Applications
Local Sales for Overseas Suppliers
Your Need: Support of strategic customers located in the Southeast USA.
Solution: Independent Key Account Management service
As a supplier to a manufacturing OEM overseas in your home country, the OEM values your products and has requested your company supply products to their factory in the USA. However, this can be risky to your brand, since you have no local organization to maintain customer relationships and support your product or services. Although the USA appears to be a strong market, opening an office, adding staff and managing the staff is a huge investment. Your company needs more understanding of the market demand before investing. But in the mean time, your client needs to be supported in the US or risk the relationship in your home country.
Grow Service Sales
Your Issue: Service sales is lagging expectations
Solution: Use our Independent Key Account Management service to improve the service sales process
In order for your product to perform up to expectations, periodic maintenance services are required. At the same time, to minimize downtime spare part packages need to be available on short notice or in customer's parts inventory. Often times these services are overlooked (or get outsourced to competitors) due to lack of customer knowledge of what's available or necessary, or simply who to call. Educating client's MEs and maintenance teams on preventative maintenance and recommended spare parts, combined with consistent reinforcement visits, is what it takes to grow service sales. A proactive sales approach is the key to growing service sales.
Strategic Accounts Need Protection
Your Issue: Current clients need protection through nurturing, it is not a full-time job, but your Key Account Managers are already too busy.
Solution: Use our Independent Key Account Management service to fill the gap
It has become more common that your company is being blindsided by competitors and decision makers not seen previously. This is a result of your customer's staff constantly changing, and competitors finding a new way in. It's almost impossible to keep up with all the dynamics without visiting clients on a consistent basis to track the changes and identify new opportunities. To make matters more difficult, your OEM Key Account Managers are busy responding to RFQ after RFQ.
Key Account Sales
Your Issue: Want to participate in a market with target clients but do not have the available resources to do it properly.
Solution: Use our Independent Key Account Management service to focus on developing relationships, share product capabilities and find opportunities at the target clients.
The Southeast USA is an attractive market for your business since there are many prospective clients that meet your ideal customer profile. If you had the resources to develop these accounts, you could likely make in-roads due to your strong products and engineering capabilities. Developing the accounts with a cost-effective sales strategy is vital for the initial phase due to other investments being made in the company.
Contact Us
Get in touch with us to discover how North River Five can help with client management and brand awareness.