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Module 1: Understanding the PEB Market
1-PRE-ENGINEERED-BUILDING-SOLUTIONS-MASTERING-SALES-and-MARKETING
PEB Industry Landscape – Market size, demand in industrial, warehousing, and infrastructure sectors.
Target Segments & Customer Profiling – Identifying clients (manufacturers, developers, logistics companies, government projects).
Competitor Analysis – Mapping local and global PEB players, pricing trends.
Real Case Study – Example of warehouse boom in India & GCC and its impact on PEB demand.
Module 2: Building a Strong Sales Foundation
2-Mastering-Pre-Engineered-Building-Sales-Building-Client-Relationships-That-Last
Sales Funnel for PEB – Awareness, Interest, Decision, Purchase stages tailored for construction clients.
Lead Qualification & Scoring – How to separate serious clients from time-wasters.
Relationship-Based Selling – Trust, credibility, and repeat clients in construction.
Scenario Example – Selling a 50,000 sq.ft logistics warehouse PEB in Gujarat Ahmedabad.
Module 3: Marketing Strategies for PEB Projects
3-Effective-Marketing-Strategies-for-PEB-Projects
Offline Marketing – Trade shows, contractor networks, consultant partnerships.
Digital Marketing for PEB – SEO, LinkedIn campaigns, targeted Google Ads for warehouse builders.
Content Marketing – Case studies, whitepapers, cost comparison posts (PEB vs RCC).
Real-World Example – A Gulf-based PEB company using LinkedIn to secure industrial park contracts.
Module 4: Sales Tools, CRM & Funnels
4-Sales-Tools-CRM-and-Funnels-for-PEB-Projects
CRM Tools – Using HubSpot, Zoho, or even Excel-based trackers for PEB leads.
Proposal Automation – Standard BOQ templates, technical brochures, costing sheets.
Follow-Up Systems – Structured email, WhatsApp, and site visit scheduling.
Tips & Tricks – “3-day response rule” to win trust in tender-based projects.
Module 5: Client Engagement & Negotiation
5-Mastering-Client-Engagement-and-Negotiation-in-PEB-Projects
Understanding Client Pain Points – Cost, time, flexibility in expansion.
Value-Based Selling – Selling durability, faster completion, lifecycle savings.
Negotiation Tactics – Handling price objections and shifting to ROI discussions.
Example Scenario – Negotiating with a developer comparing PEB with RCC for a textile plant.
Module 6: Branding & Positioning of PEB Solutions
Brand Storytelling – Positioning PEB as modern, fast, and cost-effective.
Differentiation Strategies – Highlighting fire-safety compliance, insulation, sustainability.
Visual Branding – Brochures, videos, drone project showcases.
Case Example – PEB company branding itself as a “Sustainability Partner” in UAE.
6-Effective-Branding-and-Positioning-of-PEB-Solutions
Module 7: Advanced Digital Marketing for PEB
7-Advanced-Marketing-Strategies-for-Pre-Engineered-Building-Projects
LinkedIn B2B Sales Campaigns – Connecting with procurement heads & project managers.
Search Funnels – Google Ads targeting “warehouse contractors,” “factory sheds.”
Video Marketing – Time-lapse construction videos of PEB erection.
Tips & Tricks – Using cost-comparison calculators on websites as lead magnets.
Module 8: Partnerships & Channel Development
8-Building-Powerful-Partnerships-in-PEB-Projects
Dealer & Agent Networks – Local contractors as referral partners.
Architects & Consultants Tie-Ups – Getting specified in drawings.
Government & EPC Contracts – Navigating tender sales cycle.
Scenario Example – Winning a metro depot PEB project through consultant partnership.
Module 9: Closing Deals & Contract Management
9-Master-The-Art-of-Closing-PEB-Project-Deals
Tender Submissions & Bid Strategies – Pricing smart without undercutting.
Proposal Presentations – Technical + financial package delivery.
Client Approvals & Compliance – Ensuring codes and certifications are clear.
Example – Closing a steel manufacturing client by offering phased PEB installation.
Module 10: After-Sales & Repeat Business
10-Building-Long-term-Client-Relationships-After-Sales-and-Repeat-Business-in-PEB-Projects
Client Handover & Relationship Building – Project completion walkthroughs.
Maintenance & Warranty Marketing – Offering AMCs as revenue streams.
Referral & Loyalty Programs – Encouraging satisfied clients to recommend.
Case Study – PEB contractor winning 3 repeat orders from a logistics company.
Module 11: Tendering & Bidding Excellence
11-Mastering-Tendering-and-Bidding-in-PEB-Projects
Understanding Tender Documents – Key clauses, eligibility, and compliance.
Pricing Strategy in Bids – Balancing competitiveness and profitability.
Pre-Bid Meetings & Clarifications – Building rapport before submissions.
Example Scenario – Winning an industrial park PEB project by optimizing tender clarifications.
Module 12: International & Cross-Border Sales
12-Global-PEB-Horizons-International-Sales-and-Marketing-Strategies
Export Opportunities for PEB – Demand in Africa, Southeast Asia, Middle East.
Cross-Border Marketing Channels – Trade fairs, embassy-led business councils.
Currency & Payment Risk Handling – Letters of credit, advance guarantees.
Case Example – Indian PEB supplier securing orders for warehouses in Kenya.
Module 13: Technology-Driven Marketing
13-Technology-Driven-Marketing-for-Pre-Engineered-Buildings
Using AR/VR for PEB Sales – Virtual walkthroughs of warehouses and factories.
Drones & Timelapse Marketing – Showcasing erection speed visually.
Interactive ROI Calculators – Web tools to compare RCC vs PEB lifecycle cost.
Trick & Tip – Sending drone-shot progress updates to potential clients as live proof.
Module 14: Key Account Management (KAM)
14-Strategic-Key-Account-Management-for-PEB-Sales-Success
Identifying High-Value Clients – Large developers, EPC contractors, industrial conglomerates.
Strategic Relationship Mapping – Procurement heads, consultants, facility managers.
Dedicated Service Teams – Ensuring VIP clients get faster approvals.
Real-World Example – Managing a multinational logistics company account with repeat PEB orders.
Module 15: Scaling & Long-Term Growth
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Franchise & Dealer Models – Expanding reach through local fabricators.
Strategic Alliances – Partnering with steel producers, MEP contractors.
Brand Expansion Strategy – From warehouses to airports, stadiums, and metro depots.
Case Example – How a mid-size PEB company scaled into mega infrastructure projects in GCC.
