Our 4 step process

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