Partnerfunktion. Performed by partner. partner and producer. producer SALE MARKETING DISTRIBUTION AND LOGISTICS PRODUCTION ADMINISTRATION

Transkript

1 Den ideelle partner

2 Partnerfunktion Performed by partner Performed by producer Performed by partner and producer SALE MARKETING DISTRIBUTION AND LOGISTICS PRODUCTION ADMINISTRATION

3 Fordeling af funktioner Alle de funktioner virksomheden mener, at den er bedst til at udføre, bør udføres af virksomheden - og alle de funktioner virksomheden mener, at partneren er bedst til at udføre bør udføres af partneren. Hold for øje, at de funktioner, der er af stor betydning for kunden udføres på den mest optimale og effektive måde!

4 Funktionsanalyse Performed by partner Performed by producer Performed by partner and producer SALE MARKETING DISTRIBUTION / LOGISTICS Identification of potential customers Care of eisting customers Presentations for potential customers Definition of new projects Demonstrations Mailings Supplies Roadshow Ehibitions () Stockholding Delivery Import PRODUCTION ADMINI- STRATION Prepare installation Start of production Testing at the customer Accountancy Financing Budgets X

5 Faseopdelt funktion Fase Funktion Salgsfasen Identifikation af potentielle kunder Pleje af eksisterende kunder Præsentationer for potentielle kunder Definition af nye projekter Leveringsfasen Kick off projektmøder On-site møder Forberede installation Gennemførelse af Factory Acceptance Test i Danmark Installation Træning Opstart af produktion Gennemførelse af Site-Acceptance-Test hos kunden Servicefasen Break-down service Forebyggende vedligehold Kalibrering af udstyr Opretholdelse af reservedelslager Vedligehold i garantiperiode Finde små projekter

6 Partnerprofil

7 Partner Profile GENERAL STANDING SALES AND MARKETING FINANCIAL ORGANISATION

8 Partner Generel Produkt Marketing Engagement Faciliterende styrke faktorer færdigheder faktorer Evne til at finansiere salg og vækst Evne til at rejse finansiering Evne og vilje til at finansiere reklame og marketing Produkt og markeds ekspertise Evne til at føre lager Kvaliteten af ledelsen Image / ry blandt kunder Evne til at implementere 2-3 år marketing plan Viden om produktet Komplementære produkters "fit" Kvalitet og kompleksitet af produkt linier Standard af de fysiske faciliteter Kvalitet af "after sales" service Patent sikkerhed Evne til at installere Evne til at rådgive Evne til at foretage samling og montering Markedsviden Erfaring med kunde målgruppen Geografisk dækning Kunde service On-time leveringer Salgsstyrke Markeds andel Deltagelse i messer og udstillinger Medlem af handelsforeninger Spredning i produktmi Procent af forretning på største leverandør Villighed til at føre tilstrækkeligt lager Villighed til at allokere reklame penge Villighed til at garantere minimum salg Udelt opmærksom-hed til produktet Villighed til at inves-tere i salgstræning Vilje til at droppe konkurrende produkter Forbindelser til indflydelsesrige personer Erfaring i at arbejde med andre eksportører "Track record" med tidligere leverandører Viden om dansk virksomhedskultur Niveau af engelsk talende i organisationen Generel størrelse

9 Tænk både i krav og ønsker Nice to have versus need to have

10 Partner Profile GENERAL STANDING Knowledge of beverage industry (alcoholic and/or non-alcoholic) or complementary products in portfolio Access to customer base in the sales channels on trade Established distribution/logistic set up to import, stock and delivery products to the market Company reputation on the market - recommended by key customers i.e. major retailers, wholesalers, purchasing network, etc. SALES AND MARKETING Established business relation with major off trade Key Account (retailers) Established business relation with on trade High level of marketing skills within marketing activities such as ATL/BTL, POS, Trade Marketing, etc. Dedicated relevant sales resources on trade, including in-selling & sales support Dedicated relevant sales resources off trade, including in-selling & sales support Access to event organisation and eecution in on-trade channel On time reporting to manufacturer of market & consumer information, sales and budget, etc. Business planning and eecution skills FINANCIAL Credit worthiness to be accepted by credit insurance company (Atradius) Realistic epectations to value activity cost and profit margins Willingness to invest in the market ORGANISATION Skills in financing, accounting and other administrative tasks Language skills - local and English Access to network and relations to relevant stakeholders (authorities, trade partners, service providers, etc.) Owner/top management involvement and dedication National coverage

11 General Standing Eperience in selling women s clothing and knowledge about the tetile industry. Success with sales to multi brand stores, wholesale, and retail chains. Business ethics in line with us Recommended by key customers. Sales & Marketing Established customer network. Reasonable distribution and national geographical coverage. Continuously development of key accounts. Reputation on the market. Participation in relevant ehibitions. Familiar with providing budgetary feedback to the supplier. Dedicated relevant sales resources. Conduct 1-2 yearly events for key accounts Eksempel! Financials Credit worthy and financial strong. Opportunity to become 15-20% of the partners revenue. Organization Be able to communicate in English - support and management level. Min. 3 employees in the organization. Familiar with import documentation and banking business. Support from management.

12 Partner Support

13 Procedure Krav Funktioner

14 Support skabelon: Partner Support The partner will The company will