Sales Strategy
Based on their own strategic goals our customers have already decided to grow in export territories. To enable successful market entry we tailor a sales strategy based on the findings of the market analysis or alternatively any other analysis that has been obtained from other sources.
Close communication with our customers, consideration of customer specifics and requirements are important facts for us to develop a joint approach that is not for the files but a sound basis for future success. Each suggestion has to stand the feasibility test. However, for any export strategy long term commitment is inevitable.
The step-by-step approach
The sales strategy centres round determination of
- Market segments
- Product portfolio and its modification and extension
- Sales channel
A step-by-step plan defines the most promising market segment and following these necessary first steps to handle any existing barriers to market entry such as approvals etc.
The evaluation of the existing product range clarifies its suitability for the German market, or highlights the requirement for modifications or new product developments.
Determination of sales channels and the required human and financial resources enable our customers to position their products successfully.
Traditionally the German market is dominated by family owned businesses with a more conservative and longterm approach. Any sales strategy aiming for these businesses needs to take the longterm aspect into serious consideration.
