Roberto Garcia

Questioner
DISC Type : c

Business Development at The ILS Company

Zapopan, Jalisco, Mexico

Overview

Roberto Garcia is a Business Development expert at The ILS Company with three decades of sales experience. He transitioned from the chemical and textile industries to logistics eight years ago, specializing in supply chain management, freight forwarding, and international trade. He holds a degree from Facultad de Estudios Superiores Acatlán.

He was named "Industrialist of the Year" in 2001 by the Chamber of the Paint and Ink Industry in Guadalajara.

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Automotive Logistics
His recent social media posts focus on the logistics of shipping auto parts from Asia and the impact of container demand on the automotive sector.
Supply Chain Security
He actively discusses the risks of cargo theft, emphasizing the importance of having security protocols and insurance to protect shipments.
International Freight
His expertise covers maritime and air import/export, and he has completed coursework on Incoterms, indicating a focus on global trade solutions.

Media Appearances

Roberto has no verified media appearances

Work History

7-2018
Business Development at The ILS Company
11-2017 - 6-2018
Ejecutivo de cuentas y ventas at Paquetería Nacional e Internacional Maui S.A de C.V
7-2014 - 6-2017
Ejecutivo de ventas at Paquetexpress
8-2013 - 7-2014
Gerencia de Ventas at All Italia S.A de C.V
1-2005 - 7-2013
Gerente de área de ventas at Raso Limite S.A de C.V

Education

1987 - 1991
Licenciatura from Facultad de Estudios Superiores Acatlán
2002 - 2003
Diplomado de Antiespumante y Dispersantes from BYK Chemical Company

More Information

Social Presence :

Prographics :

Exp : 20 Location : Zapopan, Jalisco, Mexico Job Level : N/A Designation : Business Development at The ILS Company
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Insights For Selling To Roberto

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Roberto is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Roberto

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Roberto move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Roberto take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Roberto

Personality Compatibility


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