Stage 1 – Decision
- Getting in contact with the principal
- Does it fit? – basic idea of cooperation
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
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
