Our 4 step process
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1.
PREPARATION
- Assign the Key Account Manager and sales team
- Training on-site at principal’s manufacturing plant, obtain understanding of the company, its product range, applications, current markets, and get to know the teams
- Jointly identify main players, key target customers and competitors
- Draft sales strategy, target markets and distribution channels
- Introduce new product to ExportEngine Sales team to share market expertise, contacts and prospects
2.
LAUNCH
- Contact existing leads, utilize ExportEngine Sales network
- Make personal contact, through phone calls and visits, to introduce the product range to new customers
- Visit & walk the key industry exhibitions for target applications
- Maintain close follow-up, build relationships
- Understand and balance cultures and mentalities between home and new market
- Identify end-user needs and translate to product features
- Submit progress reports to principal, with regular reviews and adaptations
3.
BUSINESS DEVELOPMENT
- Present product to the decision makers in the key functions of engineering, purchasing, quality and finance, and understand their needs
- Build solid relationships, pay regular visits, also together with principal.
- Obtain RFQs (request for quotation), support quoting process with principal, present offer to customer
- Regular, persistent follow-up with decision makers to close orders
- Deliver pro-active service support, ensure accessibility for customers to become the easy-to-work with supplier
4.
BUSINESS DEVELOPMENT
- Support PPAP/release process and SOP for smooth start-up
- Lobby; regular contacts with all involved departments
- Support daily sales operations, claims, payments and delivery issues
- Secure existing projects; identify incremental sales opportunities and future projects
- Make joint visits with principal executives to customers
- Do reporting, budgeting and forecasting as per directions of principals