A brief presentation with tips and advice on how to develop new markets
Ideas on how to categories potential markets
Tips on additional on line support
Tips on how to identify potential distributors
Tips on how to select the most suitable distributors for you
If you are thinking about expanding in SE Asia, Cambodia can offer great opportunities.
Why Cambodia?
1). Cambodian-Thai trade goals at $15B for 2020
2). Cambodia-Japan trade up 13% in 2019
3). Trade between Cambodia and the US rose by nearly 40% in 2019
4). Cambodia’s economy is projected to have grown by approximately 6.5 per cent in 2020, pushing GDP to some $29.362 billion
Working closely with you to support your expansion strategies
Entering a new market is a complicated process, requiring a lot of information, especially a clear understanding of the market and the competitive landscape. We offer hands-on market entry services to help our clients gain and sustain a competitive position in the Cambodia market.
MRTS Consulting has a dedicated team with extensive experience in Cambodia market. The team is well-placed to understand the requirements of the investors and able to facilitate market entry or to assist in the expansion of business interests in Cambodia.
We have in-depth knowledge of the marketplace and strong network of contacts within the public and private sector.
Contact us: vuthy@mrtsconsulting.com
Website: www.mrtsconsulting.com
Invites viewers to consider the power of marketing and management models when preparing strategic plans. It focuses on what type of problems / opportunities require additional information to inform the management decision
The document discusses the importance of market research for businesses and describes different types of market research including primary and secondary research as well as quantitative and qualitative research. It provides examples of different market research methods like questionnaires, focus groups, and product testing and discusses when a business might use each type as well as their advantages and disadvantages. The document also includes an example task analyzing different market research options for a company called Actimel.
The Boston Matrix is a tool used to analyze a company's portfolio of products or business units. It categorizes products based on their relative market share and the market growth they operate in. This assigns them to one of four categories: stars, cash cows, question marks, and dogs. Stars have high market share in a high growth market and require investment. Cash cows have high share in a slow growth market and should be harvested. Question marks have low share in a fast market and require investment to determine their potential. Dogs have low share in a slow market and should be divested from or harvested. The matrix is useful but has limitations as it does not consider competitive dynamics or a product's life cycle over time.
Marketing research involves systematically gathering, analyzing, and using market data to solve marketing problems and make informed business decisions. It provides intelligence to marketing management by understanding customer needs and the competitive environment. The objectives of marketing research include providing a basis for planning, reducing costs, finding new markets, determining pricing, understanding customer preferences, and studying external forces. Common techniques include primary and secondary research as well as qualitative and quantitative methods such as surveys, interviews, and testing. Skills in communication, analysis, and research methods are important for a career in marketing research.
Dry Eye Treatment - Artificial Tears and Punctal Plugsparkavenuelasek
Dr. Emil Chynn was the 1st eye surgeon in NYC to have LASIK himself (in 1999) but switched to the safer, noncutting SafeSight procedure in 2005 to avoid the night glare and dry eyes he and his patients had after LASIK. By avoiding cutting a flap, Dr. Chynn avoids cutting the corneal nerves, which causes dry eyes--so no dry eyes after LASEK!
Moxifloxacin is a 4th generation fluoroquinolone antibiotic. It is highly effective against respiratory pathogens like Streptococcus pneumoniae and atypical bacteria. It achieves high concentrations in the lungs and has benefits like once daily dosing. Studies show moxifloxacin provides faster clinical recovery than other antibiotics for respiratory infections and has excellent eradication rates of causative pathogens. It has a low risk of resistance and side effects are typically mild.
If you are thinking about expanding in SE Asia, Cambodia can offer great opportunities.
Why Cambodia?
1). Cambodian-Thai trade goals at $15B for 2020
2). Cambodia-Japan trade up 13% in 2019
3). Trade between Cambodia and the US rose by nearly 40% in 2019
4). Cambodia’s economy is projected to have grown by approximately 6.5 per cent in 2020, pushing GDP to some $29.362 billion
Working closely with you to support your expansion strategies
Entering a new market is a complicated process, requiring a lot of information, especially a clear understanding of the market and the competitive landscape. We offer hands-on market entry services to help our clients gain and sustain a competitive position in the Cambodia market.
MRTS Consulting has a dedicated team with extensive experience in Cambodia market. The team is well-placed to understand the requirements of the investors and able to facilitate market entry or to assist in the expansion of business interests in Cambodia.
We have in-depth knowledge of the marketplace and strong network of contacts within the public and private sector.
Contact us: vuthy@mrtsconsulting.com
Website: www.mrtsconsulting.com
Invites viewers to consider the power of marketing and management models when preparing strategic plans. It focuses on what type of problems / opportunities require additional information to inform the management decision
The document discusses the importance of market research for businesses and describes different types of market research including primary and secondary research as well as quantitative and qualitative research. It provides examples of different market research methods like questionnaires, focus groups, and product testing and discusses when a business might use each type as well as their advantages and disadvantages. The document also includes an example task analyzing different market research options for a company called Actimel.
The Boston Matrix is a tool used to analyze a company's portfolio of products or business units. It categorizes products based on their relative market share and the market growth they operate in. This assigns them to one of four categories: stars, cash cows, question marks, and dogs. Stars have high market share in a high growth market and require investment. Cash cows have high share in a slow growth market and should be harvested. Question marks have low share in a fast market and require investment to determine their potential. Dogs have low share in a slow market and should be divested from or harvested. The matrix is useful but has limitations as it does not consider competitive dynamics or a product's life cycle over time.
Marketing research involves systematically gathering, analyzing, and using market data to solve marketing problems and make informed business decisions. It provides intelligence to marketing management by understanding customer needs and the competitive environment. The objectives of marketing research include providing a basis for planning, reducing costs, finding new markets, determining pricing, understanding customer preferences, and studying external forces. Common techniques include primary and secondary research as well as qualitative and quantitative methods such as surveys, interviews, and testing. Skills in communication, analysis, and research methods are important for a career in marketing research.
Dry Eye Treatment - Artificial Tears and Punctal Plugsparkavenuelasek
Dr. Emil Chynn was the 1st eye surgeon in NYC to have LASIK himself (in 1999) but switched to the safer, noncutting SafeSight procedure in 2005 to avoid the night glare and dry eyes he and his patients had after LASIK. By avoiding cutting a flap, Dr. Chynn avoids cutting the corneal nerves, which causes dry eyes--so no dry eyes after LASEK!
Moxifloxacin is a 4th generation fluoroquinolone antibiotic. It is highly effective against respiratory pathogens like Streptococcus pneumoniae and atypical bacteria. It achieves high concentrations in the lungs and has benefits like once daily dosing. Studies show moxifloxacin provides faster clinical recovery than other antibiotics for respiratory infections and has excellent eradication rates of causative pathogens. It has a low risk of resistance and side effects are typically mild.
This document provides an overview of a business plan writing workshop. It introduces the facilitator and their qualifications and experience. It outlines the objectives of the workshop which are to describe a business concept, explain the importance of a business plan, identify the main sections, discuss sources for market research, create customer profiles, and determine sales forecasting methods. It provides an agenda that includes group activities focused on key business plan elements. Finally, it begins explaining what a business plan is and why it is needed from both an internal and external perspective.
Enhanxit international business developmentEnhanxit SL
This document discusses strategies for international business development. It covers objectives like determining the best markets and products to enter, choosing sales channels, and adapting organizational structures. Key points discussed include:
- Evaluating products/services based on their competitiveness, market needs, and ability to be commercialized internationally. This determines what to offer in new markets.
- Selecting markets through a preliminary evaluation of economic indicators, followed by an in-depth analysis of industry forecasts, entry conditions, competition, customers, and industry history.
- Considering options like product standardization or adaptation when entering new markets. Adaptation may add more value but at a higher cost.
- Indirect sales channels can provide a cost
The business plan outlines the key components needed to start and operate a successful business, including an executive summary, description of products/services, market analysis, marketing strategy, competitors, operations, management team, personnel needs, and financial projections. It serves several important purposes such as assessing feasibility, obtaining financing, and providing a roadmap for managing the business as it grows. The business plan should be written by the business owner and include details on the company's objectives, products/services, target markets, strategies for success, management qualifications, and financial forecasts.
This document provides a 5-step process for creating a marketing plan:
1. Understand what a marketing plan is and its purpose for a startup
2. Conduct market research to understand the market, customers, competition and opportunities
3. Perform a SWOT analysis and market segmentation to identify objectives and strategies
4. Define yearly action plans for the marketing mix of product, price, promotion and place
5. Structure the written marketing plan to communicate the strategic and operational plans
www.createmedia.ie: 8 STEPS TO YOUR BASIC BUSINESS PLANCREATEmediaIE
createmedia.ie brings you this simple, easy to follow business plan basics. Start your entrepreneurial journey today! For more resources & guides, including how to secure that all important funding, see www.createmedia.ie
This document provides information about market segmentation for startup businesses. It discusses assessing market segmentation based on primary research and determining a beachhead market. Key learning outcomes are listed. The document then discusses approaches to segmentation, what information can be used to segment including demographic, geographic, psychographic, and behavioral variables for both B2B and B2C. It provides tips for selecting a beachhead market and characteristics of a market segment. The document outlines an exercise for startup teams to identify potential customer and user types, narrow them down, and create a dendogram to show segments. Finally, it discusses assumptions to prioritize from least to most risky for the identified customer.
This is a pack that I have created recently to help a team gather initial information and requirements to support a CRM requirements gathering exercise.
This document discusses options for entering export markets, focusing on the differences between agents and distributors. It provides details on finding, selecting, and motivating potential partners; outlines advantages and disadvantages of agents and distributors; and emphasizes the importance of clear communication, monitoring performance, and having a well-defined plan for market entry.
An entrepreneur invests a lot of time and money in refining a business model.
• A franchise is a very good opportunity to leverage this investment and replicate a successful model.
• Both, the franchisor and the franchisee can generate profits individually from this wealth of knowledge.
• The franchise industry is growing world over as well as in India.
• In India after liberalization, the franchise model of business took off and has never looked back since.
Sample contents of a completed feasibility studynazcats
This feasibility study examines the viability of a new business venture. It includes sections on marketing, competition, management needs, and financial projections. The technical, production, and economic analyses determine if the required resources and market demand exist to make the business successful. The conclusion recommends whether or not the venture is feasible based on the comprehensive analysis in the study.
The document provides an overview of various marketing concepts including the marketing mix, market segmentation, product life cycle, sales funnel, product diffusion curve, Ansoff matrix, brand pyramid, Kapferer's brand identity prism, and buy-sell hierarchy. It describes key elements of each concept such as the 4Ps of the marketing mix - product, price, place, promotion. It also explains how to segment consumer and business markets and the stages of the product life cycle.
The document summarizes the key steps in the personal selling process for salespeople. It discusses prospecting, qualifying leads, pre-approach planning, making an approach, presenting and demonstrating products, overcoming objections, closing the sale, and following up with customers. It also outlines different types of sales organizations, including line, line and staff, functional, and horizontal structures and considers factors in determining the optimal size of a salesforce.
This document provides an overview of franchising. It defines franchising as a method of distributing goods or services to consumers where a franchisee purchases the right to use a franchiser's trademark and operating system. The document lists many categories of franchise businesses and well-known franchise names. It discusses the benefits and challenges of being a franchisee, important questions for prospective franchisees to consider, and common mistakes made in the franchising process.
This document provides information about franchising opportunities. It discusses what franchising is, the roles of franchisers and franchisees, categories of franchise businesses, well-known franchise brands, and considerations for prospective franchisees. Key points include: franchising involves a franchiser licensing their business model and brand to franchisees; franchisees benefit from an established brand but must follow the franchiser's operating system; franchisees have over a 90% success rate compared to typical small businesses; and prospective franchisees should carefully research opportunities by reviewing disclosure documents and speaking to existing franchisees.
Writing Business Plan
What Is a Business Plan?
Why do You need?
Table of contents
Describe
Introduce
Products or Services
Unique selling points
Management
Marketing
Marketing Mix
Promotional Strategy
Future Growth and Expansion
Key Success Factors
Financial documents Mistake to avoid
This document provides an overview of a seminar on setting up distributor networks. The seminar will teach a 10-step process for setting up distributors, from selection to evaluation. It will provide templates and examples from other companies' successes and failures. Attendees will learn how to find the right distributors, set them up for success, provide sales support and monitor performance. The seminar is aimed at managers involved in sales, marketing and distribution. Case studies will cover various industries.
This document provides an overview of a seminar on setting up distributor networks. The seminar will teach a 10-step process for setting up distributors, from selection to evaluation. It will provide templates and examples from other companies. Attendees will learn how to find the right distributors, set them up for success, and put sales support systems in place to monitor performance. The seminar is aimed at managers who oversee sales, marketing, and distribution. Case studies will cover various industries.
Tender writing can be a complex issue for many business owners. Infodec Communications was engaged to provide information about the tender process and provide tips to writing a successful tender by the Sutherland Shire Council. The information in the presentation provides advice about tender writing for all levels of government.
How to Develop a PowerPoint Pitch Deck for Biotech Investor PresentationsCraig Shimasaki
A critical tool for all biotech entrepreneurs is an Investor Slide Deck or “Pitch” Deck. This example is provided to help those who want guidance on what topics and information are important for a biotech investor presentation. I have put together some basic information about what a biotech investor pitch deck should contain when presenting for the first time to a group of potential investors. Realize that this is not a template per se in which to simply fill in the blanks, but an ordered list of topics that are significant to most all biotechnology investors. For more information read the BioBlog at www.biosourceconsulting.com
"Cold Call Campaigns Success visually represent data and information related to the effectiveness of cold calling in sales and marketing strategies. These graphics use a combination of charts, graphs, and illustrations to convey key insights and statistics in a concise and engaging manner.
The infographics may include data on conversion rates, lead generation, call-to-sale ratios, and other metrics to showcase the impact of cold calling on business growth. They can also highlight best practices, tips, and strategies for optimizing cold call campaigns to improve success rates.
By presenting complex information in a visually appealing format, these infographics make it easier for viewers to understand and digest the content quickly. This makes them an effective tool for businesses looking to communicate the benefits of cold calling and its role in driving sales success.
Overall, infographics on Cold Call Campaigns Success serve as a valuable resource for sales professionals, marketers, and business owners seeking to enhance their cold calling strategies and achieve greater success in their campaigns.
This document provides an overview of a business plan writing workshop. It introduces the facilitator and their qualifications and experience. It outlines the objectives of the workshop which are to describe a business concept, explain the importance of a business plan, identify the main sections, discuss sources for market research, create customer profiles, and determine sales forecasting methods. It provides an agenda that includes group activities focused on key business plan elements. Finally, it begins explaining what a business plan is and why it is needed from both an internal and external perspective.
Enhanxit international business developmentEnhanxit SL
This document discusses strategies for international business development. It covers objectives like determining the best markets and products to enter, choosing sales channels, and adapting organizational structures. Key points discussed include:
- Evaluating products/services based on their competitiveness, market needs, and ability to be commercialized internationally. This determines what to offer in new markets.
- Selecting markets through a preliminary evaluation of economic indicators, followed by an in-depth analysis of industry forecasts, entry conditions, competition, customers, and industry history.
- Considering options like product standardization or adaptation when entering new markets. Adaptation may add more value but at a higher cost.
- Indirect sales channels can provide a cost
The business plan outlines the key components needed to start and operate a successful business, including an executive summary, description of products/services, market analysis, marketing strategy, competitors, operations, management team, personnel needs, and financial projections. It serves several important purposes such as assessing feasibility, obtaining financing, and providing a roadmap for managing the business as it grows. The business plan should be written by the business owner and include details on the company's objectives, products/services, target markets, strategies for success, management qualifications, and financial forecasts.
This document provides a 5-step process for creating a marketing plan:
1. Understand what a marketing plan is and its purpose for a startup
2. Conduct market research to understand the market, customers, competition and opportunities
3. Perform a SWOT analysis and market segmentation to identify objectives and strategies
4. Define yearly action plans for the marketing mix of product, price, promotion and place
5. Structure the written marketing plan to communicate the strategic and operational plans
www.createmedia.ie: 8 STEPS TO YOUR BASIC BUSINESS PLANCREATEmediaIE
createmedia.ie brings you this simple, easy to follow business plan basics. Start your entrepreneurial journey today! For more resources & guides, including how to secure that all important funding, see www.createmedia.ie
This document provides information about market segmentation for startup businesses. It discusses assessing market segmentation based on primary research and determining a beachhead market. Key learning outcomes are listed. The document then discusses approaches to segmentation, what information can be used to segment including demographic, geographic, psychographic, and behavioral variables for both B2B and B2C. It provides tips for selecting a beachhead market and characteristics of a market segment. The document outlines an exercise for startup teams to identify potential customer and user types, narrow them down, and create a dendogram to show segments. Finally, it discusses assumptions to prioritize from least to most risky for the identified customer.
This is a pack that I have created recently to help a team gather initial information and requirements to support a CRM requirements gathering exercise.
This document discusses options for entering export markets, focusing on the differences between agents and distributors. It provides details on finding, selecting, and motivating potential partners; outlines advantages and disadvantages of agents and distributors; and emphasizes the importance of clear communication, monitoring performance, and having a well-defined plan for market entry.
An entrepreneur invests a lot of time and money in refining a business model.
• A franchise is a very good opportunity to leverage this investment and replicate a successful model.
• Both, the franchisor and the franchisee can generate profits individually from this wealth of knowledge.
• The franchise industry is growing world over as well as in India.
• In India after liberalization, the franchise model of business took off and has never looked back since.
Sample contents of a completed feasibility studynazcats
This feasibility study examines the viability of a new business venture. It includes sections on marketing, competition, management needs, and financial projections. The technical, production, and economic analyses determine if the required resources and market demand exist to make the business successful. The conclusion recommends whether or not the venture is feasible based on the comprehensive analysis in the study.
The document provides an overview of various marketing concepts including the marketing mix, market segmentation, product life cycle, sales funnel, product diffusion curve, Ansoff matrix, brand pyramid, Kapferer's brand identity prism, and buy-sell hierarchy. It describes key elements of each concept such as the 4Ps of the marketing mix - product, price, place, promotion. It also explains how to segment consumer and business markets and the stages of the product life cycle.
The document summarizes the key steps in the personal selling process for salespeople. It discusses prospecting, qualifying leads, pre-approach planning, making an approach, presenting and demonstrating products, overcoming objections, closing the sale, and following up with customers. It also outlines different types of sales organizations, including line, line and staff, functional, and horizontal structures and considers factors in determining the optimal size of a salesforce.
This document provides an overview of franchising. It defines franchising as a method of distributing goods or services to consumers where a franchisee purchases the right to use a franchiser's trademark and operating system. The document lists many categories of franchise businesses and well-known franchise names. It discusses the benefits and challenges of being a franchisee, important questions for prospective franchisees to consider, and common mistakes made in the franchising process.
This document provides information about franchising opportunities. It discusses what franchising is, the roles of franchisers and franchisees, categories of franchise businesses, well-known franchise brands, and considerations for prospective franchisees. Key points include: franchising involves a franchiser licensing their business model and brand to franchisees; franchisees benefit from an established brand but must follow the franchiser's operating system; franchisees have over a 90% success rate compared to typical small businesses; and prospective franchisees should carefully research opportunities by reviewing disclosure documents and speaking to existing franchisees.
Writing Business Plan
What Is a Business Plan?
Why do You need?
Table of contents
Describe
Introduce
Products or Services
Unique selling points
Management
Marketing
Marketing Mix
Promotional Strategy
Future Growth and Expansion
Key Success Factors
Financial documents Mistake to avoid
This document provides an overview of a seminar on setting up distributor networks. The seminar will teach a 10-step process for setting up distributors, from selection to evaluation. It will provide templates and examples from other companies' successes and failures. Attendees will learn how to find the right distributors, set them up for success, provide sales support and monitor performance. The seminar is aimed at managers involved in sales, marketing and distribution. Case studies will cover various industries.
This document provides an overview of a seminar on setting up distributor networks. The seminar will teach a 10-step process for setting up distributors, from selection to evaluation. It will provide templates and examples from other companies. Attendees will learn how to find the right distributors, set them up for success, and put sales support systems in place to monitor performance. The seminar is aimed at managers who oversee sales, marketing, and distribution. Case studies will cover various industries.
Tender writing can be a complex issue for many business owners. Infodec Communications was engaged to provide information about the tender process and provide tips to writing a successful tender by the Sutherland Shire Council. The information in the presentation provides advice about tender writing for all levels of government.
How to Develop a PowerPoint Pitch Deck for Biotech Investor PresentationsCraig Shimasaki
A critical tool for all biotech entrepreneurs is an Investor Slide Deck or “Pitch” Deck. This example is provided to help those who want guidance on what topics and information are important for a biotech investor presentation. I have put together some basic information about what a biotech investor pitch deck should contain when presenting for the first time to a group of potential investors. Realize that this is not a template per se in which to simply fill in the blanks, but an ordered list of topics that are significant to most all biotechnology investors. For more information read the BioBlog at www.biosourceconsulting.com
"Cold Call Campaigns Success visually represent data and information related to the effectiveness of cold calling in sales and marketing strategies. These graphics use a combination of charts, graphs, and illustrations to convey key insights and statistics in a concise and engaging manner.
The infographics may include data on conversion rates, lead generation, call-to-sale ratios, and other metrics to showcase the impact of cold calling on business growth. They can also highlight best practices, tips, and strategies for optimizing cold call campaigns to improve success rates.
By presenting complex information in a visually appealing format, these infographics make it easier for viewers to understand and digest the content quickly. This makes them an effective tool for businesses looking to communicate the benefits of cold calling and its role in driving sales success.
Overall, infographics on Cold Call Campaigns Success serve as a valuable resource for sales professionals, marketers, and business owners seeking to enhance their cold calling strategies and achieve greater success in their campaigns.
Comfort & Clean Air Solution Authorized Corporate Sale & Service Dealer.
HVAC is an acronym for Heating, Ventilation, and Air Conditioning. The term HVAC is used to describe a complete home comfort system that can be used to heat and cool your home, as well as provide improved indoor air quality.
2. Initially need to identify / classify opportunities
• Target Markets / Distributors
• Existing large markets
• USA / Europe / Japan – top GDP
• Potential large markets in the future
• BRIC (Brazil Russia India China)
• MINTS (Mexico Indonesia Nigeria Turkey South Africa)
• Hold Markets
• Markets where you have a presence that you wish to maintain
• Target Distributors
• That may or may not operate in these markets
• May cover several smaller markets that as a whole make them a target
3. Support to identify /
classify opportunities
• There are a wide variety of reports / support to help with this
• General Information
• Web based
• E.g.. List_of_countries_by_real_GDP_growth_rate
• Published reports
• E.g. World Medical Fact Book
• Several can also be analysed further for average
ages personal spending on for example health care,
depending upon your markets key drivers
• These provide indicators to help you prioritise
/ classify which markets are ideal for your business
4. Support to identify
/ classify opportunities
• Once specific target markets are identified / gap analysis can be completed
• Do you have a distributor in this market
• Are there additional barriers to entry that would make
this not target market
• Regulatory restrictions
• Trade issues
• Exchange rates / fluctuations
• Import tariffs
• Other e.g. conflict
• Understand the markets – e.g healthcare market specifically
• Channels to market / Diversity of pharmacies
• Healthcare structure / insurance
• Regulations etc.
• Identify potential distributors
• UKTI OMIS (Overseas Market Introduction Service) report is a
good starting point
• Also use any other reference points may have
• Other clients
• Details from trade fairs etc.
Tarrif report for Key Markets
Market Taffif
EU or MFN
Russia 0%
China 10%
Brazil 14%
India 7.5%
Mexico 0%
Indonesia 5%
Nigeria 5%
Turkey 0%
South Africa 0%
MFN = Most Favoured Nation - which UK is
Source MADB
5. Selecting suitable
distribution partner(s)
• Arrange to visit the target market
• UKTI trade missions help – and can be subsidised
• Arrange to meet a series of potential distributors during this visit
• Ahead of the visit commence dialogue with these potential distributor's
• Email / Skype / Telephone etc..
• This is a very key stage of initially assessing their professionalism and
desire to work with you
• I would ask them to tell me about the
• local market the potential
• the regulatory issues the channels they would focus on
• the other products in their portfolio to ensure compliment your range
• There is no one clear answer
• Too big you may simply be an an item in their catalogue with limited focus
• Too small and they may not have the access to the market key contacts
• Their response details / timings / ease of communication are all factors to consider
6. Selecting suitable
distribution partner(s)
• During the visit make sure you meet at their offices
• If translation is needed ensure you have this arranged in advance
• During the meeting review their comments on the market and complete a distributor review
form for assessment later
• Develop an initial actions plan
• Business plans
• Agree together an initial year action plan and predicted sales performance
• Timings / lead times to be aware of (e.g. sales meetings / range reviews)
• Who key targets will be – agree action plan on how/when they will arrange meetings with them
• What marketing / sales support will they need
• Commercial tools needed e.g. to defend pricing in market / relative to competition etc..
• Technical / Regulation requirements
• These will impact directly onto the Business plan
• Documentation they will require for regulations
• Lead time for regulation process if applicable into this market
• Understand the help and support they can give with this
• Other
• Staff training etc..
• Agree responses expected and lead times – e.g. monthly forecast
7. Selecting Distribution Partner(s)
• Following visit review all finding (facts and feelings)
• Follow up any agreed actions
• Sales / Marketing tools
• Technical / Regulation details etc.
• Finalise your decisions as soon as you can whilst the momentum is still there.
• Agree Distributor Agreements Details
• (Exclusivities / Channels / Regions / Targets / Forecast etc.)
• Agree details for joint calls with key clients if applicable
• This can be the ideal training session too
• Illustrates commitment to work together
8. Selecting Distribution Partner(s)
• Establish a regular review process
• Performance against agreed actions
• Arranging diary dates
• Submitting details / requirements for Regulations
• Identify issues they face and agree actions to resolve these TOGETHER
• Review performance against the business plans / forecast
• Keep open and regular dialogue
• As is most applicable - email / Skype / telephone / visits
• Support them with all the issues / queries / questions they face!
• Develop specifics if needed for them
• As a safety net have an agreed exit plan for both parties after an agreed time
period
• So both parties are fully aware of what is expected of the other
9. Additional factors
• Some markets may require more than 1 Distribution partner
• If applicable need to minimise conflict / competition
• Separate by regions / routes to market
• Non Drive markets
• Still need the same professional approach
• But a practical scaled down version
• Some non drive markets will be welcome opportunistic add-ons
• Possibly make the opportunity for new distributors to approach you by
making it clearer on the web site seeking potential distributors
10. Any Questions or queries please contact
Graham Crews
+44 (0) 161 215 0836
graham.crews@crewscomcons.co.uk
www.crewscomcons.co.uk
Graham_crews
Join my Linkedin Network
+44 (0) 796000 1776
Editor's Notes
Intro page
World too large need to focus down – Existing / Potential / hold / Tgt
Filter – Web / GDP / Published reports – start to focus on Medical indicators
Review – any issues not too – inc regs / exchange rates / tarrifs / then Mkt – OMIS (MFN=Most favoured nations)