How we operate?
WE ARE OPERATIONAL AND INDUSTRY SPECIFIC SALES CHANNEL DEVELOPMENT SPECIALIST.
Our role is to help sales management and provide them with most objective up-to-date information of opportunities and achievable outcomes. This is valuable, especially, when the management does not have enough resources to develop new potential markets or needs to keep momentum up in the secondary markets.
We provide value-added solutions to key internationalisation problems to reflect the business realities of companies striving to be the leaders in their field.
Based on an assessment of the client’s position in the target market and our field expertise, we build and execute the export strategy keeping in mind the final objective of our clients: sales increase.
To achieve this we have developed a product suite which consist of 3 different stages of sales channel development and management.
Our products portfolio is based on an integrated business model approach which encompasses the entire value chain of sales channel development and management: in-depth market studies (358), sales channel analysis (Channel Diagnostics) and ITM (real time analysis of sales procedures and results).
358 gives the in-depth market understanding, Channel Diagnostics is NID development methodology and process to analyse factors affecting to sluggish sales and market development. ITM is the ultimate sales channel efficiency visualization tool. It provides the client a full visibility of sales actions taken and their results in real-time, before they are entered to basic CRM systems.
What are the sales channel challenges?
Based on hundreds of client cases, out of 20 critical questions asked from CEOs and sales directors, 4 problems clearly stood out:
More than 80% of the companies were concerned about:
- Lack of uniform performance and profitability of their sales channels in different markets
- Lack of control over their sales channels and strategy, especially in the countries which are not priority markets
- Lack of forward looking market specific intelligence to strategize properly the market importance regardless big data, which is not often available when using distributors or extended sales channels
- Need for unbiased information of real market potential and achievable sales objectives
In order to make the change and redynamize our clients’ sales channels. Our assignments are 80% operational and 20% consulting. Needless to say, being industry experts and located in the markets will enable us to obtain first-hand market information that would not be possible otherwise.