Paradigm Trainers Pvt Ltd

Soumyajeet Mohanty ran  Edu Solutions,   an educational consultancy service in Bhubaneswar Odisha. Initially he started  Sunrise Coaching Solutions providing tuition to engineering students. As the venture did not yield much returns, he ‘moved up the value chain’ by providing  ( fake) admissions to students wishing to get into medical colleges.  Most of these students  either had poor scores in NEET ( National Eligibility cum Entrance Test is an entrance examination in India for admission to medical and dental graduate courses) or  who were repeaters. Mohanty and his team of six were able to notch up a revenue of Rs. 8-10 crores  within 2 years. The admissions were fake, the seals bogus.  Mohanty’s team was able to extract Rs. 10 – 50 lakhs from parents  for each seat  Now what is common between Mohanty’s modus operandi and the management principles? Focus on Results : The moment he realized he was not getting re...

In the early 90s Airbus and Boeing, the two major players in commercial aircrafts decided to come together to manufacture Very Large Commercial Transport (VLCT). Later on both the competitors parted ways as their business strategy could not synergize. Ultimately in 1994 Airbus decided to go solo on this venture and the project was codenamed A3XX. And thus the first flight of A380, the largest commercial aircraft happened in 2007 which is a double-deck, wide body 4-engine aircraft with 6000 square feet of usable space, 40% more space than its nearest rival product Boeing B747-8. A380 could accommodate 500 seats in 3-class capacity (Economy, Business and First Class) or 850 in an all-economy class. With several delays the project cost escalated from the initial 9 billion to 13 billion Euro Product Pricing and Positioning : The A380 had a seating capacity which was 5 times the Airbus A320 Neo but the price point was 4X . The List price of A 380 was $430 Million whereas A320 was...

Who is the Managing Director? Suresh, narrated this interesting episode when he was the Sales-cum-Service engineer working for a  Special Purpose Machine (SPM) manufacturing company in Bangalore. There was an important proposal submitted to a client in Delhi. The vendor from Bangalore did not have any market presence in North India and consequently no sales setup. The customer called the vendor for price negotiations. Suresh was sent to Delhi to close the order. He landed at the factory and enquired for the concerned Purchase Officer at the reception. It was around 9.30 AM. He was asked to wait in the conference room. Ten minutes later, a man in his early fifties dropped in the cabin. After exchanging pleasantries, he said, "Tell me, what is the best discount you can offer?" Suresh: "Sir, the best I can offer is 5%." Man: " Ok, I will talk to my MD and come back to you. He is a busy man. You may have to wait." After 2 hours, at a...

Most of the salespeople feel that their job responsibility is limited to achieving the targeted order bookings.  In a desperate bid to sell, quite often they agree for ridiculous credit terms set by the customer.  However from an organizational perspective, a sales transaction is never complete unless the vendor has received the FULL  payment for the products/services he has supplied;  and which has been duly  credited to his account. Having the money in bank is more critical than having it on paper! The webinar will provide you a comprehensive tool kit in not only improving the cash-flow but also your profitability. For Whom : The program is useful for Executives and Managers from Sales & Finance who are in B2B/B2C , Industrial products, Financial Services, and from Verticals like: Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc. Main Themes :  Major Themes: Effect of late collections an...

Ratan was working in  Marriott  Chennai and received the information that Vice President of  OfficeTiger  USA was put up in Hotel Park, his competitor. The VP was staying with his wife and 4-year old daughter and was to stay in that hotel for six months. Apart from him, there was a possibility of a number of his executives from US visiting India. How did Ratan managed to move the customer from  The Park  to the  Marriott ? One day Ratan brought a cute soft-toy for the kid and got it delivered through the front-desk. He also managed to get the birthday details of the kid. Ratan approached his management and asked whether it is alright to host a small party for the kid staying with her parents in a competitor’s hotel. After receiving the approval, he arranged the party and also invited some of his in-house guests in Marriott. What would happen to a mother if she receives a message that a birthday party has been organized for her daughter (w...

Contextual Selling – A New Sales Paradigm for the 21st Century , a Sales Book authored by  Rajan Parulekar  is written for sales professionals who are into sales of B2B , High-Value Industrial/Projects/IT/Services. It is also recommended for entrepreneurs from SMEs, start-ups who wish to develop a Winning Sales Strategy . The Sales Book covers the entire value-selling process starting from Prospecting, Objection Handling , Negotiation , Key Account Management to Order Closing . Financial acumen essential in achieving the desired Top-Line ( Revenue) and Bottom-Line ( Profitability) makes the book practical . Written in a simple and easy-to-understand style, it is for those who feel their top-end products and services deserve a premium!  What do buyers say about the book! The 313 pages Sales Book is available in print version ( Company Website ,  Amazon  and  Flipkart ) and  e-book  format (  Amazon ).  Read more fo...