Stage 1 – Decision

  • Getting in contact with the principal
  • Does it fit? – basic idea of cooperation
Technische Handelsvertretung // Schwerpunkt DACH und BENELUX
Technische Handelsvertretung // Schwerpunkt DACH und BENELUX

Stage 2 – Foundation

  • Who? – Which team is assigned to the principal?
  • Product training – the sales representative with the principal
  • Teambuilding – with the principal’s interfaces
  • Define target market – sales strategy
  • Relevant target customers – from the B+M network

Stage 3 – Market entry

  • Visit relevant leading trade fairs
  • Organising In-house exhibitions for major customers
  • Contact Target customers
  • Start cold acquisition

  • Follow-up Process

  • Customer wishes – to give to Prinzipal

  • Breaking down Intercultural barriers

  • Regular status reports

  • Technical Suggestions

Technische Handelsvertretung // Schwerpunkt DACH und BENELUX
Technische Handelsvertretung // Schwerpunkt DACH und BENELUX

Stage 4 – Success

  • Personal presentations – of the principal to the customer
  • Customer visit – to the principal (audit support)

  • Inquiries and offers

  • First orders

Stage 5 – Customer and market support

  • Positioning – as A-supplier
  • Initial sampling – accompany
  • Start of series production – accompany

  • Lobbying

  • Customer Relationship Management

  • Start further projects

  • Market Expansion

  • Regular reporting

  • Key Account Management

Technische Handelsvertretung // Schwerpunkt DACH und BENELUX

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