Improvement of the Trade House for centralization of sales processes

The works on improvement of the Trade House have commenced at “Samruk-Energy” JSC as part of Transformation project on introduction of sales and trading processes. The concept, which involves the strengthening of its competencies, has been revised.

Improvement of the Trade House for centralization of sales processes

Trade House (TH) was established in a pilot format 3 years ago and is based at “Samruk-Energy” Head office. It is planned to improve its performance through centralization of sales functions. The new operating model has been developed, which was presented to the Management Committee by Marat Uldanov, the project manager. He presented new approaches of TH work, the goal of which is to generate maximum profit for the company. “The project plans to earn circa 5 billion tenge between now and 2021 timeframe. To date, over a billion have already been gained, - the project manager noted.

It is planned to create the sales department and a commercial dispatching department based on the Trade house. Thus, a complete centralization of sales activities of six subsidiaries and affiliates is expected. According to the new operating model, the management of modes and daily schedules, export deliveries, interaction with KEGOC, KEPMO, and other institutions will be exercised at the level of the head office.

The project team is convinced that owing to centralization of management, it will be possible to achieve the most preferable loading of subsidiaries and affiliates. While the old model did not take into account the possibility of competition between them.

“The centralized participation in the online bidding provides for making proper management decisions immediately, which in turn will maximize profitability of each subsidiary, as well as improve their participation in the capacity market,” Marat Uldanov highlights.

Another significant factor is the interest of potential partners. The project team developed a range of products and services that includes various marketing offers. These include quotas, discounts and other promotions that may attract even more customers.

Anna Zhekenova


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