2. Asia Sales
ChannelsLtd.
What do we do
• Asia Sales Channels Ltd. is a specialized consulting and business advisory firm focusing
exclusively on sales channel development and management across the Asian market. Our
clients usually come from manufacturing & engineering industries.
• We would like to be your business development partner if your company:
• Is considering to enter any country in the Asian market
• Wants to increase it’s sales volume in the region and the main route to the market is
through distributors, agents, system integrators or other types of third party channels
• Thinks, that perhaps your current channel partners are not the best possible and you
are not able to capture your share of the market
• Wants to develop business processes related to developing & managing sales
channels
• Wants to develop a differentiating competitive advantage by excellence in sales
channel management.
3. Asia Sales
ChannelsLtd.
• Globally, product and technology are becoming less important factors to
obtain sustainable competitive advantage. Product-based differentiation is
harder to sustain.
• Service, support, channels and the people in the channels are increasingly
making the difference – influencing the customer experience. The product
or technology is often only a part of that experience.
• Companies – big and small are now discovering that sales channel
competencies are of strategic importance and are investing heavily in it by
training and recruiting.
Sales Channel Management – a challenge to every company
4. Asia Sales
ChannelsLtd.
Sales Channel Management – Your Opportunity!
We see this as an opportunity for companies to differentiate from the competition
and at the same time improve competiveness, shorten the time-to-market and
increase revenues!
• Building a customer intimacy strategy, providing solutions that are adapted to specific
customer situations, and delivered to the customers through individually tailored
channels, is better achievable and more sustainable for most companies than price- or
technology strategies.
You can improve your business performance by developing your channel management
capacity and capability in such a way that:
1.Your offering addresses exactly the needs of the target segments
2.The right channels are designed which can deliver that offering to the pre-defined
target segments
3.The market opportunity is addressed quantitatively
5. Asia Sales
ChannelsLtd.
Sales Channel Management – a challenge to every company
The most typical partnering pitfalls:
• We expect that we can get additional
sales with no cost
• We expect that we are automatically an
interesting discussion partner for them –
only because we have arranged a
meeting...
• We expect them to see the future as we
do
• We expect that they know as much as we
do and update themselves constantly
• We expect that by telling once the
responsibility has shifted from us to them
• We expect them to understand their role
fully
• We expect their interest to be aligned with
ours
• In a partnership model no single entity is
in charge of the total value chain – can we
live with this?
6. Asia Sales
ChannelsLtd.
Some Special Charasteristics of Asian Markets
• There is no one homogenous Asian market – analyze and select the right markets for your company and
products
• There are a lot of so called “opportunistic” trading houses, which are eagerly looking for principals and
suppliers from all over the world for example at trade fairs
• It is not a big challenge to find a sales channel representative for any company – the real challenge is to get
the business going
• Often the channel partners would like to represent your products in several markets in Asia. Watch out as this
has very seldom proved to be successful
• There are also several channel partner candidates available from your home country – easy and safe option
perhaps, but how does your end customer value them compared to truly local companies?
• Asia is full of trading houses whose main sales argument is the price – it is challenging to find partners
capable for value selling
• Technical competence is often poor
• Very often the initial investment cost is the only thing that matters when selecting technologies and suppliers
7. Asia Sales
ChannelsLtd.
What is the
size of the addressable
market for our products? Are we
competitive in this market?
You have questions – we have solutions!
Quantify
the
opportunity and verify
competiveness
Development of offering
Go -
No-
go?
End customer
buying
behavior
analyses
How should our offering be delivered to
end customers? Do we have required
resources and competences in house?
Define channel
structure &
channel
responsibilities
Who are the best available partners who can deliver our offering together with us to
end- customers? How do we manage our business development in this market from
now on?
Long &
shortlisting
partner
candidates
Partner
agreements &
joint business
development
1 Is this market interesting for us? 2
3 4
Understanding the end- customer segments
Aligning resources Partner search & management
Development
of channel
mgmt tools
and
competences
??
?
??
?
??
?
??
?
OK, there seems to be enough potential here for us, but is our
current offering competitive? How can we win business here? How
we can differentiate from our competitors?
Development of
ideal partner
profiles
8. Asia Sales
ChannelsLtd.
Our Approach
Evaluate &
Kick Off
Get ready
Investigate
Execute
Manage
• Your company’s situation, needs & objectives
• Kick off the project, agree scope, deliverables, resources and schedule
• Develop sales channel concept & tools
• Develop channel partner- and end user- specific value propositions
• Develop channel management competence
• Size of the addressable market by segment
• Business segments’ “ecosystems”(competitors, end users, channel partners etc.)
• Key facts of the market
• Decide channel strategy and structure
• Identify, contact and engage best available channel partners
• Joint market development plan
• Establish and manage sales funnels
• Support & follow-up
Working in
the
company
Working in
the target
market
9. Asia Sales
ChannelsLtd.
Asia Sales Channels - Competitive Advantage
Asia
Network
Hands-on Sales
Coaching and Joint
Sales
Industry
Expertize
Sales Channel
Development
Process
Know-how
Client
Success
Coverage of Asian
markets through local
industry specific experts
From strategy and
planning to real-life
selling and joint sales
Consultants have a solid
background in leading
international businesses
Unrivalled consulting
methods & tools for Sales
Channel Development
10. Asia Sales
ChannelsLtd.
Asia Sales Channels - Competitive Advantage
• The founder of Asia Sales Channels has almost 20 years of consulting
experience in Asia having lived and worked in China and South East Asia.
Over the years he has established a unique network of industry specialists
covering all main markets and numerous industry sectors including for
example cleantec (renewable energy, environmental technologies, clean
processes and energy efficiency), healthcare technologies, ship building,
machinery for various industrial applications, food industry, power production
etc.
• For client projects we will always hand pick the best available experts
depending on the clients’ needs and project requirements. In this way we can
collect the state of the art pool of competences for the benefit of our clients in
the most cost efficient way. The pool of competence always includes industry
knowledge, market knowledge and channel development knowledge
11. Asia Sales
ChannelsLtd.
1. Create sales in new markets in Asia
2. Improve sales in existing markets
• Co-creation with You and your clients
• Proven global network of professionals
Asia Sales Channels - Value proposition
12. Asia Sales
ChannelsLtd.
Asia Sales Channel ltd. can help your company in the most
important Asian markets including
★ China (Shanghai & Beijing)
★ Hong Kong
★ Japan
★ South Korea
★ Thailand
★ Malaysia
★ Singapore
★ Philippines
★ Indonesia
★ Vietnam
★ Myanmar
★ India
★ Australia
Asia Sales Channels Expert Network in Asia
