Company Project Report

SALES AND BUSINESS

DEVLOPEMNT OF VISION
VISTURES

Institute of Management Technology, Dubai

SUBMITTED BY: Shruthi Jangiti

SMBA13080
SUBMITTED TO: Dr.Vimi Jham
Associate Professor

TABLE OF CONTENTS
1) Acknowledgement
2) Executive Summary
3) Introduction
a) UAE Glass Industry
b) Vision Ventures
4) Project Objective
5) Methodology
a) Lead Generation
b) Data Collection
c) Research
d) Campaign
6) Product presentation
7) Product Awareness
8) Identity Redesigning
9) Research Analysis
10) Issues
a) Challenges faced
b) Resolutions
11) Recommendations
a) Methodology
b) Maintaining Huge Data
c) Business Expansion
12) Bibliography
13) Appendices

ACKNOWLEDGEMENT
I am ineffably indebted to Mr. Ajay Mehta, C.E.O of Vision Ventures International
FZC Middle East for his conscientious guidance and encouragement. The cooperation is highly appreciated. His vision and execution aimed at creating structure,
definition, and realism around the project and fostered the ideal environment for me to
learn and grow.

The projects and tasks done during this period were highly educative and informative.
On the very outset of this report, I would like to extend my sincere & heartfelt
obligation towards all the personages who have helped me in understanding
appropriately the functioning of the Glass Industry. A great treasure of knowledge was
unlocked as I went deeper into the subject. Under their guidance I was able to pick up
the nuances of the subject and various processes that were involved.
Without their active guidance, help, cooperation & encouragement, I would not have
made headway in the project.
This project gave me a great in sight about the scope and importance of the Glass
Industry sector in U.A.E and a corporate exposure in Middle East.
I also acknowledge my gratitude towards Mr.s Vimi Jham my marketing Professor at
University. I owe her a lot for the continuous mentoring and guidance at every step of
the project.
Last but not the least I extend my sincere thanks to my university Institute Of
Management Technology for giving me this project opportunity. This company
project has been a great learning ground for me.

-Shruthi Jangiti.
EXECUTIVE SUMMARY
Name of the Project: Lead Generation and Business Development, Vision Ventures, Sharjah.
About the Topic/Objective:
The project is related to analyze the GCC market for Glass and Architectural needs, get in
touch with the purchasing team of different construction and interior designing companies.
The project was aimed to understand their needs for different types of glasses and designs.
They also provide consultancy facility in order to delivery best quality service.
Approach to the Project:
As per the project provided by the company I had to do lead generation and business
development activities for Vision Ventures in order to identify prospects business clients

across UAE. The project spanned over 7weeks where the first two weeks was planned to
focus mainly on the sales thereby generating leads and getting appropriate prospects to help
penetration in this market. The project was divided in steps and tasks for the entire duration
of 7weeks.
The details are stated as follows:
In the first week: Orientation of the product, research through market primary and secondary
data. The next three weeks :Identified preferred profiles and agreed on best activities to tap
preferred profiles such as client presentations were given to convert the leads into successful
sales. The weeks after that was involved in marketing and social media handling to acquire
different sources of the data and building the approach module, channel development
In the last week recommendations on all projects were given.
Limitation to the Project:
There were several difficulties faced to understand the business-to-business marketing, data
mining and product presentation, as Glass Industry was entirely a new source of learning.
Conclusion we arrive at:
Overall, the project was a great learning experience gathering humungous knowledge about
the corporate and business-to-business marketing.

About The Glass Industry In U.A.E

United Arab Emirates is one of the most rapidly developing economies in the GCC. It is the
second largest Arab nation with diversified economical growth. Throughout the past 40
years, the countrys GDP grew swiftly from Dh.6.5bn to approximately Dh 1248bn, an
increase of 192 times. Glass demand is an excellent reflection of a countrys per-capita
growth.
A massive construction boom, an expanding manufacturing base, and a thriving service sector
are helping the UAE diversify its economy. The construction Industry has a major influence
on the countrys development. UAE is one of the most profitable markets for glass industries
due the growing industrial developments.

According to the UK- based Bowmedia Groups market intelligence report published on
global glass industry trends, the MENA region is expected to spend approximately $4.3
trillion on construction in the next 10 years, It is been stated that the international demand for
flat glass is majorly observed in the UAE compared to other countries. In the UAE, more than
1,300 construction projects are valued approximately $418 billion are currently underway
(Khaleejtimes.com, 2015). Which will be highly beneficial for the glass industries operating
in the Middle East and it will also encourage international glass industries to conduct
business in the UAE.
Due to high level of Glass usage in manufacturing and construction Industries in the UAE,
the glass manufactures are actively innovating new products to address the needs of the
customers and stay ahead of the competitors. New product innovation such as double glazed
glass which provides significant reduction in cooling costs and encourages energy savings,
low emission glass which helps in insulation and double skin faade glass to prevent cavity
these are highly in demand and making humongous profits.
It clearly shows that glass industry in the UAE, has a very bright future and definitely a
potential market to enter.

Company Introduction
Vision Ventures is an outcome of intrinsic desire for architectural and green industry. The
firm was established in the year 2007 in Hamriyah Free Zone, Sharjah U.A.E. It mainly
serves Middle East and Indian market. Vision Ventures is an international marketing &
distribution firm aimed at premium brand Architectural, Dcor& Interior, Faade & cladding,
Floors & walls along with Green building products.
Vision Ventures acts like a project partner and an alternative procurement partner for the
contractors and developers providing them with architectural products. They assist architects
and interior designers by offering them product technical specifications, presentation
samples, mock up samples, budget costing etc. The company offers product choice at

concept/design/specification/construction at every stage of the project. Their main focus is

promotion and usage of superior technologies and design concepts.
Vision Ventures are key partners with globally reputed companies in order to serve
architectural industry to address their needs and preferences. They are strategically positioned
to bridge the gap between manufactures and specifiers / designers. The company work culture
is highly motivated and comprised with young and talented workforce willing to express
themselves through design and innovation ideas.
Vision statement
Leading providers of premium brand Architectural, Dcor, Interior, FF&E and Green
Building Products to the Architectural, Interior Design and Building Construction industry.
Core Purpose
To promote sustainable solutions and to enhance the living with lasting impression through
design innovation and green technologies by sharing products knowledge, ideas and
experience with architects, designers and developers.

Vision Ventures Business Model

Marketing
Marketing &
&
Distribution
Distribution

Import &
&
Import
Export
Export

Consultancy
Consultancy

busine
ss
model
Representati
Representati
on
on &
&
Facilitation
Facilitation

Indenting
Indenting &
&
T
rading
Trading

Sourcing &
&
Sourcing
Procurement
Procurement

Services
The following are the list of various services provided by Vision Ventures to address the
needs of their target market.

Specification guidelines for architects & designers: It provides architects and

designers with detailed product information and knowledge about the new types of
glass in the market.

Samples & Mock-up Samples as per Architect / Designer request: The company also
provides its customers with glass samples for better understanding of the product

Architectural Material Sourcing.

Design & Engineering: They also guide their clients with respect to design in order to
bring out the best quality work.

Technical consulting services for Green Building/ Solar PV Faade

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Vision Ventures provides technical consulting services in the field of green building through
computer simulation. They design methods, which could reduce energy costs and mitigate the
impact on the environment.
The company partners with international experts with proven experience in the field of
Building Integrated Photovoltaic (BIPV), who are able to provide answers to any concern of
any project. Services includes specialized technical consulting in the design, installation and
maintenance of its advanced photovoltaic construction solutions which are grid-connected
and stand alone PV system. The company also prepares Appraisal Report for project, which
requires Photovoltaic cladding.
The appraisal will allow the users to analyze the feasibility of the project, with all the
necessary information such as, estimated cost and estimated generation, pay-back time and
internal rate of return (IRR).

Product line
Vision Ventures product line is divided into five categories such as Architectural Glass
Product, Dcor& Interior Products, Building Integrated Photovoltaic (BIPV), Innovative
Architectural Products Range and Artos- Architectural Stainless Steel Wire- Cloth. All these
products are designed according to the market demand and to address various needs of the
potential users.

Architectural Glass Product

Ecosense High Performance Glass

Ecosense Exceed Solar Control + Low-E Post-Temperable Glass

Ecosense Enhance Solar Control Post-Temperable Glass

Clearsense Low-E Post-Temperable Glass

Tinted Glass Blue, Bronze, Green, Dark Grey, Light Grey, Blue-Grey

Fire Rated Glass 30/60/90/120 Min & Marine Fire Rated AO & A60

Bi-Directional Fire Rated Glass 6 / 8 / 10 / 12 mm

Security Glass Bullet Resistant Glass Blast Resistant Glass

Anti-Reflective Glass

LED Glass

Radiation Protection / X-Ray Protection Glass

Ipachrome & Ipagold Premium Decorative Faade Glazing

Dcor& Interior Products

Antique Mirror

Mosaic -Glass Mosaic, Antique Mirror Mosaic, Porcelain Mosaic, and Antique
Mirror.

Mosaic Dcor Surface Finishes Textured / Perforated Decorative Metal Panels

Building Integrated Photovoltaic (BIPV)

Photovoltaic Skylight
Photovoltaic Walk able Roof
Photovoltaic Parking Lot
Photovoltaic Curtain Wall
Photovoltaic Ventilated Faade

Innovative Architectural Products Range

Vision Control System:

Privacy Switchable Magic Glass
Twin-Film Integral Blind System for Partitions / Windows / Doors
Switchable Electro-Chromic Glass
Solar Thermo chromic Glass
Media Faade
Communicative Glass Facades Combining Media & Architecture
Metal Mesh
Expanded Architectural Metal Mesh Aluminum / Steel / Copper

Artos- Architectural Stainless Steel Wire- Cloth

ARTOS stainless-steel wire-mesh for interiors and exteriors persuade by their shapeable
design and excellent functionality. Whether horizontal, vertical, bent or rolled, they provide
ceilings, walls, facades and balustrades with a new appearance. Depending on your
perspective, they cover or reveal; depending on the time of day, they cast shadows or seem
transparent.
Partners
Helima Lingemann, Germany
Helima Lingemann is a private company established in 1949 in Wuppertal, Germany. Helima
is the first company to start welding of aluminum spacer tubes for double-glazing glass
industry. Today Helima is a company with global activities all over the world and it has a
production capacity of more than 350 Million meters per annum
Asahi India Glass Co. Ltd, India

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AIS is jointly promoted by Labroo family, Asahi Glass Co. Ltd. (AGC) and Maruti Suzuki
India Ltd.(MSIL). Incorporated in 1984, the Company has grown from being a single-plant
single-customer company to a world-class integrated glass company with 11 plants and
global customers spanning across India.
Antique Mirror, Italy
Antique Mirror Spa is based in Siena, Tuscany in Italy. Antique Mirror Spa is world leader in
production of Antique Mirror sheets.Their products are widely exported to USA, Canada,
Europe, Australia and Middle East. Antique Mirror Spa is one of the oldest and pioneer in
Antique Mirror industry and widely known for the innovative and unique design and quality
products.
Andritz Kufferath, Germany
Andritz Kufferath is the leading European specialist in the development, manufacture and
distribution of ARTOS - Architectural Wire Mesh.
Publicly listed ANDRITZ GROUP is EN ISO 9001 certified and also global market leader for
customized plant, systems and services for the hydropower, pulp and paper, metals,
environment & process, steel and other specialized industries (solid/liquid separation, feed
and biofuel technology).

PROJECT OBJECTIVE
Main objective: As a sales and Business Development Intern for Vision Ventures the main
objectives for the project included:

The project goal was to generate qualified leads through cold calling, data mining and
product presentation and later handing it over to my boss.

The objective was to spread product awareness about Dcor & Interior Products
through product presentations, web designing and social media activities.

The project goal was aimed to manage clients and their issues.
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Key Roles & Responsibility Included:

Cold calling and lead generation.

Sales presentation

Client servicing- sending the samples across, taking down the quotations and query
handling.

Companys Identity Redesigning activities

Role of Online Marketing and Social Media

Contribution to the Company: Throughout my project duration I was successful in lead

generation. I have generated 2 leads for my boss. Was also effective in giving product
presentations to new clients. Managed the PR and Social Media activities, which gave the
company a competitor advantage. Worked on the identity redesigning of the company and
efficiently redesigned the firms logo, business cards and all the necessary official documents.

METHODOLOGY
Lead Generation:
Lead generation is the main aspect of getting customers; main aim of lead generation is to
convert prospects into active customers who in turn become the stakeholder of the firm. It is a
step-by-step process starting with collection of prospects data and the last step would be
closing a sale call.

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Prospects Pool
Research
Campaing
Sales Meeting
Procurment
Process
Close
sale

There are many ways of generation leads based on the industry we are looking at, as for a
Glass Industry we are aiming at construction companies, architects, interior designers who
are looking various glass structures so the core focus would be on purchasing department in
the companies and Chief Purchase officers who take the decisions for Procurement
purchasing and planning for their organizations.

Data Collection:
At Vision Ventures we are responsible for service providing. Our first step starts at prospects
pool were we collect data from pre determined database and different sources. The sources
can be thorough LinkedIn or other social networking sites, official websites, posted ads or
direct contact of the companies through their board line.

13

Data is collected and segregated based on their profile and the location they belong to (Dubai,
Abu Dhabi, Sharjah, etc.) as we are looking at all the parts of UAE. The data is collected
through usage of prospect pool i.e. the first stage of lead generation.

Research:
Data collected from different sources are not 100% use full so research needs to be done on
different aspects.

What type of company

What is the working staff number

Contact details are accurate

Email ids are genuine

So like this many more aspects are to be considered to form a new pool of data segregating
them into different type of sectors like Companies, Hotels, Retail outlets where the glass
usage can be applicable.
We use different type of email verifier software to ensure that the mail id domains are good
and genuine, as the data after research should be clean and correct for future use. Softwares
like Email verifier and online Email tracking were used in this project to identify the ids.
For snapshot of mail verifier software refer Appendix I.
The other main aspect in research is data mining, the data collected should be unique as we
have hundreds of data in the list their might be possibilities of duplicates in the data, so to
make the data unique different type of excel tools have been used like VLOOKUP &
HLOOKUP and different functions in excel like replicate and duplicate options

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Campaign:
After research and data mining the next process in lead generation is campaign, the main
aspect of marketing our business and services to the people and the date we have collected.
Different types of mailers are used to put forward.
Types of mailer softwares used are Mail Chimp, event bright, these are softwares used to
send bulk mails a time to a huge list of emails. We can create different types of campaign
based on workshops or types of advertising we want to send out.
For example if we want to send a mail to construction companies, interior designers about the
product information, so this can be sent out to a specific list based on which area we want to
focus like Dubai_ purchasing department, Dubai_CPO or other related lists.

After the completion of Prospects pool, research and campaigning. My responsibility was to
schedule the meeting with the client and give them the necessary product presentation on
Dcor and Interior product range.
HOW TO GIVE A PRODUCT PRESENTATION

After seeking an appointment with the client I had to prepare myself to give a product
presentation, which consists of six step

15

16
Process of objection handling
Blunt but
polite

Proper
Explanation

Handling
Objections

Methods to handle objections raised during the product presenatation .

Pricing detailes and take the quoatation from
the clients
detailed product presentation with complete
information of product features

Step 6
Step5
Step 4

identify the product catogory

Needs and requirements of the prospect

Step 3
Step 2

Introduce the company

Step 1

Introduce yourself

Step 1

Listen to the Objection

Step 2

Say it Back to the Prospect

Step 3

Explore the Reasoning

Step 4

Answer the Objection

Step 5

Check Back with the

Prospect

Step 6

Redirect the Conversation

The above process are very important for a successful closure . One important thing I learnt
in this process is to be very confident about what u speak and trust in the product . This two
things are very important to conveince the customer.
Before being a good speaker you must also be a good listener we should give maximum
chance to the client to talk so that he can identify the clues given by the client which tells you
the clients interests.
We as a sales executives can segregate the customers into qualified and non-qualified on the
below classifications.

I had to give a complete report after the product presentation on Dcor & Interior products
with the clients, to gather necessary information for my boss to follow up on the client and
discuss the necessary pricing and address any further queries and close the deal.

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PRODUCT AWARENESS
As a Business Development Intern, I was assigned the responsibilities to handle the product
awareness job role. As a part of this assignment I was working with the website designing
team to put up a effective official website to complete details about the company, its product
line, partners. In order provide the clients with necessary information and establish physical
evidence for the clients.
Under this assignment I exhibited the following duties and responsibilities.
1. To create a base for my assignment firstly I was given 20 websites of relevant and
similar companies, my duty was to study those websites and understand the working
of the site.
2. I was working in a team of 2 and a web designer was assigned to us.
3. Later we had to gather all the relevant information, product pictures and select the
design and give an outline or prototype.
4. Later we used various try & error methods to bring out the best website design for
easy access to the customers.
Appendix II contains the screen shots of the website to show its working.
Role of Social Media
Due to the cutthroat competition, it was very necessary to stay a head of the competitors. As
Vision Ventures is not a huge firm it is a SME, so it is very important for the company to take
over promotion activities to make its market presence.
As part of my job I was handling the companies social networking sites such as LinkedIn,
Facebook Page, and Twitter accounts. Was also posting in various construction and interior
designers website in order to acquire new customer data base.Was keeping the accounts
active by posting the current projects information, pictures and keep it timely updated. So it
looks very attractive for new customers and maintains a sense of trust among the existing
ones.

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Identity Redesigning
Vision ventures wanted to undergo its corporate identity change. The company wanted to
change its logo and the theme on its necessary official documentation. I was a part of the
design team and we basically wanted the company logo to be green in color. Vision Ventures
are adopting energy efficient measures and sustainable Technologies for retrofitting existing
buildings and designing new eco friendly structures.
So we wanted to incorporate green color in the companys identity to promote the company
as a green and sustainable firm.

RESEARCH ANAYSIS ON VISION VENTURES

4 Ps of marketing
Product: Vision Ventures offers wide range of products to its target customers. Its product
line is mainly divided into five broad categories each of it aimed to serve different target
customers. The product range is designed according to the market demand and taking the
customers need and preferences into consideration. Artos- Architectural Stainless Steel WireCloth is a new product range which is recently introduced, and it is at the growth stage.
Apart from products, the company is also providing intangible service, which is a Technical
consulting service for Green Building/ Solar PV Faade, which is an added benefit for the
company and also a competitive advantage.
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Architectur
Architectur
al
Glass
al Glass
Product
Product

Innovative
Innovative
Architectural
Architectural
Products
Products
Range
Range

Produ
ct line

Dcor&
Dcor&
Interior
Interior
Products
Products

ArtosArtosArchitectural
Architectural
Stainless
Stainless Steel
Steel
WireCloth
Wire- Cloth

Building
Building
Integrated
Integrated
Photovoltaic
Photovoltaic
(BIPV)
(BIPV)

Pricing: The pricing of the products is mainly dependent upon its glass quality and clarity.
Such as mosaic glass, antique mirrors and magic glass are very costly due to its premium
quality. The prices are decided once the clients approve the samples and on the basis of
quantity. Final price includes the logistics and shipping costs too. As the products are targeted
to serve construction and architectural industry they are capital intensive.

Place: The Company is located in Hamriyah Free Zone Sharjah, which is a major industrial
area. The location has access to all the resources such as ware housing, transportation etc.
The companys main head office is situated in heart of sharjah, which makes it very easy for
clients to visit the office for any service or enquiry.
Vision Ventures is mainly focused to serve the Middle East market. All its major clients are
from Dubai. They also run globally according to the clients requirement.
Promotion: Observing the market trends the company recently started its promotional
activities. The company runs its official website, with complete product information, the
company also exhibited its product range In Gitex Exhibition 2014. They have also placed
their products in international exhibition in Germany and several other countries. They also
have their company information put up on construction and industrial websites for attracting
new prospects.

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SWOT Analysis
SWOT Analysis is a systematic analysis conducted on Vision Ventures in order to identify its
strengths, weakness and locate its potential opportunities and Threats. So that it gives the
company a pathway to grow and expand its resources and capabilities.
Strengths
1. It is a young company with decentralized management.
2. Has a broad range of products making it available for all types of Industrial and
architectural clients
3. Vision Ventures are adopting energy efficient measures and sustainable Technologies
for retrofitting existing buildings and designing new eco friendly structures.
4. Posses a good knowledge and experience of UAE market
5. Very good client database, they have worked for many reputed firms such as, Dubai
metro, Palm Hotel Atlantis, Formula 1 Yas Marina Abu Dhabi and many more.
6. They provide consultancy service, which makes it even more attractive for clients.
7. Good promotional activities undertaken, such as exhibitions and active social media
usage.
Weakness
1.

The brand name alone is not enough when it is bound to get customers in the UAE.
Vision Ventures is weak in marketing and promotions in the market of UAE. Have
fewer ads and promotions especially compared to some competitors.

2. The company cannot send samples for all the products to the clients because of its
high costs, and it gets expensive for the firm. But on the other side, clients require
samples before finalizing on the product.
3. There is still work to be done to bring the consistency of the quality of services and
infrastructure along the mark.
4. The work force is fewer in number. The company should hire more professionals to
bring out the best service quality.
5. It should also open a new branch in Dubai so it an get better access to Dubai clients,
in order to increase their database.
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Opportunities
1. Glass Industry is experiencing tremendous growth due to massive construction boom
in the UAE.
2. There is a huge, relatively untapped construction and architectural clients in the
Middle East, available for Vision Ventures to capitalize.
3. Continue to introduce new product range according to the market demand that will
maintain desirability amongst the clients.
4. EXPO 2020 will lay a platform for collaboration with new clients and makes the
market very attractive.
5. The growing needs of the clients for glass products will help the company to maintain
a consistent growth.
6. The company has to increase its marketing and promotions activities by entering into
more tie-ups within different sectors.
Threats
1. There is competition from established international companies, which have entered

the market and also cater to every segment.

2. Threats from global competitors and FDIs
3. Threats from other product substitute companies.

ISSUE ANALYSIS

Challenges Faced:
I have faced challenges on every step of the project or research but was able to overcome it
and learn new things, lead generation looks simple if we follow the process and flow but as
an intern at Vision Ventures I have faced some challenges, which we overcame to complete
the project.
List of challenges faced:

Understanding the B to B marketing in service industry

Understanding the Glass Industry in UAE
Time constrain for data base formation
Generation of new leads

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Research on the huge data base

Duplication of data base
Bounce rate of mails
Segregation of new leads
New excel tools for data mining
Maintaining updated data base
Designing of website
Understanding the product line

These are the main challenges faced during my internship period as sales and Business
Development Intern dealing the B-to-B marketing for Vision Ventures.

Resolutions:
Challenges faced have to be resolved, to get solutions for the challenges faced.
Firstly it was about understanding the B to B marketing in service industry, have worked on it
in my 1st week of internship trying to get knowledge and clear understanding how it works in
which have done many research and study on the basic concepts of B to B marketing. Its
same with knowing about the Glass Industry in UAE got a better knowledge from my
supervisor and my other staff at my organization.
Time constraint was a major challenge as internship was for 7 weeks, everything was related
to time managing and meeting deadlines of the assignments given was a bit difficulty in
starting weeks of internship, later in few weeks understood how to manage time and work
accordingly by time management methodologies.

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Data collection and to maintain clean data base without duplicates was a hurdle as every day
new data needs to be added to the old data base so there was a chance of duplicates, these was
overcome by different excel tools like VLOOKUP , HLOOKUP and other excel tools.
Bounce rate was other main concern, as it would affect the quality of database we have, and
more bounce rate will block our companies mail id domain through which we are connecting
people. They are two types of bounces hard and soft, hard bounces are caused due to domain
errors or if the mail ids dont exist so these data needs to be tracked frequently and removed
from the main data base so that it wont affect the quality and the other one is soft bounce
were the domain is correct but dude to some technical glitch they are bounced back, these
type of data need an immediate fix for future use.

RECOMENDATIONS
As we come to end of the project, I had faced many hurdles in the way to complete the
project in time, for every issue we dont have instant solutions so we can have some
recommendations which can be useful in long run of a B to B sales or for Lead generation of
corporates.
The methodology of data base formation i.e lead generation process needs to be modified a
bit; research can go in first rather than collecting huge data and then researching on them. The
research part on a specific industry has to focused and based on that we need to form a
database.
To maintain the huge data together, we need to use more automotive softwares which help
find duplicates and directly remove form data base and from the mail list we have for mailers.
We got some softwares which can integrate our Mailchimp i.e the software used for sending

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mails directly to the Excel data base so that any changes in any one of them will reflect the
other and will be useful.
Business expansion is very important in this UAE market to sustain the competition, we
have competitors across the UAE so need to put more effort in work force to increase the
business team to get more business, as an example visit companies in personal and collect 1 st
hand data which will be effective rather than 2 nd hand data through internet or any other
sources.

BIBLIOGRAPHY
http://www.emirates247.com/business/the-glorious-four-decades-of-theuae-2011-12-19-1.433396
http://www.khaleejtimes.com/biz/inside.asp?
section=uaebusiness&xfile=/data/uaebusiness/2013/August/uaebusiness_
August38.xml
http://www.khaleejtimes.com/DisplayArticle.asp?
xfile=data/business/2004/July/business_July164.xml&section=business
http://www.visventures.com/index.php?
option=com_contact&view=contact&id=1&Itemid=17

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APPENDICIES
Appendix I
Mail verifier software

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