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How could we support each other regarding regional and business approach

How could we support each other regarding regional and business approach. G. Kechribaris December, 2nd and 3rd 2013. Marketing support of each other. We need direct exchange of information on marketing and sales prectices between us Do we have salesmen / how do they work?

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How could we support each other regarding regional and business approach

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  1. How could we support each other regarding regional and business approach G. Kechribaris December, 2nd and 3rd 2013

  2. Marketing support of each other We need direct exchange of information on marketing and sales prectices between us • Do we have salesmen / how do they work? • Do we have external consultants? • Do we pay advertisment and where and how much? • Do we participate in exibitions? • Do we employ external sales resources? • Are there sample contracts? • What do we expect from the external consultants? • How much do we pay for advertising? • Is there common plans to marketing? (intercompany, Regional, inter – Regional, Global) G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

  3. Marketing support of each other For all these questions to be of value to you, then you should start talking between you and above all exchange: • information, • valuable experience, • failures • Successes • Best Practices To start our today discussion I will put on board what I think is more important. The outcome of our discussion should be to all of us. “Food for Thought” “Fuel for actions” G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

  4. Marketing support of each other I start with a very simple statement: “We are an engineering company” Therefore we provide technical services and NOT sales or marketing! I will add: If we don’t sell then we will not provide technical services WE HAVE TO IMPROVE ON MARKETING & SALES!!! HOW?? How do we market our services? • Internal efforts • External subcontracting G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

  5. Marketing support of each other How do we make sales Existing back office staff (mailing lists, phone follow up, etc) Existing technical staff (directly to the client, synergies between departments) • Internal Devoted salesmen (door to door, client segments, KAM etc) Marketing companies (promotion, advertising, social media, public relations, image making etc) • External Marketing fee (finders fee, new sector, new regions) G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

  6. Marketing support of each other Does it worth to: • Make our company known to clients • Improve our image • Pay for advertisements (where?) • Pay to participate in exhibitions • Door to door sales • Telephone sales • Mailing lists to customer groups • Technical article publications • Indirect advertisement through clients • Site links • Motivation to employees • Internal synergies within departments • Intercompany synergies G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

  7. Marketing support of each other It seams that all of us have experiences and ideas in most of the above. What is missing is: A common understanding on the most successful MARKETING and SALES practices and a roadmap on practical steps to implement If such a toolbox was developed within TUV NORD then everybody (irrespective of company size) could utilize the experience of others to successfully improve the market position of his company G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

  8. Marketing support of each other Remember: • Without clients you have no job! • To get clients you need to be pro – active and follow specific techniques as discussed above • As a toolbox, is still not available, talk between you and act accordingly! It is that simple G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

  9. Marketing support of each other Name des Vortragenden │ Abteilung │ Ort, tt.mm.jjjj

  10. Thank you ! G. Kechribaris Mediterranean & Middle East Regional Manager G. Kechribaris│ Marketing & Sales Meeting │ Dusseldorf 02.12.2013

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