Industrial Products in Doha Qatar

Although we have many Industrial Products clients, the adoption of value based selling Industrial Supplies still lags far behind other industries such as software, supply chain, telecommunications, and computer and networking hardware. I recently pondered why this might be the case.

For starters, ROI and value-based selling was born and really took off in the supply chain and enterprise software industries. Companies like i2, Manugistics and SAP pioneered selling based on the value that could be delivered. Thus, it makes sense that value selling is heavily adopted across those industries.

Likewise, since IT either drove or was heavily involved in buying enterprise software, it naturally follows that the telecommunications and computer and networking hardware industries would follow. This is especially true because enterprise software vendors could readily provide CIOs and IT managers with the business case they needed to close the deal.

So, why do Industrial Products still lag behind on realizing the benefits of value-based selling?

What’s Holding You Back?

I spent the first ten years of my career working as an engineer in an industrial manufacturing setting. Part of my job was performing economic evaluations on proposed projects and either recommending or rejecting these significant investments based on their cost-justification. I know first-hand that evaluating the economic business case is important to industrial customers. So why aren’t vendors and their sales teams driving that discussion more often?

I believe there are three primary reasons, all of which can be readily addressed to improve sales.

1. Industrial purchases of Industrial Supplies are usually very technical and specification driven and typically, the customer writes the specifications and evaluates various alternatives against those specs. Also, the process is usually driven by engineers, so the sales process naturally leans towards a feature-function discussion instead of a conversation about business value. Of course your offering must meet the customer’s specifications, but you need value to convince the economic buyers within a company to invest in your solution. 
   
   
2. Customers likely have their own people performing economic analyses on any significant purchase decision for Industrial Equipment, just like I did early in my career as an electrical engineer. If the customer never asks your sales team for information about the product’s value, you may never know that any analysis is being done. Your offering may be rejected and you won’t know why. If sales is involved in the analysis, they can help the customer identify areas of value that they hadn’t considered. Letting customers do the economic analysis on their own leaves too much to chance. Step up and make sure they understand your offering’s benefits and the full value it could deliver.
   
   
3. Perhaps the saddest reason industrial sales teams for Industrial Equipment & Spare Parts have not embraced value selling is because they don’t realize there’s a better way to sell. If they aren’t trained in value based selling and don’t have tools to help customers’ understand their offering’s value, they can only continue selling with a feature-function approach. Industrial sales teams are likely comprised of engineers who are more comfortable with a technical sale than an economic sale. They need proper training that demonstrates how value-based selling can improve their performance, and proper tools that enable them to have conversations about both specs and economic business value.
   
   

Conclusion

ROI and value-based selling can be just as or even more effective for selling Industrial Products. Why? Because customers are likely doing an analysis on their own already, and you just aren’t part of the discussion. Arm your industrial sales team, and yourself, with the training and tools needed to provide the cost justification to make the sale without relying exclusively on selling the technical aspects of your offerings. For Source Info, Click Here!

Have a look at our extensive list of  INDUSTRIAL EQUIPMENT & SUPPLIES in Doha, Qatar!

DBS

GI PIPES / TRUNKINGS / STEEL BOXES

HMI SCADA

MCCS

MDBS

PTFE

SMDBS

UPG SERIES

Abrasive Materials

AIR & DIRT SEPARATORS

AIR FLOW BURNERS

Air Operated Diaphragm Pumps

AIR VENTS & AIR ELIMINATORS

All Types Of Industrial Lubricants

Anchor Shackles

Anchors & Fixing Systems

Auto Samplers

Automotive Diagnostics

Automotive Equipment

Balancers & Airline Accessories

BALLASTS

BAR STOCK

BELLOW CYLINDER

Belts

BEVELLING MACHINES

BLOWDOWN VESSELS

Blowers

BOILER CONTROLS

BOILER HOUSE ENERGY MONITORS

Bolts

BUFFER VESSELS

BUILT UP THERMO WELLS

BURNER SPARES

BURNERS

BUSBARS

Butt Welding Machines

CABLE CRIMPING TOOLS

CABLE LOCKOUTS

CABLE LUGS

Cable Tools

CALORIFIERS

CAM SWITCHES

Carbide Burrs

Caster Wheels

CAT-CUSHIONING ADJUSTMENT TOOL

Chain / Lever Hoists

CHECK-CHOKE VALVE

CHEMICAL DOSING POTS

CHILLED WATER & THERMAL STORE BUFFER VESSELS

Chisels & Accessories For Pneumatic / Hydraulic / Electrically Powered Hammers

CHOKES

Circlips

CIRCUIT BREAKER LOCKOUTS

CLEAN STEAM

CLEANVENT AIR & DIRT SEPARATORS

Cnc

COMPACT BURNERS

Compact Doors / Industrial Doors / Automobile Garage Doors

COMPRESSED AIR

COMPRESSED AIR TUBING

CONDENSATE PUMPS

Construction Chemicals

CONTROL & SIGNALLING DEVICES

CONTROL STATIONS ( CAST ALUMINIUM & PLASTIC ENCLOSURES )

CONTROL SYSTEMS

CORK SHEETS

Cotton Rags

COUPLINGS

Coveralls

CURRENT TRANSFORMERS

CUTTERS

Cutting / Grinding Discs

Cutting Tools

CYLINDER LOCKOUTS

Dampening Solutions

Demolition Tools

DESIGN & OFFSITE MANUFACTURE & ASSEMBLY OF SKID PACKAGES

Diamond Cutting Blades

DIFFUSERS

Direct Fixing Tools

Dock Levelers

DOCK LEVELLERS

DRAWING OILS

Drill Bits

Drilling / Milling Machines

Drilling Machines

Drills

Ducts

DUOBLOCK BURNERS

Eco Safe Digestors

ELECTRIC CONDENSATE RECOVERY UNITS

ELECTRICAL & PNEUMATIC MAGNETIC DRILLING MACHINES

ELECTRICAL CONNECTORS

ELECTRICAL LOCKOUT DEVICES

ELECTRICAL SWITCHGEARS

Engine & Electric Motor Driven Air Compressors / Dryers / Filters

ENGINEERING SYSTEMS & PACKAGES

EVAPORATIVE OILS

Expansion Joints

EXTREME PRESSURE FORMING LUBRICANTS

FEEDTANKS

FIELDBUS CONNECTIONS

Fire Blankets

Fire Rated

FISHERS

FITTINGS

FITTINGS WITH TUBE NUTS

Fixing Systems

Flash Lights

Flexible Connectors

Floating Floors

Floor Sweepers

FLOW ANALYSERS

FLOW COMPUTERS

FLOW METERS

FUSE HOLDERS

FUSES

Galvanized Bin-110 Litre

GALVANIZING SPRAYS

GAS

GAS BOOSTERS

Gas Cutting Products & Consumables

Gas Springs

Gasket Sheets

GASKETS

GAUGES

General Labelling For Industrial Applications

GENUINE

GLASS CLOTH

Gouging Torches

GREAS & OILS

Grinders

Grinding / Cutting Wheels

GRIPPERS

GROOVED MECHANICAL FITTINGS

Grooving Machines

GROUP LOCKOUT BOXES

GUIDE CYLINDER

Hammers

Hand Gloves

HANDLING CONNECTION KIT

HARDWARE

HEAT EXCHANGERS

HEAT PIPE HEAT EXCHANGERS

HEATING EXPANSION VESSELS

Heating Ovens

Heavy Duty Cleaners / Degreasers / Anti Corrosives

HEAVY DUTY VACUUM CLEANERS

HIGH SPEED STEEL & TUNGSTEN CARBIDE TIP ROTO BRUSH CUTTERS

High Temperature Industrial Greases

Hoists

HOLE CUTTERS & GI ACCESSORIES

Honing Stones & Accessories

HOTWELLS

Hydraulic Presses / Torque Wrenches / Pullers / Punches / Cylinders & Maintenance Sets

HYDRAULIC SEPARATORS

Impact Tools

IMPACT WRENCHES

Imperial Nuts

INDUCTIVE PROXIMITY SWITCHES

Industrial / Hand Tools

INDUSTRIAL ADHESIVES & SEALANTS

Industrial Air Compressors

Industrial Bearings

Industrial Catalogue Items

Industrial Cooling Plants

Industrial Equipment

Industrial Equipment & Spare Parts

INDUSTRIAL EQUIPMENT & SUPPLIES

Industrial Garbbage Bins

INDUSTRIAL PLUGS & SOCKETS

INDUSTRIAL PLUGS / SOCKETS

Industrial Products

Industrial Sealants

INDUSTRIAL SHOCK ABSORBERS

Industrial Shutters / Doors

Industrial Supplies

Industrial Tool Supplies

INSULATION JACKETS

Insulation Sheets

ISO 15407-2

ISO 5599-1

ISO 5599-2

ISOLATION VALVES

ISOLATORS

LAB SUPPLIES

LABORATORY EQUIPMENT

LARGE & MEDIUM SIZED BURNERS

LATHE MACHINES

Leather Garments

Lifting / Pulling Equipment

Lifting Slings

Lifts

LIGHTING

LOCKOUT KITS

LOCKOUT STATIONS

LOW LOSS HEADERS

M/c Lathes

Machineries

MACHINING & GRINDING SYNTHETIC FLUIDS

Maintenance / Repair Chemicals

MAINTENANCE UNITS & COMPONENTS

Masonry / Road Cutting Equipment

Measuring Tools & Equipment

Mechanical / Chemical Anchoring

Mechanical Hand Tools

Mechanical Screens

Medical Gas Equipment

Membranes

METAL / GRP ENCLOSURES

Metal Markers

METERING CONTROLS

MICRO SWITCHES

MICROVENTS

MINERAL OIL COOLANTS

MINI & ROUND CYLINDER

Mixers & Spare Parts

MOTORS

Mro & Industrial Supplies

MULTIPLE LIMIT SWITCHES

Nails

NEAT OILS

NITROGEN GENERATORS

NON RETURN VALVE-NRV

NON-CONTACT TRANSPORT SYSTEM

NYLON RODS

O-RING CORDS

O-RING SEALS

OEM & AFTERMARKET PARTS FOR PUMPS / MOTORS

OIL &  DUAL - FUEL BURNERS

OIL & GAS

OIL & GAS INDUSTRIAL PRODUCTS

OIL BASED CUTTING FLUIDS

ORIFFICE PLATES & FITTINGS

OUTDOOR EQUIPMENT

PACKAGED STEAM EQUIPMENT

PILOT LIGHTS & ILLUMINATED PUSH BUTTONS WITH LED

PILOT LIGHTS & ILLUMINATED PUSH BUTTONS WITH LED

Pipe / Hand Tools

PIPE BENDING MACHINES

Pipe Cutting Machines

Pipe Threading Machines

Pipe Threading Systems

Pipe Tools & Vises

Pipe Working Tools

PIPELINE & STEAM ANCILLARIES

Pipes

PLATE HEAT EXCHANGERS & PACKAGES

Pliers

PNEUMATIC CYLINDER

Pneumatic Diaphragm / Piston Pumps

POD INSULATION SYSTEMS

POTABLE WATER EXPANSION VESSELS

POWER AEROSPACE & DEFENSE

POWER SUPPLIES

POWER TOOLS

Power Tools & Accessories

Precision Tools

PRESSURE & TEMPERATURE GAUGES

PRESSURE GAUGES

PRESSURE REGULATORS

PRESSURE SENSORS

PROCESS BURNERS

PROCESS INSTRUMENTS

PROXIMITY SENSORS

PUMPS

PUSH IN FITTINGS

Racking / Shelving / Automation For Storage & Warehousing Systems

Radiators & Heaters

RECOVERY PACKAGES

Refurbishing Chemicals ( Marble / Granite Polish )

REGULATORS

RESERVOIRS

ROCKER SWITCHES

RODLESS CYLINDER

Roller Shutters - Insulated

RUBBER EXPANISION JOINTS

Rubber Insulation

Rubber Moulding Products

Rubber Pipe Closed Cell Insulation

RUBBER PUMP BELLOWS

RUBBER SHEETS

RUST CONVERTERS

Safety Cases

Safety Footwear

SAFETY LOCKOUTS

Safety Shoes

Safety Wear

Sanding Discs

Scalers

Scissor Lifts

Screw Drivers

Screws

SELECTOR / CHANGEOVER SWITCHES

SEMI SYNTHETIC CUTTING FLUIDS

SEMI-STORAGE CALORIFIERS

SEPARATORS

Service & Repairs

Shackles

SIGHT GLASS

SILICON SPRAYS

SINGLE LIMIT SWITCHES

SINGLE VALVES

SMART PNEUMATICS

Soakaways / Modular Rain Tanks

Ss / Mild Steel / Brass / Aluminium Industrial Fasteners

STABILISERS

Stair Threads

Static Mixers

STEAM SYSTEMS

STEAM TRAPS

Steel Gratings

STICK PINS

STORAGE CALORIFIERS

STRAINERS

SUCTION CUPS

Supply Of Turbine Spares

SWITCHES

TEMPERATURE CALIBRATORS

TEMPERATURE GAUGES

TERMINAL BLOCKS

TEST & MEASUREMENTS

TEST INSTRUMENTS

Threading Machines

THROTTLE VALVE

Tig Welding

TRANSDUCERS

TRANSFORMERS

Transparent

TUNNEL SENSORS

Under - Car Services

UNVENTED PACKAGES

VACCUM ACCESSORIES

VACCUM GENERATORS

VALVE LOCKOUTS

Find below a list of the top Industrial Products in Doha, Qatar:

• RAPTORS TRADING & CONTRACTING
  Location: SHOP 9, BLDG 6, BARWA VILLAGE, AL WAKRAH ( H O ); OFFICE 25, 2ND FLR, BLOCK 55, SAYER BLDG, BARWA COMM AVE, INDL AREA ( BRANCH ),
  Phone: 44604564
  Timings:8.00-1.00/2.00-5.00
  Key Personnel:HUSSAIN TAHHAN, SALES MNGR
  MOHD KORKOMAZ, SALES MNGR
  
• STAR TECHNO TRADING & CONTG EST
  Location: SHOP 24, BLDG 3, BARWA VILLAGE, AL WAKRAH,
  Phone: 44438973;44151839
  Timings:7.30-12.30/4.00-8.30
  Key Personnel:Thulaseedharan , Gen Mngr
  Mohan , Sales Mngr
  
• ANSHORE TRADING
  Location: OFFICE R-20, 3RD FLR, GLOBAL BUSI CENTRE, C RING RD,
  Phone: 44023997
  Timings:8.00AM-6.00PM
  Key Personnel:THAJU MON, MNGR
  
• ETA POWER TRADING & CONTRACTING WLL
  Location: OFFICE 207, BLDG 219, UMM AL DOME ST, MAITHER,
  Phone: 41400571;74478824 - B D M
  Timings:
  Key Personnel:HAIDER ALI, B D M
  SYED ABDULLAH, OPS MNGR
  
• SECURE TRADING CO WLL
  Location: ST 38, GATE 29, INDL AREA ( OFFICE ); SHOP 26, BLDG 6, BARWA VILLLAGE, AL WAKRAH ( SHOWROOM ),
  Phone: 44177370/44177375/44177385 - OFFICE;44833118/44833119 - SHOWROOM
  Timings:8.30-1.00/2.00-5.30 ( OFFICE ); 8.00-1.00/3.00-7.00 ( SHOWROOM )
  Key Personnel:ANISH SUKUMARAN, SALES MNGR
  
• ASSOCIATED TECHNICAL TRADING WLL
  Location: OFFICE 10, BLOCK 6, ARKAN BLDG, BARWA COMM AVE, INDL AREA ,
  Phone: 44769910;50811108 - MOBILE
  Timings:8.00AM-6.00PM
  Key Personnel:Safdar Grace, SALES DEPT
  SABEER MUHAMMED , TECHNICAL DEPT
  SHAHJAR ALI, PROCUREMENT DEPT
  
• SOLARLINE TRADING & LOGISTICS WLL
  Location: OFFICE 3, ABDULLAH BIN THANI BLDG - 5, NR V I P R / A,
  Phone: 44622070
  Timings:8.00AM-6.00PM
  Key Personnel:SHALIN, TRADING
  HAFIS, LOGISTICS
  
• ELSTO ELECTRONICS & ELECTRICAL TRADING
  Location: SHOP 42, BLDG 10, BARWA VILLAGE, AL WAKRAH,
  Phone: 44757982
  Timings:
  Key Personnel:MOHD RAHIL, OPS MNGR
  
• MECH N TECH TRADING WLL
  Location: AL THUMAMA,
  Phone: 44678788
  Timings:8.00AM-8.00PM
  Key Personnel:SHABIER N, G M
  SAINUL ABID, MKTG MNGR
  
• TECHNICAL OILFIELD SUPPLIES CENTRE
  Location: ST 24, GATE 145, BLDG 295, SALWA IND AREA ,
  Phone: 44653426;44166607;44166608
  Timings:8.30AM-5.30PM
  Key Personnel:LIJU VARGHESE, OPS MNGR
  SUNDAR V, SALES ENGR
  

• 3M
  - Safety Wear
• AAGS
  -
• ABB
  - Steam Traps, Condensate Pumps, Engineering Systems & Packages, Recovery Packages, Boiler Controls, Metering Controls, Steam Systems, Compressed Air, Flow Meters, Pipeline & Steam Ancillaries, Isolation Valves, Clean Steam, Insulation Jackets, Electric Condensate Recovery Units, Heat Pipe Heat Exchangers, Blowdown Vessels, Feedtanks, Boiler House Energy Monitors, Pressure Gauges, Temperature Gauges, Separators, Sight Glass, Air Vents & Air Eliminators, Diffusers, Strainers, Gi Pipes / Trunkings / Steel Boxes, Selector / Changeover Switches, Wire Terminals, Cable Crimping Tools, Cable Lugs, Cutters, Mdbs, Smdbs, Dbs, Mccs, Busbars, Electrical Switchgears, Metal / Grp Enclosures,transformers, Regulators, Stabilisers, Ballasts, Chokes, Cam Switches, Isolators, Industrial Plugs / Sockets, Fuses, Fuse Holders, Switches, Terminal Blocks, Power Supplies, Transducers, Current Transformers
• ADOR WELDING LTD
  - Welding Equipment & Rentals, Gas Cutting Products & Consumables
• AERODUCT
  - Stick Pins
• AEROFLEX
  - Rubber Pipe Closed Cell Insulation, Insulation Sheets
• AKRO MILLS
  -
• ALCATRAZ INTERLOCKS
  - Valve Safety Products, Design & Manufacturing Of Mechanical Interlocks / Machine Guarding Systems, Multi Rotation / Quater Turn Interlocks
• AMERICAN TAG
  -
• AMETEK
  - Gauges, Process Instruments, Test & Measurements, Oil & Gas, Power Aerospace & Defense, Industrial Products, Temperature Calibrators