Speakers: Chris Maruyama, Lead Account Manager, FP Japan
Can you introduce yourself?
Chris Maruyama: Hello everyone, This is Chris Maruyama from Japan. I am responsible for all refrigerants, such as HFCs, HFO and HFO blends. In order to expand stationary and commerical business from this year, also taking care of not only Japan domestic but also part of ASEAN.
Can you share your best practices of accomplishing >100% of your sales quota in 1H?
Chris Maruyama: My best practice in past half was gaining a big business from Mitsubishi Japan and Thailand. We had to compete with Chemours. They have such a low product price, which was 20% lower than us. Typically, customer gives 100% ordering from Chemours, but Mitsubishi also selected us. Why? Because we have a deep relationship with Mitsubishi in global. You know, we are delivering HFCs to Mitsubishi Japan and Thailand, then working with Mexico and Turkey facility.
Chris Maruyama: It is very much important to make the solid relationship with OEMs Not rely on distributors.
How does Honeywell SBI (Sales Behavior Index) help you deliver sales results?
Chris Maruyama: Regarding the SBI, I am focusing on log on call and opportunity. For logging a call, I emphasized the number of in-person meetings. because I could get authentic information from customers more than a remote meeting. For opportunity, I utilize checklist for processing the business. Thanks to this function (of SBI tool), I can easily monitor the status progress and challenging for each opportunity.
