B2B Direct Sales Solution

Purpose.

We recommend this to companies supplying expensive, durable goods, who need individualized sales pitches to clients.

Based on long experience, we have identified the following types of direct sales for the Russia/CIS market:

• Industrial sales (equipment, industrial tools, raw materials, etc.)
  
  
• Professional services (for instance, business education services, etc.)
  
  
• Consumer sales to the rich (for instance, directors of large enterprises.)

Should your target market belong to one of those groups, we can seriously help your direct sales--not only in the capitals of Russia/CIS but also throughout the vast administrative regions that offer much economic potential.

Please take the following into consideration:

1) To be effective while attempting direct sales, it is necessary to offer fair market prices and conditions that are no less attractive than what your local competitors offer. To find out this information, we suggest that you look at our sister Market Research Solution.

2) Just as with your country's market, the Russia/CIS market likes best what it trusts. Efforts to achieve direct sales are much more effective if your product carries a strong brand name and wide recognition. We recommend, therefore, that you first look at Product Promotion & Branding Solution. You are much more likely to begin direct sales when you undertake the basic efforts addressed in our solutions to introduce your product to the market. You should then be able to brand it and form the right pricing policy.

Services.

Preliminary:

• Creation of a database about attractive clients.
• Determination of market prices and sales conditions for your product.
• Preparation (from translation to printing) of advertising materials. The idiosyncratic specifics of the local market will be factored in.
• Production of scripts for telemarketing, client presentations and personnel training.

Work with clients:

• We alternate between telemarketing, direct-mail campaign, telemarketing, etc.
• We can also follow up the telemarketing and direct-mailing campaigns with a visit to the potential client (if we have a representative in that particular region.)

What is the outcome?

We give you a detailed report about each company. The results are grouped according to their readiness to buy your product.

1) This group will buy your product now or in the nearest future (typically both of these comprise 5-10% of the total.) These are great sales opportunities and can be accessed immediately.

2) This group expressed deferred interest in buying your product. It consists of the following:

• Companies interested to buy within 1 to 6 months.
• Companies interested to buy, but would like to purchase your product through their main supplier.
• Companies that want to make your product part of their purchase plan for the next quarter, six months, or year.
• Companies that want you to submit a bid to buy your product.
• Companies that are not satisfied with price, quality or sales conditions for your product.
• Companies that use local suppliers or are self-sufficient, but could become clients for your product for the right supply conditions.
• Continued Business with Deferred-Demand Clients.

As a rule of thumb, deferred-demand clients form the majority. In order to make them part of your sales outcome, we will form with you, a staged Work Plan. We continue to act on your behalf in trying to sell to this group. There are two approaches we typically take, although individual attention may be required in some cases.

We follow prevailing market conditions.

We analyze pricing policies and work methods of your competitors. In addition, we follow business relationships on the local market and product trends.

Client Feedback.

We seek close business relationships with our clients. For their benefit, this includes: the creation and maintenance of a deferred-client database; regular seasonal telemarketing; mailings which consider account specifics of each client; greeting cards for holiday occasions; visiting trade shows to build our client relations with exhibiting companies.

Using market conditions and client feedback, we can give you practical recommendations regarding current pricing and requested product features. We hope to broaden your product line and introduce new products per your clients’ demand.

ORDER OR FREE QUOTE | back