1. Emerging Future REMEA Sales Meeting 2011 – Turkey
Presenting Steelcase Workplace Services (SWS)
by: R. Barsoum

2. Direct Sales in REMEA - Meaning and Requirements
What does the Client see?
Steelcase will manage :
Proposal to Order Placement
Delivery, Transportation and Installation
Invoicing
After Sales
What does this mean for Steelcase?
PM to substitute or supervise dealer:
Space planning
Legal and credit terms
Quotes
Invoices
Internal budget; i.e. profitability
Transportation and installation
After sales
Intro
Why
What
When
Where
Who
How
Conclusion
Whenever in Direct Selling mode, SWS will be your virtual dealer covering REMEA markets!
(whereby taking the load off the MMs
so they can focus on selling)
Steelcase is moving towards globalization. We need to help at the project level.

3. Why SWS? Internally: Externally: Centralize decision making
Centralize project information
Will result in pushing single point of responsibility
Alleviate MM load so they can focus on selling
Externally:
Protect Steelcase’s interest in front of client
Better image for Steelcase’s internal organization
Better internal efficiency and reactivity
Intro
Why
What
When
Where
Who
How
Conclusion
Decision making – avoid conflicting messages
Centralize project information, including: initial order, changes, shipping, inland transport, installation, punchlist, final acceptance, payment requisitions, etc
Protect Steelcase’s interest in front of client (Efficient communication and better control over strategy)

4. What will SWS do? Internally: Role:
Assist Market Managers as internal clients
Project Management
Role:
Intro
Why
What
When
Where
Who
How
Conclusion
PM = Centralize documentation and decision making on projects
SWS Assist
SWS Lead

5. When will SWS play? Translate into SAP Sales Execution Intro Why What
After Sales
Intro
Why
What
When
Where
Who
How
Conclusion
Incoterm
Legal terms
Credit terms
Discount Approval
Program Definition
Space Planning
Transportation Quote
Installation Quote
Product Quote
Proposal to Client
Proposal Modifications
Client Approval
Workout volume
Place order to factory
Create internal budget
Communicate budget
Establish contracts with
Transport
Installation
Follow up with field activities:
Coordinate deliveries
Coordinate installation
Invoicing
Punchlist identification/order/installation
Closeout
Win
Client Visit
Project Photos
Sales Responsibility
PM Responsibility
MM/PM Joint Effort

6. Where will SWS play? Geographically: Functionally:
Team is based in Paris, Strasbourg, Cyprus and Casablanca
Connection with EMEA / US / KL
Functionally:
In direct sales mode, when:
design and quote is required
PM services are required
In non-direct sales when:
assisting distributors
when dealing with a strategic client and close involvement of Steelcase is required
Intro
Why
What
When
Where
Who
How
Conclusion

7. Who is SWS? The Name: The team:
DSS is now Steelcase Workplace Services (SWS)
The team:
Bob Barsoum, SWS Manager
Laurent Delbos, Project Manager
Charis Philippou, Project Manager
Salma Zerhouni, Design and Quote Specialist (50% Africa)
External PM contractors
Intro
Why
What
When
Where
Who
How
Conclusion

8. How will SWS interact? Tools: Weekly PM Reporting
Monthly forecast calls
Budget tracking
Site meetings
Intro
Why
What
When
Where
Who
How
Conclusion

9. Next Steps Deployment of the model Weekly reporting
Requests for SWS assistance
Local representation database
Intro
Why
What
When
Where
Who
How
Conclusion