June 2018

india @ 10 NEWSLETTERHi Team,Proud to say with your dedication and discipline, we closed the month one day in advance on May 30 comfortably.It was a INR 10 million month again with 24% growth for the country. Life Sciences grew by 119% and became thefastest growing specialty again followed by Chem-Aqua with 47% growth. Maintenance continued to be the largestspecialty by contributing 47% to the Country Sales.I like to highlight a new policy that was announced by NCH Asia President Dong Eun in FY19 Q1 Newsletterrecently.Quote. “I would like to announce a new policy below in May 2018 with one-year grace period;From May 1st, 2019 (FY20), all the reps at NCH Asia can develop new accounts only with their own specialtyproducts and sell their own specialty products only to the accounts developed from FY20.Through this change and a new policy, NCH Asia can achieve the following:• Significantly reduce the conflicts among our sales reps and duplications• Capture the opportunities we have missed so far especially in the commercial market• Easier to make Synergy or Referral Program successfulAs we all know, change is unavoidable, and how we react to it determines the outcome. There are usually threeways that people react to change; Be non-active, Be reactive, or Be Proactive and Positive. I am pretty sure allour associates clearly know which way to react to this change.” Unquote.In two weeks we will all be gathering in Chennai for the FY19 Kickoff and 10th Anniversary celebrations and I amsure you all are eager to see each other and spend time with your friends as much as I am. Wish you all a greatstart to June and safe travel to Chennai. Urge you to stay cool despite the heat wave in the sub-continent. See yousoon!!Cheers!

NCH INDIANEWSLETTERSALES UPDATE Sales by Specialty for May' 18 LS 10% CA 33% LU 10% MT 47% Life Sciences Lubricants Maintenance Chem-AquaTOP 5 SELLING PRODUCTS IN MAY BioAmp SHINY DUOTPOOWRERRENT FREE FLOW PROBIOTIC LF 88 EVERBRITE PBLURESXBL BREDXUO POWER

NCH INDIANEWSLETTERPenning Thoughts by Bidyut Baruah Role Of References Or ‘Word Of Mouth’ In Modern Day Sales Process It was a hot summer afternoon almost a year back in New Delhi. I had just finished one sales meeting and was navigating busy traffic on my way for another meeting in Noida. On the way, amidst sounds of honking cars, I received a call from the HVAC In-charge of Hyatt Regency, New Delhi who is an AMC(Annual Maintenance Contract) Customer of NCH that the QB, Mr. Suman Mazumdar, the Director Of Engineering, wants to meet me urgently and another gentleman is also waiting along with him to see me. After completion of my meeting in Noida, I met Mr. Mazumdar and he introduced me to another prospective customer, Mr. Rakesh Kinra, the Chief Engineer of Hyatt Regency , Ahmedabad. During the course of the meeting, it was unearthed that Mr.Kinra is facing operational challenges pertaining to his Cooling Tower, Chiller, Boiler, RO etc. in his Hotel and he needs urgent solution to his concerns. At that time as Mr. Mazumdar was currently using our Water Treatment Solutions and was satisfied by our Services, he strongly vouched for NCH and advised Mr.Kinra to avail our Services for his Hotel. The strong recommendation of Mr. Mazumdar worked wonders and NCH bagged another AMC Deal with Hyatt Ahmedabad in the month of June’2017. The sales process narrated above is the perfect example of Reference or ‘Word of Mouth’ which is a buzzword in modern day sales process. It does ‘Wonders’ in some situations, where conventional sales approach or methodologies fail to achieve any breakthrough after repeated attempts because in such situations ‘References’ always build the ‘ Trust Factor ’ in the mind of the Customer. ‘Word of Mouth’ Sales is a situation when one satisfied customer shares his positive buying experience with another person or a group of persons who could be a potential buyer(s) in the immediate future or in the near future. References or ‘Word Of Mouth’ is of utmost relevance in today’s business scenario and used as a powerful tool of sales & marketing by different Corporates. In almost all ‘Inductions’ and Sales Trainings, Sales Professionals are trained to ask References from their Customers or Clients after a successful sales closure. Of late, different Business Schools has included ‘Word Of Mouth’ Marketing in their curriculums. Such is the relevance of References in today’s scenario that the other day even my Vegetable Vendor gave References of my close neighbors who are buying Vegetables from him.

NCH INDIANEWSLETTER Even in job interviews ‘Word Of Mouth’ plays an important role because it builds a trust factor in the mind of the recruiter. If a candidate is ‘Referred’ by someone known to the Recruiter it makes that particular candidate more ‘Saleable’ than other candidates because it establishes credibility in recruiter’s mind. Another classic example of ‘Word Of Mouth’ can be cited from an instance when a General Manager of a particular Property of a prestigious Hotel Chain where we are already having an AMC was transferred to another property where we were trying to crack a deal for almost one and a half year. Generally, in NCH, the General Managers of an Hotel are not our QBs rather they are the Reporting Managers of our QBs who are the Chief Engineers or Director Of Engineering. In this scenario also, the General Manager was a witness to our successful performance in his previous property and he instructed his Chief Engineer and Purchase Head to try out NCH Chemicals. After his intervention, we gained an entry to this Property which was not possible earlier and till today we are doing a very good business selling both Waste Water Treatment Solutions as well as Water Treatment Solutions to this prestigious property. Like the instances cited above, there are lot of examples where ‘Word Of Mouth’ and ‘References’ enable us to achieve numerous milestones in our Sales Career. Therefore, next time we close a deal let’s remember to ask our QB if he could give any ‘References’ because we have nothing to lose here. It is up to the QB whether to give ‘References’ or not but if he gives and then if it clicks it would do wonders as ‘Word Of Mouth’ is always a powerful tool to increase our Sales Figures. Happy Selling!

Walter's LetterWalter Levy

SALES CHAMPIONS CIJITH PALOROL MAINTENANCE, Hyderabad COUNTRY TOPPER Rs. 19,48,590 ESTABLISHED ASSOCIATE TOPPERINTERMEDIATE ASSOCIATE TOPPER HIMANSHU GUPTA MAINTENANCE, Pune Rs. 13,03,378 SOURABH S BANSOD MAINTENANCE, Nagpur Rs. 2,29,835NEW ASSOCIATE TOPPER VENKAT RAMANA REDDY LIFE SCIENCE, Hyderabad Rs. 2,28,500NEW ACCOUNT TOPPERS OPENED “6” NEW ACCOUNTS HIMANSHU GUPTA MAINTENANCE, Pune

NCH BIRTHDAY’SARAVINDRAJ. R SABARINATHAN J KARTHIKEYAN P 2nd June 4th June 5th JuneB. K. SRINIVASAN KRISHNAREDDY P. ARASU J VIKNESH 7th June 8th June 12th JuneS SURESH M A PRATHIP SURI BABU YEDLA 15th June 16th June 17th JuneC.CHANDRU KUMAR PABBA INDRAKUMAR MANOHARAN M 21st June 27th June 29TH JUNE

DUO POWER: Heavy-Duty CleanerOVERVIEW: DUO-POWER HEAVY-DUTY CLEANERCustomer Figaro Coffee SystemCountry Philippines Person in Mr. Angel Paunil Date Jan. 17, 2018 charge (Commissary Supervisor)Application Cupcake tray molderProduct DUO POWER: Heavy-Duty Cleaner Result Food handlers and dishwashers were having difficulty in removing the heavily burned cupcake tray molders. Key edge/ Before, they use ordinary liquid detergents but is notKey strategy satisfied with the result because of the carbon deposits on the molders. Addresses Food Safety concern: NSF certified, multi-purpose product; removes Fats, Oil and Grease (FOG).

DETAILS: DUO-POWER HEAVY-DUTY CLEANERApplication1. Challenge■ Hard-to-remove carbon deposits, stains and dirts on a cupcake tray molders.■ Cleaner must be environment-friendly and NSF approved for food contact surfaces.2. Solution■ DUO POWER. Penetrates grime, strips away heavy grease, soot, oils, and dirt. Cleans heavily soiled surfaces easily.3. Outcome■ Easily removed carbon deposits and light stains in the cake tray molder.■ Biodegradable, NSF approved and safe to use on food contact surfaces.BEFORE AFTER■ Pre-Rinse of Water ■ Dip and Scrub in diluted Duo Power (1:30)■ Presence of heavy deposit of ■ Carbon deposits are gone carbon on cupcake tray without damaging surface of molder the tray.