Análisis área de Ventas, Pricing & Procurement sede Bogotá

Abstract

This project is focused on the analysis of the Sales, Pricing & Procurement area of the company DSV AIR & SEA SAS in Bogota, where the internships were performed. To give a more specific context of the work of each of them, we must begin by explaining their connection, on the one hand, the sales team is responsible for creating a business relationship with customers interested in acquiring the services of freight forwarder with which the company has, and to present the best offers must go to the Pricing & Procurement team that aim to get and negotiate the best rates with suppliers of DSV (shipping companies, airlines and co-loaders). By having a comprehensive view of the two areas, it was possible to identify the forms of internal communication implemented and to find the pros and cons of each one. At the beginning, it was done via e-mail, which generated deviation in the information, delays in the answers and accumulation of requests. As a result of this, the company decided to launch a new tool for internal use, with the objective of making the contact easier and having a more detailed control over the amount of fares requested and status of the offers (wins/losses), in order to solve the problems that were affecting the clients, either due to high prices or response times. Despite the efforts to adapt this initiative, there have been a series of errors in both areas that lead to the cancellation of tickets, resulting in reprocessing when uploading each request again, which can become tedious, increasing response times and directly affecting the company and the image that customers perceive of it. For this reason, this work develops a manual that explains step by step the process of requesting a new quotation in a correct and accurate way, in addition to some recommendations that have been compiled over these months to avoid falling into the most common mistakes. In order to have a clearer context of how the quotation offer works at DSV, the process and work of each area should be explained more clearly. First of all, the sales department receives a request for a new shipment, it is necessary to request all the details of the cargo (depending if the modality is LCL, FCL or air) in order to give an accurate rate, requesting information as clear and detailed as possible, since it is the sales department the only one who will have direct contact with the customer. In the case of exports, the information must be transmitted to the Pricing team, who simultaneously contact the airlines, shipping lines or co-loaders to request the required rates. However, during the process of registering the request, reprocesses or errors can occur that take more time for the final sending of the quotation, that is why the main objective of the manual is to serve as a guide for the Procomex platform and thus avoid the most common failures that result in additional work for both agencies, and that does not help to meet the objectives of prompt response that are held within the company.