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Industrial marketing and sales tips for manufacturersThe following industrial marketing and sales tips have been written to inform manufacturers how professional consultants should interact with them, how to find and work with high performance manufacturers' agents, how to develop effective direct mail programs. We have included a list of desk market research sources which can be used to plan more strategically.
Sales tipsManufacturers need current market information to successfully increase penetration in existing markets, or sell in new markets. The best market information comes directly from the market participants, not textbook resources. Calling to obtain market research data or to qualify potential target accounts is an art and our tips will tell you how to become Picasso! Other tips discuss how manufacturers can improve their industrial trade show experience and, finally, we offer straightforward tips of face-to-face selling.
Marketing materialsTo provide your company with the image you want is not easy. Creating good marketing materials for the manufacturer is different than for a service provider or consumer oriented company. Please read our tips for developing industrial brochures, web sites for manufacturers, and for creating the materials and systems needed to conduct a successful direct mail campaign.
Manufacturers' agent / Manufacturers' representativesMany U.S. manufacturers use manufacturers' agents or manufacturers' reps to sell their products in lieu of a direct sales force. Koch Group has been assisting manufacturers identify, qualify, interview and contract with agents and reps for over 30 years. The tips we have included provide a listing of 10 critical mindsets manufacturers must possess if they want good results from agents/reps and also steps we believe are required to bring new agents/reps into an organization We are also including typical territory maps for the U.S., Canada, and Mexico based on the territories designed by MANA (Manufacturers’ Agents National Association). These maps can help manufacturers determine how well their territories are currently designed.
Industrial market research sourcesTo get the information needed to maintain existing business, keep up with competitors, target new markets or opportunity niches, or just plan for their future, manufacturers must keep current with changing market conditions. Market research is the best way to determine what direction a manufacturer should pursue to remain, or become, profitable. Market research provides market information used to reduce uncertainty, allowing a manufacturer to make rational and effective marketing decisions to improve company profitability. Read about our recommended sources for valuable market research data. ConsultingThese tips have been included because many manufacturers have had previous difficult relationships with consultants of various disciplines. After reviewing these tips, manufacturers should know if consultants they have previously worked with, or are currently working with, have performed their work in the manufacturers' best interest or have a better understanding of why they use, or should use, consultants. If you would like more information about our industrial marketing services for manufacturers, please use our contact form or email us at info@kochgroup.com.
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