Why this course?

Description

SALES & MARKETING FOR PEB [ PRE ENGINEERED BUILDING PROJECTS ] FOR PEB SALES ENGINEERS & MANAGERS

Module 1: Understanding the PEB Market

1. PEB Industry Landscape – Market size, demand in industrial, warehousing, and infrastructure sectors.

2. Target Segments & Customer Profiling – Identifying clients (manufacturers, developers, logistics companies, government projects).

3. Competitor Analysis – Mapping local and global PEB players, pricing trends.

4. Real Case Study – Example of warehouse boom in India & GCC and its impact on PEB demand.

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Module 2: Building a Strong Sales Foundation

1. Sales Funnel for PEB – Awareness, Interest, Decision, Purchase stages tailored for construction clients.

2. Lead Qualification & Scoring – How to separate serious clients from time-wasters.

3. Relationship-Based Selling – Trust, credibility, and repeat clients in construction.

4. Scenario Example – Selling a 50,000 sq.ft logistics warehouse PEB in Oman.

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Module 3: Marketing Strategies for PEB Projects

1. Offline Marketing – Trade shows, contractor networks, consultant partnerships.

2. Digital Marketing for PEB – SEO, LinkedIn campaigns, targeted Google Ads for warehouse builders.

3. Content Marketing – Case studies, whitepapers, cost comparison posts (PEB vs RCC).

4. Real-World Example – A Gulf-based PEB company using LinkedIn to secure industrial park contracts.

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Module 4: Sales Tools, CRM & Funnels

1. CRM Tools – Using HubSpot, Zoho, or even Excel-based trackers for PEB leads.

2. Proposal Automation – Standard BOQ templates, technical brochures, costing sheets.

3. Follow-Up Systems – Structured email, WhatsApp, and site visit scheduling.

4. Tips & Tricks – “3-day response rule” to win trust in tender-based projects.

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Module 5: Client Engagement & Negotiation

1. Understanding Client Pain Points – Cost, time, flexibility in expansion.

2. Value-Based Selling – Selling durability, faster completion, lifecycle savings.

3. Negotiation Tactics – Handling price objections and shifting to ROI discussions.

4. Example Scenario – Negotiating with a developer comparing PEB with RCC for a textile plant.

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Module 6: Branding & Positioning of PEB Solutions

1. Brand Storytelling – Positioning PEB as modern, fast, and cost-effective.

2. Differentiation Strategies – Highlighting fire-safety compliance, insulation, sustainability.

3. Visual Branding – Brochures, videos, drone project showcases.

4. Case Example – PEB company branding itself as a “Sustainability Partner” in UAE.

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Module 7: Advanced Digital Marketing for PEB

1. LinkedIn B2B Sales Campaigns – Connecting with procurement heads & project managers.

2. Search Funnels – Google Ads targeting “warehouse contractors,” “factory sheds.”

3. Video Marketing – Time-lapse construction videos of PEB erection.

4. Tips & Tricks – Using cost-comparison calculators on websites as lead magnets.

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Module 8: Partnerships & Channel Development

1. Dealer & Agent Networks – Local contractors as referral partners.

2. Architects & Consultants Tie-Ups – Getting specified in drawings.

3. Government & EPC Contracts – Navigating tender sales cycle.

4. Scenario Example – Winning a metro depot PEB project through consultant partnership.

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Module 9: Closing Deals & Contract Management

1. Tender Submissions & Bid Strategies – Pricing smart without undercutting.

2. Proposal Presentations – Technical + financial package delivery.

3. Client Approvals & Compliance – Ensuring codes and certifications are clear.

4. Example – Closing a steel manufacturing client by offering phased PEB installation.

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Module 10: After-Sales & Repeat Business

1. Client Handover & Relationship Building – Project completion walkthroughs.

2. Maintenance & Warranty Marketing – Offering AMCs as revenue streams.

3. Referral & Loyalty Programs – Encouraging satisfied clients to recommend.

4. Case Study – PEB contractor winning 3 repeat orders from a logistics company.

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Module 11: Tendering & Bidding Excellence

1. Understanding Tender Documents – Key clauses, eligibility, and compliance.

2. Pricing Strategy in Bids – Balancing competitiveness and profitability.

3. Pre-Bid Meetings & Clarifications – Building rapport before submissions.

4. Example Scenario – Winning an industrial park PEB project by optimizing tender clarifications.

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Module 12: International & Cross-Border Sales

1. Export Opportunities for PEB – Demand in Africa, Southeast Asia, Middle East.

2. Cross-Border Marketing Channels – Trade fairs, embassy-led business councils.

3. Currency & Payment Risk Handling – Letters of credit, advance guarantees.

4. Case Example – Indian PEB supplier securing orders for warehouses in Kenya.

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Module 13: Technology-Driven Marketing

1. Using AR/VR for PEB Sales – Virtual walkthroughs of warehouses and factories.

2. Drones & Timelapse Marketing – Showcasing erection speed visually.

3. Interactive ROI Calculators – Web tools to compare RCC vs PEB lifecycle cost.

4. Trick & Tip – Sending drone-shot progress updates to potential clients as live proof.

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Module 14: Key Account Management (KAM)

1. Identifying High-Value Clients – Large developers, EPC contractors, industrial conglomerates.

2. Strategic Relationship Mapping – Procurement heads, consultants, facility managers.

3. Dedicated Service Teams – Ensuring VIP clients get faster approvals.

4. Real-World Example – Managing a multinational logistics company account with repeat PEB orders.

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Module 15: Scaling & Long-Term Growth

1. Franchise & Dealer Models – Expanding reach through local fabricators.

2. Strategic Alliances – Partnering with steel producers, MEP contractors.

3. Brand Expansion Strategy – From warehouses to airports, stadiums, and metro depots.

4. Case Example – How a mid-size PEB company scaled into mega infrastructure projects in GCC.