Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

LEDIATOR LEAN -INTERNATIONAL GO-TO-MARKET APPROACH

547 views

Published on

We have created a new LEAN way of entering multiple new markets fast with "learning by selling" -model. LEDIATOR concept combine the best of Human-to-human and eCommerce together, enabling scalable, cost efficient, fast and efficient market entry.

We also received greenlight from EU De Minimis funding point of view from Finnish TEKES, which means that 50% of project costs can be funded with EU funding, as long as the company meets the requirements.

Published in: Economy & Finance
  • Be the first to comment

LEDIATOR LEAN -INTERNATIONAL GO-TO-MARKET APPROACH

  1. 1. SELL INTERNATIONALLY THROUGH TRUSTED LOCAL REPRESENTATIVES Proposal *) There are also requirements for companies, more on page 8. Each application is approved or declined individually.
  2. 2. Entering new markets: Approach comparison Common waterfall model: • You carefully consider which markets you should enter. You choose very few areas, because the cost of market entry- and associated risks are high • You research data about the target market, key players, etc. in order to define market entry strategy. • You send your own people to the defined market to do business development, engage with buyers, create network, etc. • Begin sales by sending your own people abroad or by hiring local sales people LEDIATOR LEAN model: • Select interesting markets • LEDIATOR screens representatives based of three primary criteria: Domain know- how, current networks and buyer contacts. Reps get paid by commission. • LEDIATOR selects reps and begin “learning by selling” fast • Feedback from reps, buyers and those who declined offers > intel in order to recognize product fit Slow, expensive, high risks Lean, fast, scalable, low risk and low investment
  3. 3. Entering new markets: Approach comparison Time € Q1 Q2 Q3 Q4 10K€ 20K€ 30K€ 40K€ 50K€ 60K€ 70K€ 80K€ LEDIATOR LEAN 15 K€* Traditional waterfall model X K€ *) Your actual net investment 7500€, 50% covered by TEKES Team Finland Explorer funding, commissions not included. Note the requirements for the applying company > Page 8 **) In case you don’t use public EU funding, recommended piloting is 4-6 months Actual cost 7500€ LEDIATOR BENEFITS • Dozens of buyer engagements already done, awareness is building. Reps’ primary concern is buyers’ trust and success – you can’t get more customer centric than that • Learning: Real, hard facts about buyer consideration > what is the product/offering fit for the market (recipe for success) • Some already closed deals and revenue, strong pipeline • Scalable: Capacity to enter multiple markets simultaneously Project 4-6 months (pilot 2 months) **
  4. 4. LEDIATOR in a nutshell MINIMAL RISKS AND COSTS • Representatives work on commission, no running costs • Reps’ primary concern is buyers’ trust and success – you can’t get more customer centric than that • EU De Minimis fundable project fee (-50%) SCALABLE • Entering new markets, countries and states by selecting new representatives is fast and efficient • High Search Engine ranking • Platform enables servicing customers with their own language. Digital marketing enable combination of reach, lead recognition and sales steering FAST & CAPABLE • Representative selection criteria: Domain know-how, existing networks and buyers’ trust. You sell via trusted locals who know how your offering sales succeeds. • Reps get paid by commission and they are hungry TRANSPARENT & REAL-TIME • Who gets an offer, by whom, for what, for what price, with what terms, when the advance payment is paid, when the goods will be picked up, when they have been delivered.. • Self-service re-purchases, automatic re-buy and up-sales marketing, new lead recognition
  5. 5. LEDIATOR WAY OF WORKING IN PRACTICE PRINCIPALS (Manufacturers and producers): GIVE PRODUCTS FOR LEDIATOR TO SELL, SET TERMS, PRICING, STOCK STATUS, APPROVE ORDERS, ANSWER TO REPS’ QUESTIONS. GET TRANSPARENT, REAL TIME REPORTING ABOUT OFFERS, CLOSED DEALS, TRANSACTIONS AND ORDER-DELIVERY MNGMNT REPPRESENTATIVES: ENGAGE BUYERS AND SELL PRODUCTS & SERVICES. REPS USE LEDIATOR PLATFORM TO INTRODUCE PRODUCTS AND MAKE OFFERS. THEY HAVE OWN SALES REPORTING AND COMMISSION STATUS REPORTING BUYERS: BUYERS GET TOTAL DEAL – NO SURPRISE COSTS OWN ACCOUNT: OFFERS, ORDERS, ORDER CONFIRMATIONS, TRANSACTIONS, REAL TIME STATUS. CAN REPEAT PURCHASES EASILY. HTTP://MARKET.LEDIATOR.COM ONLINE CATALOGUE AND OFFERING IN REAL TIME. OWN ACCOUNT FOR PRICIPALS, BUYERS AND REPS LEDIATOR HANDLE CREDIT CHECKS, INVOICING, TRANSACTIONS, LOGISTICS, CUSTOMS DOCS, ETC BUYER FEEDBACK, QUESTIONS & REQUIREMENTS: Continuous market and price intelligence, improvement advice and opportunities: Concept & Product qualities, attributes, pricing level… GOAL: FIND PRODUCT FIT – RECIPE FOR SUCCESS FIELD EFFICIENCY AND OFFERING FEEDBACK: Sales quality feedback in order to support sales development and rep work. Collect buyer feedback for sold offering AND declined offers
  6. 6. Process: Q1 Discovery BRIEF + SCREENING (4 days) • Foundation: Rep screening criteria from offering and target group perspectives, pre-select target markets (Countries, states, etc.) • Screening: Potential Rep screening from databases and public sources OUTCOMES: • Rep availability against criteria* • Longlist of potential representatives • What they sell now, whom they sell to, where they operate, solo reps or multi agent agencies, what is their current average monthly sales, etc. LEARNING (4 days) SELECTION • One-on-one interviews : Market intel and capability to select reps OUTCOMES: • Learn from reps’ experience: offering feedback, competitors, customer- concept- & pricing intel, benchmarks, previous experiences, customer expectations and USP’s • Capacity to select Pilot reps: Reps’ domain experience, buyer network and connections, approach, offering position in rep’s portfolio, commission expectations DECISIONTOMOVEONTOPILOTING • Piloting strategy + rep selection • Direct sales • Distributor sales OUTCOMES • 3-6 Representative agreements, rep education • Short list of reps for later scalability post- piloting *) Examples of rep screening sources in the attachments at the end of this proposal
  7. 7. Process: Q2 PILOT & CONCLUSIONS PILOTING (3 days) • Piloting for 2 months • Start contacting buyers • Systematic feedback capturing from representatives and buyers • Buying barriers • Improvement points • Customer satisfaction CONCLUSIONS (1,5 days) • Piloting end report • Full learning documentation • Strategic approach evaluation: Direct sales to buyers or sales via Distributors • Process learnings during the project period • Scale-up directions based on learnings • Product/offering fit – recipe for success based on direct feedback from buyers • Facts from the project enabling decision about how does Representative sales model suit the company’s growth model
  8. 8. Invoicing interval, total project cost 15 000€* Q1 Discovery phase • Signing fee 5000 € +vat • End of Q1 4600 € +vat Decision to start “learning by selling” 2 month pilot • Piloting start 3600 € +vat • After conclusion report 1800 € +vat *) Project model Approach is pre-approved for 50% funding from EU De Minimis programs, eg. TEKES Team Finland Explorer –funding. Although the approach is pre-approved, all applications are considered individually and companies must meet funding requirements. From this address you can look in to requirements for the applying company https://www.tekes.fi/rahoitus/pk-yritys/tf-explorer/ Project pricing based on working hours/days, 150€+vat/h - Include license fees for representative databases for screening - Actual sales work is commission based, no fee - Include platform fees for the first 24 months
  9. 9. What kind of companies LEDIATOR LEAN approach is applicable for? • Trading is done in B2B markets using http://market.lediator.com –platform (goods, commodities, machinery, services, software, etc.) • Sales is done by local manufacturer’s representative/agent with commission agreement • LEDIATOR manages representatives • Project length 4-6 months with EU funding, 8-10 without EU funding • After the piloting period we strengthen existing customer base, close new customers and bring in new reps for scale. Platform fees included for the first 12 months
  10. 10. Lets work together! Our mission is to accelerate cross-border B2B trade by erasing the impact of national borders in commerce: Increase demand, reduce friction and remove barriers. Strategy: – Symbiotic Collaboration: We can’t do everything alone, we partner with companies specifically targeting each need: Translations, education, legal, logistics, factoring, transactions, marketing, financing, insurance, fairs and exhibitions, Tekes, Finvera… – Stronger together: Becoming a meaningful player market by market. We create powerful synergies bringing our principals and representatives together – Learning by selling - LEAN attitude: learning from customers who are making actual buying consideration and setting requirements for a positive decision. We are constantly hunting for a recipe for success for our principals, because our success is possible only when our principals’ offering is selling well – Integration: accelerating automation. All parties need effective communications, processes and tools for maximum efficiency. Our platform makes everyones’ life easier and more productive
  11. 11. CONTACTS Toni Keskinen Managing Director 050-5522276 toni.keskinen@lediator.com https://fi.linkedin.com/in/tonikeskinen Jari Vainio, Executive Chairman https://fi.linkedin.com/in/jarivainio First line of contacts: Toni Keskinen or info@lediator.com
  12. 12. REP SCREENING AND HEAD HUNTING SOURCE EXAMPLES Attachments
  13. 13. Example profile for screening reps
  14. 14. Example profiles for screening reps
  15. 15. Representative Screening source example
  16. 16. LEDIATOR positioning FACE TO FACE ONE-TO-ONEDIGITAL HIGH RISK – SLOW SCALABILITY LOW RISK – FAST SCALABILITY OWN EXPORT SALES OWN AGENT/REP NETWORK CREATION MANUFACTURERS OWN E-COMMERCE Combination of local expert representatives and eCommerce: automated, transparent platform - Low cost & risk, scalable - Totally transparent for the principal - Very user friendly and efficient tool for principals, representatives and buyers - Digital marketing, lead recognition & self-service for re-purchases

×