It was around 2 years before,
We were following up a Genset enquiry of 25Kva for almost one year. Thecustomer Mr. Shah ( aged around 60 or so) was a tough bargain lover kind of abusiness man who was opening a new petrol pump. Well now the stage came when the pump was ready to operate and we were hoping to get the order. The usual answer from Mr. shah was, "wait for more one week" …. So still the follow up wason the way ….. one fine day when I was passing that petrol pump I was shocked tosee a brand new Genset in his premises of the same brand I m dealing into.
Well the order once lost is lost, no one can do anything because the deal is finished. The next day I get a call from Mr Shah, asking me to meet him personally. Ok, I met him my first question was, "whatswrong with our deal and why we he didn’t place the order to us. "
His argument was that myprice was too higher so he procured it directly from the company and get an unbelievable price, he also acclaimed that he has got some good contacts in thecompany directly too. In a very diplomatic way he assured me to provide someother orders of his friends, in my favor, and he has some future expansionand diversification plans too.
Well you can’t fight with the customer, and I know Genset is product which needs a regular service froman agency so the story will not finish here, we will be making some profit inservices.
We helped him installing the genset free ofcost and given them thefirst load trial for the genset. I came in touch with his electrical consultant and got to know him, (as I know these are the guys who can forward some potential enquirers from his list of customers)
Well, the real story starts after that installation procedure.
Two days later Mr shah called upagain and thank me for the favor we have done for the installation of the genset. He said he has some inquiries with him so whenever I get time I should meet him personally again. I jumped up and meet him and found his Electrical Consultant ( EC) also there.
He said, “Rajesh Bhai, Oneof my friend is also establishing a new petrol pump, and needs a genset of thesame capacity. So if I can favor you to get the order what favor you can do for us?
Me : - “What kind of favor you want Mr shah?, tell me no prob “
“I want you to assure Rs.10000/- for my Electrical consultant, I m an old man I don’t need anything forme but this guy is like a son to me so I want you to help him. “ Give a fresh quotation on his name at what price I say and we will bring the order from the customer to you, on your name”
He added “If you are notagree with us, I will arrange an anotherone set from my source for this customer and you will loose that order too. ?
Me : - “Mr shah, what if the same enqiry I have in mylist? I can materialize it too?”
“ No we had talked to the customer and ur quote is higher than what we can give so he will not place the order to you inany case without our consent?”
I got the point someone from my list, who it can be, my mind started working in the background. But I replied?
Me : - “Ok bye the way what price you want me to quote ?”
“Rs. 380, 000 /- for 30Kva.”
Me : - “Ok, no problem.is it a very urgent, I mean can I give you the hard copy tomorrow if u don’tmind. “
I came out of his cabin,I know what I have to do now, if I m not wrong I have guessed the prospective customer in my mind.
I came back to my office, called up the customer I was 99% sure he is the same. He was also delaying the PO from last one week. So I called up the propective one, Mr. T
Me : - Hello T, how are you sir,?
Hi Rajesh Bhai I m fine how are u ?
Me : - Fine sir,I thought before u forget my name better I should call you first, so what is the status of that PO?
Give me 2-3 days I will tell you, I m too busy now a days?
Me : - “Its okay I can understand sir, you have lots of responsibility and starting a new project is really not so easy too these days….Well as ur order is confirm I just want to ask you something regarding the installation of the dg set, do u have any qualified electrical consultant or engineer who can do that, if not, we can guide ur electrician on how to do that ? “
“Oh ya ! we have an electrical consultant Mr EC ( the same guy the so called son of that b””” ). “
Me : - “Ok no problem, well I m ordering for one more set so if u finalize soon, both of u canget the delivery fast. No problem, take your time. “
I will tell you in 2-3days.
To Be Contd .........
