The result of this 3rd step could also be used to discuss and agree on market-/sales-targets with respective local marketing/sales partners.
Only after elaboration of all these steps – and also after first general discussions with potential partners on the spot have been held - it will become obvious if
- the potential is sufficiently big for us to go there - good and experienced marketing partners are available - local fairs would be available for further support
and only again thereafter further steps can be elaborated to implement the targets as derived from the analyses. During the implementation promotional papers needed to show the ‘fingerprint’ of our company to the potential clientele can be elaborated and we can ‘convince’ them that we will serve them – or even their clientele ! - with our products and its features best/better than the competition, and much more, depending on the individual product.
Conclusion: While for mass marketing PR has a greater importance – and such companies are aware of/can accept a bigger spreading loss – the marketing of investment goods is totally different.
It has to be aligned more towards specific mentalities, buying procedures, direct client benefits, customer advantages and so on. In other words: Marketing investment goods makes by far more use of the whole marketing system …
… and thus becomes a success model – independent from the world market served.
Michael Richter – International marketing and sales consultant concentrates for more than 35 years on strategic marketing planning as well as marketing and selling of investment goods and long-lasting consumer goods in/to all 5 continents. He offers this knowledge and experience to his worldwide clientele. From 1991 he works as an independent marketing consultant, especially for SMEs worldwide. In addition he holds national and international, internal and external lectures on international marketing matters – especially for the European Union countries.
Page 2 of 2 :: First | Last :: Prev | 1 2 | Next