New Prospect Identification & Screening
You have to kiss a lot of frogs before you find a prince
The sentiment behind the tag line for the cartoon can be equally applicable to supplier and customer alike. Industrial markets contain a large number of customers and an even larger number of potential suppliers of products and services. However, many customers will comment that in spite of their number, few suppliers truly understand their specific requirements. Equally, suppliers comment that they are unable to obtain their expected return on investment because the customer does not value or recognise the unique added value benefits that are available from the supplier's product.
For a supplier where this mismatch occurs, the consequences are likely to be a requirement for increased sales effort, reduced profitability and heightened instability of business as the competitive rivalry becomes solely based on price.
For the customer the inability to find a supplier that is an exact match for their requirements increases their cost of procurement, reduces their potential add value to their operation and encourages the view of commodity based purchasing.
SMC Ltd's screening analysis tool is designed to provide an independent review for a client to match their core competitive strengths with customers who are most likely to value these attributes. The analysis provides the client with recommendations on the best targets and the sales approach to be employed.
posted on 05 Jun 2008