Client Problem
A US industrial automation company wanted to build on the inquiries and sales they had received from China. They also wanted to establish new partnerships as well as reactivate existing distributors who were not delivering sales.
Having no presence and local language support was considered a serious hindrance to sales growth. The client wanted to establish a strong presence in China with best-practices sales effort, technical support, and distributor management.
Our Solution
Our solution was recruitment of a dedicated sales manager with strong technical background and wide existing industry network, enabling fast scaling of sales.
Combined with our senior management oversight of local sales team, the client was able to quickly establish strong believable presence in China supported by local marketing material development, on-site partner training and customer visits, and on-the ground market intelligence.
Successful Result
The new sales manager provided training to existing and new partners through webinars and on-site visits, generating a consistent flow of new sales leads through increased distributor confidence in product.
Several new distributors were identified, and on-boarded, existing distributors reactivated by China sales office and customer service. In addition, leveraging our sales management know-how we’ve established regular reporting and sales tracking, which were implemented to client’s companywide CRM.
Sales growth was consistent throughout the project, reaching a 400% growth compared to project start by the fourth year.