Export Strategy and Planning

 

For most companies selling technical products, the use of 3rd party sales (or indirect) partners to develop export markets is a cost effective and practical solution.

While the hiring of agents, manufacturers' reps, distributors or other types of indirect partners may seem low risk, poorly structured sales channels will only damage your market potential in the long run. Your sales channels therefore require just as much focus as other parts of your sales and marketing strategy!

At Industrial Marketing Solutions we have the necessary industry experience to assist you in the development of a channel plan based on industry best practice. 

Since 2006 we have assisted companies from the following industries to develop and execute sales channel strategies in the US, South Africa, UK and in over 8 mainland European countries:

  • Electronics / Communications
  • Sensor Technologies
  • Medical Devices / Healthcare
  • Industrial and Enginering Products
  • Software Solutions

 

Case Study: 

 

European Channel Development: June-November 2009

Industrial Marketing Solutions were requested by Engerizer Group to assist in the planning and development of a sales channel network in Europe for their industrial lighting product range. While the Energizer brand was well known and had established channels for its battery products, specialist sales partners were required who were active in Energizer's key target markets across Europe.

Over a 6 month period, IMS researched 5 European markets: Sweden, Finland, Germany, Italy and Spain. Once the initial research was complete, we were responsible for the identification and qualification of new partners for Energizer in each market. Working closely with Energizer's head office in France we co-ordinated the project before successfully handing over to local sales offices in each country. This project was highly successful and will hopefully lead to further business with Energizer in 2010.