The document provides an overview of market analysis techniques and business development for the animal feed industry. It discusses tools for conducting market analysis, including PEST analysis to examine political, economic, social and technological factors. It also outlines the roles and responsibilities of business development, such as researching new products/services, attracting customers, negotiating sales, and developing sales pipelines and strategies. The key responsibilities of business development are described as well as the overall goals of maximizing quality services and turnover.

1. MARKET ANALYSIS TECHNIQUES
AND
BUSINESS DEVELOPMENT
PRESENTED
ON
ANIMAL FEED INDUSTRY
04-Nov-2011
T & C Samdach Pan By Mr. Ratha Chan, SME Researcher & Consultant
Phnom Penh

2. The Overall Business Environment
Suppliers Customers
internal factors
ex. product, Staff Suppliers
capital and financial..
Competitors

3. Tools for Conducting Market Analysis
PEST Analysis:
1- Political : What are the areas of government policy
really focus on ? Find out the implication with your
business’s activities. ( Opportunity and Threat )
2- Economic: World , Regional and Local Economy
How’s the economy perform , more importantly
local economy and sector analysis where some
sectors can be performed well while economy is in
the recession ! Agriculture

4. Tools for Conducting Market Analysis
PEST Analysis:
3- Social : Identifying social issues and trends which
are posing an opportunity and threat for your
business. Organic Products
4- Technology: Grabbing an innovation and new
technology for improving your business’s operation,
reducing cost , improving quality and services and
gaining a competitive advantages.

5. What’s Business Development (BD) do ?
BD should perform some works as below:
1. Researching new types of business,
Products and services
2. Attracting new customer Noted:
3. Penetrating existing markets Understating
about your own
4. Negotiation ( up to the close sale) product is the
5. Analyzing overall market situation most critical
Thing.
6. Marketing planning and implementation
7. Developing a sale pipeline
and strategy

6. Developing a sale pipeline and strategy
Prospecting/Initial contact
Pre-approach- planning the sale
Approach
Need assessment
Presentation
Meeting objections
Gaining commitment
Follow-up

7. BD and Sale Techniques
Business Intelligence (BI) gathering on customers and competitors
Generating leads for potential sale
Advising on, drafting and enforcing sales policies and processes
Follow-up sales activity
Formal proposal and presentation management and writing
Business model design
Strategic analysis on BD and sale
Account planning and performance monitoring system
Developing marketing tools which fit to business’s nature
Flexible on term and condition (negotiation technique)

8. Business Development Responsibilities
Who are responsible for Business Development ?
Everyone in the Business !!!
Why ?
Because without a contribution from all department
and level to Business Development and Sale
Less Revenue, Low Customer Satisfaction
and
High Cost of Doing Business !

9. What are BD and sale want to achieve ?
BD and Sale Goals:
Quality Maximize
Services Turnover

10. THANK YOU FOR YOUR ATTENTION