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EXPORT PRO INC.
Searching for and Activating your Representative
HOW TO ACTIVATE YOUR REPRESENTATIVE AND SUBSIDIARY.
An active representative and/or subsidiary is often the key to successful local or export sales. We have a practical seminar for those who wish to develop more aggressive distributors.
We very often take for granted that it is our subsidiary's responsibility to sell our product. By transferring the sales right, sales material, and prices to the representative, we believe we have also transferred the responsibility to them.
If you have an inactive representative or subsidiary, this is because of you and not them. Either you have selected the wrong representative or you have not activated them. Our goal with this seminar is not only to help you "find" the right representative but also to convert the existing ones into both active and efficient representatives.
ACTIVATING YOUR REPRESENTATIVE AND SUBSIDIARY,
is a dynamic seminar where we take you through the following steps:
- Some keys to successful distribution.
- How to search and select a representative.
- How do I "sell" my company and my products to the representative?
- What do I need to do to convince my potential representative or subsidiary to sell my product? And how do I convince my customer?
- Who is the customer, and who is influencing the decisions?
- How do I achieve a positive start to our venture?
- How do I secure that our venture will work out?
- We will work with your company so you can make your representative or subsidiary more active.
- You will receive a check list - which you can also use after the seminar - on how to proceed, and what to produce in the form of market activities and material.
This package suits both those who work with exporting, as well as those who work on the local market. It's applicable whether you sell gasoline on the local market or export nuclear power stations to Korea.
The program will highlight how to find the best representative, how to work together, and how to create an efficient organization. Most of the examples we use will be drawn from various export markets.
Some view points.
In combination with seminars on the topics of exporting and activating representatives, a commonly asked question is: "What does the participant want to achieve?"
Common answers include:
1. We want some new ideas
2. We want to exchange experiences.
3. We want to know what to do with the representative who does not perform.
When finishing the work shop we ask the same question about the achieved result.
We get the following answers:
1. We received a lot of new ideas
2. We got the possibility to exchange ideas and experiences
3. It is our fault that our representative does not perform
4. More people in our company should obtain this knowledge.
When we work with a company to create a more active export, we often realize that the sales and marketing material they use is very technical. It contains very little marketing information and many times does not even describe what the product does. The company has allowed the "technician" to produce the sales material. It does not fit the customer and salesmen and especially, it is lacking in what it offers the distributor.
We have realized that with active export activities, you are forced to think more of the other parties (i.e. customers, representatives etc.) needs and therefore have to adapt the material accordingly. After producing the material for the export market, it is often realized that this material is also very suitable for the domestic market.
This program will provide you with many view points and experience during a day, or day and night. Most importantly, it will "force" you to work out ideas on how to produce market oriented material for your specific product. You will be forced to put yourself in the "counterpart's" situation.
The idea is that after this seminar you will produce a strategy and market adapted material for the specific product and market you are planning to enter. You will also bring home with you a check list, which you can use in your daily work.
Here are some of the main topics in the program:
TO SEARCH , SELECT, ACTIVATE AND "SEPARATE" FROM THE REPRESENTATIVES.
- A short update on the prerequisites for successful exporting and which factors influence distribution and pricing.
- How to select a suitable distributor. Which techniques and tools are available, and how to find the right ones.
- Who are your representatives, and what are their responsibilities? What should they be like?
- What are your responsibilities, and what is the demand on your organization?
- The first contact with your potential distributor.
- How to sell your company and products to the distributor.
- How to achieve positive cooperation with your representatives or distributors.
GROUP WORK FOR YOUR SPECIFIC PRODUCTS
- Who are your customers?
- Which customers are the decision makers; and what do you have to do to "serve them"?
- Are there any other "influencers" i.e. individuals and companies?
- How to prepare myself and how to sell my company.
- How to get the customer excited.
- How to get the salesman at the distributor excited.
- How to get the distributor, and respectively, the subsidiary excited.
The group work will mean that you, along with the others on the team, will produce ideas concerning how to sell your specific company to a potential distributor. You will also discuss how to activate your specific distributor or subsidiary and how to get more active sales. We will finish the day with a brief sum-up as well as additional discussions from "real life". It is important however that you bring home a solution adapted to your specific company and a check list for future use.
WHO SHOULD PARTICIPATE?
Alternative 1. The program can be tailor made for your specific company. We will work with a broad group of individuals from your company. Exporting requires team work, and we believe all the players should participate.
We want the President and other decision makers to participate, so we can make immediate decisions during the session. All individuals in the marketing department who are involved e.g. marketing manager, export manager, export sales man, inside sales etc. should participate. Also included should be the members of the service department - an important part in your organization - as well as the research and development team, the shipping department, the finance department, as well as the receptionist and secretaries. We want to limit the number of people to 20 however, to guarantee active discussions.
Alternative 2. You, together with 6 - 11 other company representatives, can participate in the same type of program. By doing this, you will be allowed to discuss and work with your own products, as well as other companies products and thereby gain a diverse array of experiences.
The seminar will take place either from 8:00 a.m. to 5:00 p.m. on a weekday, or perhaps it is better for you to participate during a weekend from lunch one day to lunch the next day. The latter alternative makes it possible to use the evening for group work and discussions.
Does this sound interesting?
Contact us so we can give you some more concrete information and a proposal.
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