivering them at the right time. Be polite. Show you are well mannered and always respectful, no matter how ugly the situation. Make your presentation short and simple. Avoid using terminologies and jargons that the buyer might not understand. The simpler the presentation, the better. Watch for buying signals. If the prospect nods, smiles, or agrees to use your free samples, consider these as indications of interest to purchase your products. Always be ready to close the sale by having your sales contract on hand.

Ask for the sale. Both your prospect and your time are important. Be direct to the point. If the buyer mentioned being interested, seal the deal with a contract. Have a positive attitude. You may not be successful this time, but there is always a next time. A good salesperson never gives up. The next sale may be yours, and may just be waiting around the corner. Ask for referrals. Your existing customers may suggest to you new contacts. If your buyer has a good relationship with you, or has a good buying experience with your company, chances are, you will get referrals from him. You may also ask your client if you can mention his company in your website or include him in your portfolio of existing clients. Know when to let go. Do your best in order to close the sale. However, if every measure was already exhausted to no avail, then this customer might not be worth your time and effort. Look for other prospects, and focus your energy where you have better chances. Once you have left your client's office with the sale in your pocket, make sure you fulfil your commitments. Keep in touch with your client; buyers hate salespersons that disappear after making the sale. Building trust through after sales service is essential â&#x20AC;&#x201D; it is the beginning of the next sale!

COOKWARE

Analogue to Digital:

Sisi Calabar launches cookware e-commerce site argeting the growing millennia population who buy almost everything online, Sisi Calabar, one of C.I. Ekeh and Co's distributors of high-density aluminum cooking pot and pans has launched its ecommerce website called www.sisicalabarcookware.ng.

Adding to the growing list of independent kitchen stores that are launching e-commerce platforms, the Abuja-based cookware distributor with physical shops in four locations in the federal capital city, announced the launch of its shoppable website at a

colourful ceremony attended by representatives of cookware manufacturers, politicians, Nollywood actors and actresses, musicians and top government functionaries. The online site offers products in the following categories: kitchen tools, baking, food storage, wine accessories, cleaning supplies, cutting and sharpening, microwave cooking, coffee and tea items, gift cards and cookie cutters. Each category is stocked with a range of vendors and products, though, only a select number of products from the

brick and mortar store are available online. However, 85% of the cookware listed in the kitchen tools, particularly the pots and pans subsections, are exclusively C.I. Ekeh and Co products. In stock on the eCommerce sites are Ekeh All Clad Stainless Steel Sauce Pans with lid, Ekeh All-Clad Stainless-Steel Sauté pans, Ekeh Sauce pan, Ekeh Classic Saute pans, Ekeh Covered Sauté pan, Ekeh Chef's Classic Stainless Open Skillet and Ekeh Pro IQ Nonstick Skillet. The visibly elated founder and CEO of

the Sisi Calabar Stores, Mrs. Comfort Ita Giwa informed that “We're starting small because we are still learning the tricks of selling online.” Sisicalabarcookware.ng offers a wide range of kitchen tools and supplies for everyone from the novice cook to the professional chef. "Our main objective is to become Nigeria's number one online store for the kitchen.” While appealing to those who may not have the time to visit her physical shops in Abuja, she said: “We invite

you to have a look around our website, www.sisicalabarcookware.ng. On our products page you will find sample pictures from within the store and a list of our major vendors and manufacturers”. For hitch free delivery of products, she said that the store has engaged the services of UPS and DHL to handle all the deliveries within Abuja. “Until we perfect our logistics side of the business, we will service only Abujabased customers for now”, she stated.

On payment options for customers, she disclosed that the store has put in place several payment platforms such as mobile payments powered by Paga, online payment with the use of MasterCard, Verve and VISA and cash on delivery [CoD]. Sisicalabarcookware.ng is open to shoppers 24/7. “We are open seven days a week and we welcome your phone calls at 0803 391 0475.” Sisi Calabar stores employs about 55 people in its operations in Abuja.

Tit Bits C.I. Ekeh's cookware distributor becomes first Konga Affiliate Millionaire Elizade AutoLand partners C.I. Ekeh to test-run Light Duty trucks igeria's leading distributors of Toyota automobile, Elizade Nigeria Limited (ENL), has selected C.I. Ekeh and Co to enjoy the free compatibility test of its JAC range of vehicles. JAC is China's leading auto manufacturers and that country's number 1 exporter of automobiles.

At a brief ceremony witnessed by stakeholders in the industry and representative of the Director-General of the Consumer Protection Council (CPC), Elizade Auto-Land handed over 10 JAC passenger vehicles and eight light trucks to C.I. Ekeh for a free four-month compatibility test before the formal launch of the vehicles in Nigeria. This, according to the company, is to ensure that the vehicles are fit for Nigerian roads. Speaking at the occasion, Managing Director, Elizade Nigeria, Mr. Demola Ade-Ojo, said “in a bid to provide more vehicular options to our loyal customers, we have taken the initiative to provide more cost effective solutions

to their auto needs. Alternative brands of vehicles outside of what we are originally known for would be introduced into the Nigerian market under a new division purposefully set up for this reason and is called Elizade Auto-Land. “Our pioneer range of vehicles that would be available on Elizade Auto-Land is the JAC range of light duty trucks and passenger cars from China. As a prelude to the official launching of JAC vehicles in Nigeria, Elizade Nigeria has decided to import 18 vehicles into the country for test purposes comprising eight light duty trucks and 10 passenger cars. “However before the cars and trucks are introduced officially, we have decided to take them through a fourmonth or 20,000 km of thorough testing on the Nigerian roads. With this test, the JAC team of engineers would ensure that their vehicles would function properly and meet our customers' expectations in the Nigerian environment”.

“Great value, happy partners”loyalty programme boosts sales he results are in and it is now clear that since the launch of the “Great Value, Happy Partners” loyalty programme, partners' sales has increased. This has also increased the amount of commissions that C.I. Ekeh and Co pays to partners, many of whom are receiving record-breaking earnings.

The loyalty programme provides incentives for clients to push all range of C.I. Ekeh products including the roofing sheets, façade cladding and cookware like pans and pots

onga, Nigeria's largest online retail store recently announced its first Konga Affiliate Millionaire in the person of Mrs. Adefunke Alade, the owner of Mama Gbenga Trading & Co. Mrs. Akande's trading firm sells cookware. In addition to having physical shops in five markets in Lagos, Mrs. Akande cookware products, exclusively supplied by C.I. Ekeh & Co featured on Konga, Jumia and Kara as an affiliate and it was recently announced that she has crossed the N1 million mark as a Konga affiliate. The Konga team at the company's corporate headquarters in Lagos hosted her recently. While speaking on the

emergence of the new Konga Affiliate Millionaire, Gabriel Gab-Umoden, Head of Marketing, said, “We are pleased with this new development. At Konga, we are always on the lookout for ways to reward our promoters and customers. We are grateful for the support we have got from all our affiliates. We hope to make more millionaires through this programme.” Konga initiated the affiliate programme last year. “Konga Associate Programme” was done in a bid to reward traders who sells on Konga sites.

....Introduces new roofing sheets into the market n a bid to consolidate its leadership role as a complete component building solutions provider, C.I. Ekeh and Co Limited has launched a new product known as Solo Xtra Roofing Sheets into the market.

The new roofing product is expected to offer more choices to users of the company's roofing products. Managing Director of C.I. Ekeh and Co , Mr. Cletus Ekeh, said the “new product was launched into the market to offer our numerous customers more choices from the array of quality

products in our products port-folio”. He explained that in the last 15 years, C.I. Ekeh and Co has constantly and consistently provided Nigerians with quality and innovative products which have earned the company its current leadership position in the housing industry. “We have in the last 15 years met the needs and yearnings of Nigerian homeowners with our innovative and quality products and we shall continue to do that even more so that we intend to become a complete building component solutions company,” Ekeh said.

TomTech partners C.I. Ekeh for design and supply of facade cladding solutions

as they earn Great Value, Happy Partners Points (GVHPP) on every trade they make. These points can be redeemed at any time for products or real cash rewards. C.I.Ekeh and Co's Chief Marketing Officer, Keneth Agbakoba challenges the trade partners “to make sure that you are capitalizing on the extra business that the Great Value, Happy Partners Loyalty Programme is generating.”

omTech is proud to announce that C.I. Ekeh Nigeria's leading suppliers and manufacturers of building materials has collaborated with the civil engineering company. C.I. Ekeh and Co will now provide architects, designers and engineers with their facade cladding solutions to TomTech customers.

For C.I. Ekeh and Co, working with TomTech creates opportunity to add value to both parties. C.I. Ekeh and Co

understands the importance of keeping up to date with the latest technology in order to retain their position as an attractive partner in the building material sector, something that the collaboration with TomTech will enable. In addition, it is important for C.I Ekeh and Co to continue to contribute to the improvement of the future building process, and it has always been of importance that their customers use the right material.

Sales People

Solomon Anibueze, the rookie sales giant Section of the sprawling Central View Estate

called by superiors and colleagues, was not just patient. While discussing the project, he also exemplified transparency and honesty, some of the values the company holds dear since it started business in 1990.

Solo sale…

...story of a rookie who brings in the money his rookie has been with the company for only seven months but he looks every inch like a “Made for C.I. Ekeh” sales man.

Patient and Persistent Solomon Anibueze only returned to work after his second onboarding training in South Africa in July and employed patience and

persistence, the lessons he learned during his training winning a N2 billion contract for the design, supply, installation and maintenance [DSIM] of the 5,000 units of five-storey residential apartments at the sprawling Central View Estate in Abuja. It was the highest single deal by a rookie of Solomon's level and experience. It also ranks as one of the biggest

single transaction initiated and concluded by any staff of the company. Solomon's success appears to have been taken straight from the template of one of the modules in his first training programme at our company which had as it theme “The Patience of a Salesman.” But it seemed “Solo” as he is fondly

Solo is not a “solo” player. Although it was an opportunity for him to “shine” as most junior sales staff commonly say in the office, he spotted the opportunity in a classified newspaper ad for a property developer that needed roofing gutters. He picked up the ad and showed his supervisor who advised him to dial the phone numbers indicated in the ad. “When I called the man, his response was not encouraging. He said I sounded like I did not know a lot about roofs and roofing and wondered if I was an opportunistic

middleman out to waste his time,” were Solo's words in describing how the transaction started. Caught between lying that he was an experienced sales representative and being honest, Solo chose the latter. This impressed the person who eventually set up a meeting where the young sales executive closed his very first deal. However, Solo do not leave it here. He subsequently built a strong relationship with this person and actually visited the hospital when his wife was delivered of a baby through the Caesarian Section. “I think the man get to like me,” Solo said. “About a month after his wife had put to bed, the man that the company later knew as Godfrey Akinlami, MD, Propicient Limited, won the Federal Government of

Nigeria bid for the construction of the Central View Estate, the single biggest estate development project in Nigeria and invited his “friend” to bid along with three other companies. Armed with his sterling salesmanship and the company's track record of superior quality, Solo went to work with other members of his team in the preparation and submission of a tender for the project. “I had before now, only seen tenders in newspaper adverts. I had never known the processes of preparing and submitting a tender. But my Sales Manager, John Ekoi put me through the entire process and I am happy that at the end of the day, my company won the contract,” excited Solomon said.

Sales and distribution unit, trade partners and distributors Converge at “ThinkSales” Leadership Convention 2015 in Kano C.I. Ekeh and Co's sales and distribution unit and the company's trade partners and distributors recently converged at the Durbar Hotel, Kano for the annual ThinkSales Convention. With the theme “Re-inventing the sales organisation for a competitive advantage,” the 3-day sales conference, which took place from August 13-15, 2015, attracted the sales team and trade partners from across the country. They discussed how to sustain market leadership in various product segments and how our trade partners can optimize their quality advantage for increased customer traffic.

The conference was an opportunity for the sale and distribution unit to a look at the previous year's performance and also discusses key strategy for this year. The ThinkSales Convention, which has become an annual event for six years now, has been carefully designed to assist C-Suite and Sales Leaders reinvent their sales organisations for a competitive advantage in the face of current market forces. Four globally renowned speakers and 10 local sales and strategy experts shared frameworks, case studies and insights to overcome the challenges facing sales organisations today.

grow. Attending the 6th Annual Sales Leadership Convention is an opportunity for senior sales executives and partners to gain expert insights on strategies and tactics to solve the complex challenges facing sales organsations today. Issues treated at the conference include the following: 1. Strategies for winning in a competitive sales environment 2. Pitch like a pro 3. Level 4 value creation 4. A u t h e n t i c i t y o v e r perfection 5. Pathways to high, profitable growth 6. Translating strategic intent into operational reality 7. Brilliance or nothing

In this world of disruption and constant change, only the very best companies prosper and

Participants share their experience after the 2015 Convention ADE OGIDAN HEAD, SALES, MERYL MALCOMESS MARKETING

“Such great value; not only value in money, but in thinking for the next two years. We've had amazing insight from probably the best line-up of speakers I've ever seen at one convention.

CHIEF MARKETING OFFICER

BUHARI ATIKU

C.I. EKEH & CO

GENERAL MANAGER, HEAD, POTS AND PANS, C.I. EKEH & Co.

“It's absolutely great to be back at the ThinkSales Conference. Believe it or not, this is my fifth consecutive ThinkSales adventure. It's world class speakers, it's phenomenal organisation, and of course, r elevant and appropriate content.

GEORGE MENDY

“The 2015 Convention was without a doubt the best yet! I have heard a lot of great speakers over the years. I must say your line-up of speakers this year was the best I have ever seen. I literally could have listened for another eight hours!

ADE BAKARE

CEO, ROOFTRADER NIGERIA LIMITED

CEO, BEFORY NIGERIA LIMITED

“We've been here for three years in a row. Last year we brought eight people. This year we brought 8 people and what we've found is that we get together after the event, evaluate the content, and choose just three to five things that we want to implement in the business and change. And everything we've implemented so far has been positive.”

“I've been totally blown away. Most of the conferences, particularly the sales ones that I go to end up being a 'ra-ra' motivational-type session, you leave there feeling pumped but you haven't really focused on the theory. A session like this is very high in strategy, very hardcore on theory and you get a detailed understanding of how to strategise and plan your sales routes, sales optimisation, sales efficiencies to achieve better results. I'm totally blown away.”

Sales Pro

Compliance …and Ek-Pota-Fast range gets ISO 9008-2015 Certifications

...by KUFRE KELVIN Executive Director, Marketing

3 weapons for the true Salesperson

o more hoping. True salespeople won't accept anything less than 'yes.’

I can recognize a salesperson from a mile away. I can also identify a true SALESPERSON from the same distance. Top management staff display the copies of the ISO certificates

uestions of prospective customers were answered in the second week of September as our newest cookware product line, the Ek-Pota range was awarded the ISO 9008-2015 certificate. The ISO certificates were awarded for quality assurance, safety, health and longevity, in line with global standards. The ISO certification recognizes companies and products that have implemented systems and structures that ensure their products are in line with international best practices.

Over 70,000 certified clients and more full-time assessors than any other certification body worldwide, the ISO is one of the largest and most experienced certification bodies focused primarily on training, auditing and certification of qualified products and organizations. The certification attests that C.I. Ekeh's products range has instituted internationally accepted processes that guaranty the security of safety, the ability of the products to consistently serve

C.I. Ekeh & Co.

respond to any potential quality assurance issues. In obtaining these certifications, C.I. Ekeh's cookwares clearly demonstrates that they are operating at this level and meets the needs of their customers”. Also, C.I Ekeh cookwares division is the first n in Nigeria to obtain and fully implement these certifications in this range. Speaking during the presentation of the certificate, Executive Director, Marketing, Kufre Kelvin, said:

What's the difference between a salesperson and a true SALESPERSON? The former allows prospects to make a decision as to whether to buy. The latter refuses to accept "no" for an answer. Clearly we cannot force people to buy what we're offering, so what do I mean by this? Simply put, the true SALESPERSON--the star, the elite--walks into every situation with a set of weapons far more powerful than an elevator speech (which is, in itself, for losers) or another tired PowerPoint presentation (a sure way to induce a coma). True salespeople walk in with: 1.

customers and their compliance with global quality standards. According to Mr. Theuns Kotze, Regional Managing Director ISO, Middle East & Africa, “To achieve certification to these standards, a company must show a continuous, structured commitment towards assessing quality, product risks and ensuring a holistic plan is in place to

“The C.I. Ekeh remains committed to following global practices and standards to ensure our customers enjoy the highest quality of products at all times. For us, holding these standards offers stakeholders increased confidence and ensures effective business continuity management and customer confidence. The product so certified will be launched into the market in the last quarter of the year.

A conviction that what they are offering will add immensely to the prospect's personal or business life. 2. A belief that there is nothing better in the world the prospect can choose 3. An absolute determination to communicate--through education and brute force of personality--that they are dead right on points one and two This all relates to the fact that positivity is contagious. When salespeople attempt to sell their products or services, they may walk away empty-handed. But when a superstar SALESPERSON strides in with an

overwhelming sense of his mission and a focus on making the prospect see and experience the wisdom of what he's offering, the prospect becomes a believer as well. Think of the conversations you've had with people who are passionate about an idea, a destination or a device that is unfamiliar to you. Their passion passes through almost like osmosis. Chances are high that you will become infatuated with the idea, the philosophy or the product the proselytizer is raving about. You'll become a convert. This is what the real art and science of true SALESMANSHIP is all about. It is not about getting "at bats" in front of customers and hoping to hit pay dirt with some. It's about being armed to the teeth for every selling opportunity;--not hoping to make a sale, but determined to enlist a convert. Every time I am in a selling position I think: I will make the sale. Saying "no" to me is not an option--not for my good, but for yours. If the prospect says "no" at first, I will not pack my bags and move on. I won't even acknowledge the word. I will get to a "yes." I never want to be just another salesman. I am a CEO and a true SALESMAN. Are you? The salespeople of the world aren't there to

actually, definitely, positively make a sale. Nope, they believe that they are visiting a prospect as part of a process whereby: a) you see large numbers of people, and b) you'll get lucky eventually, and some of them will become customers. They think that it's all a numbers game: Toss a hundred darts against the wall (see 100 prospects) and something will inevitably stick. That is not true salesmanship. That is going through the motions; that is hoping that the law of averages will reward you. Instead of being thrilled that three darts stick, enter the process with the determination to land every single prospect you visit. You may not win them all, but I know from personal experience that entering the arena with an absolute determination to prevail every time vastly increases the likelihood of your closing 50 percent, 60 percent or even 90 percent of opportunities. You see, selling is NOT a numbers game. Instead, it's a human game, and it's a hunt. The human most important in this hunt is you, the truest definition of salesperson the one who deserves to be spelled out in all caps. I am a SALESPERSON. Everyone else is an impostor. You are the genuine article. And if you can't find it within yourself to become this "winner takes all" person, you should find another career.

The 2015 king of corporate football has emerged after a month-long tournament, which featured winners and runners-up of the different annual games of the National Association of Professional Salesman [NAPS].

C.I. Ekeh and Co football team, otherwise known as â&#x20AC;&#x153;Aluminum Boysâ&#x20AC;? qualified for the finals by beating Unilever at the semi-final before being set up for the big stage to meet UAC Plc at the finals.

The NAPS Games brings the champions from Sales Departments of companies together to determine the king of football in Nigeria every year.

The final match was a thrilling encounter that got the fans of both teams and other spectators at Campos square mini stadium, Lagos rooting for their respective teams that put up a superb football display.

C.I. Ekeh & Co crowned Nigeria's 2015 King of Corporate Football 29

A major feature of the finals was the Peter Rufai Challenge, which saw the ageless exsuper Eagles goalkeeper in goal to save penalties from distinguished executives to raise funds for charity. For every goal saved by Rufai during the challenge participating companies donated a N100,000 each to a charity of Rufai's choice. Speaking at the very pulsating finals, MD/CEO of C.I. Ekeh and CO, Mr. Cletus Ekeh said, â&#x20AC;&#x153;Winning the tournament will boost our wellbeing and health of our staff. The honest truth is that driving healthy businesses is rooted in having healthy peopleâ&#x20AC;?.

The tournament had many highlights over the four weekends, which included novelty matches between teams representing manufacturing and built industry, kiddies' football competition, bulls' eye scoring challenge and other spectator engagement activities in a fun and music filled atmosphere. Aluminum Boys are now the worthy NAPS 2015 football kings and took home the beautiful trophy coveted by other corporate giants.

Training Sales team undertakes Paradigm Shift training business venture must continue to expand the frontiers to capture new markets. Competition is stiff and whoever sleeps goes under. C.I. Ekeh and Co does not sleep.

As an integral part of an overall strategic plan, the management's ambition of an excellent sales force was demonstrated recently when it organized a 5-day training session on Paradigm Shift in selling for the sales team at the foremost resort at Ikot Epene Conference Centre, Akwa Ibom state. Chucks Bernard of Ford Motors, USA, a thoroughbred sales expert, an alumnus of Harvard Business School, was engaged as the trainer for the 5-day session. Chuks explained that it is imperative for sales people to have the right attitude to change because it is what helps to define and interpret every experience. Such changes are buried in a set of assumptions, concepts, values, and a practices that constitute ways of viewing reality. He demonstrated how he made the difference at Ford Motors through explaining that he expects the sales team to double their numbers after the training. Mr. Emeka Andrews, winner of the best Salesman of the Year award in 2014 summarised the feeling of his colleagues. â&#x20AC;&#x153;I am happy for this training. It could not have come at a better time. It would motivate the team to exceed last year's achievement.â&#x20AC;?

. C.I. Ekeh sponsors

Taste of Abuja cooking competition

C.I. Ekeh's cookware division co-sponsored the recently concluded Taste of Abuja cooking competition. The competition, organized to discover exquisite signature dishes from top Abuja's top restaurants, provided an opportunity for chefs, the high society and the general public to assess the quality of cookware made and marketed by our company. In deciding to co-sponsor the event that attracted thousands of entries from top chefs in and around Abuja, the Sales Department considered the exposure it would give to cookware being produced by the company so enable the public see, use and discover how competitive it is with those imported mainly from Europe. To every extent, sponsoring the event is giving value for money spent as uptake of products have been reported to have spiked across stores in and around Abuja. Most restaurants in Abuja are also increasingly using C.I. Ekehâ&#x20AC;&#x2122;s cookware in their event kitchens.

LMAO Wrong Place "Is your mother home?" the salesman asked a small boy sitting on the steps in front of a house. "Yeah, she's home," the boy said, scooting over to let him past. The salesman rang the doorbell, got no response, knocked once, then again. Still no one came to the door. Turning to the boy, the fellow said, "I thought you said your mother was home." The kid replied, "She is; but this isn't where I live.

Cat “work” A famous art collector is walking through the city when he notices a mangy cat lapping milk from a saucer in the doorway of a store and he does a double take. He recognizes that the saucer is extremely old and very valuable, so he walks casually into the store and offers to buy the cat for two dollars. The storeowner replies, "I'm sorry, but the cat isn't for sale. The collector says, "Please, I need a hungry cat around the house to catch mice. I'll pay you twenty dollars for that cat." And the owner says "Sold," and hands over the cat. The collector continues, "Hey, for the twenty bucks I wonder if you could throw in that old saucer. The cat's used to it and it'll save me from having to get a dish." And the owner says, "Sorry buddy, but that's my lucky saucer. So far this week I've sold sixty-eight cats.”

Hot and cold One day Mikey was sitting in his apartment when his doorbell unexpectedly rang. He answered the door and found a salesman standing on his porch with a strange object. "What is that?" Mikey asked. "It's a thermos," the salesman replied. "What does it do?" asked Mikey. "This baby," the salesman said, "keeps hot things hot and cold things cold." After some deliberation Mikey bought one, deciding it would really help his lunch situation. The next day he arrived at the

plant where he works. Sure enough, all the other employees were curious about his new object. "What is it?" they asked. "It's a thermos," Mikey replied. "What does it do?" they asked. "Well," Mikey says in a bragging manner, "It keeps hot things hot and cold things cold." "What do ya got in it?" To which Mikey says, "Three cups of coffee and a cup of ice cream.”

I am not good enough to keep my job! Two salesmen were having coffee together and one was telling the other: “We've got a terrific sales competition going at our place. The fellow who writes the biggest percentage ever target for the quarter gets a holiday for two in the south of France with all expenses paid. The fellow who's second

highest gets a tailor-made suit with an extra pair of trousers, and the fellow who's third gets a dozen shirts.” The other rep looked gloomily at his coffee for a moment.

CULTURE CLADDING COMMERCE Durability Flatnen Lightnen Formability

So, when you say we offer quality, itâ&#x20AC;&#x2122;s our commitment. Products that truly add value and surpass expectations. C.I.Ekeh House Plot 49 Mothercat/Amadi Ama road, Trans Amadi industrial layout By Mothercat Junction, Port Harcourt, Rivers State, Nigeria Telephone:+234 803 339 4394: +234 805 742 2246, +234 818 484 4339 Office Line: +234 84 798 671 E-mail:info@ciekeh.com