Finding new customers in europe cn

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Finding new customers in europe cn

  1. 1. Chinese Manufacturer wants to expand in Europe Expand existing EU business Go direct (own brand) Start new business Traditional distribution models Cost comparisons Risks of changing this ? Waranty procedures and spares Target Market overview Competition research Potential customers: Agents Distributors Consumer reports on customer satifaction Desktop research (Internet, literature, meeting) Collecting data and information (telephone enquiries or web panes, personal interviews, exhibitions) Detailed analysis (reports & database) ABC’s Methodology of Finding new customers in Europe M:abcnvmarketing./..findingnewcustomersineuropedetail Financial overviews Cost compairisons Pricing models USP”s per competitior Volumes in quantities and value per market segment Pricing models Law and legislation? Compare closest competitor Test assumptions ITERATIONS Step/step 6x Marketing strategy comaprison Reverse engineer the concept Critical success- factors Local trade shows Domain research (background information EU) Research of distribution channels Product specifics Wish/vision/ ambition Complete list with individual names, current suppliers, price levels, volumes Press articles and comments €1000 €2000 €2000 €2000 €500 €1000 €1000 TOTAL €8000 (bundled) or €9500 End user validation

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