Prospect Qualification

Our Process for Assessment of International Prospects - Key Points

The following Key Points are a guide we use in assessing & qualifying future export business partners or buyers, whether targets are end users, distributors etc.

Our work is a combination of promotion, sourcing this information and establishing and building a rapport with the prospect to best meet the objectives.

•  Market Shares & Sales volumes of associated products, by quantities and value

•  Other key agencies held, years with these, changes expected.

•  What are significant trends, reasons for any brand changes

•  What geographic areas are realistically covered.

•  What market segments are targetted, and covered.

•  What are considered selling points for these products

•  What obstacles are foreseen for product in this market

•  Suggest promotional method and budgets

•  What extra market information is required

•  Distributors expected size and frequency of ordering

•  What stocks would you aim to hold

•  What servicing arrangements are available

•  Market position relevant to competitors

•  Who would be responsible for these products market development

•  What are future plans of company - Source company profile and brochures

•  How many customers are visited regularly

•  Number of sales calls per month per salesman

•  How often is each customer seen each year

•  Average customer order size expected

•  Years in business

•  Names and ages of senior executives

•  Number, and Names and ages of salesmen

•  Memberships of trade associations

•  Details of bankers

This is the beginning of hopefully a long and profitable relationship ...

Ask for details - Email excel@excelink.com.au

or Call Sydney 02 8213 3225 or 02 9957 1099

Melbourne 03 9017 6862   Brisbane 07 3137 1607    Perth 08 6364 3651

Fax: (02) 9997 7122

Send mail to team@excelink.com.au with questions or comments about this web site.
Copyright © 2006 Excelink International P/L t/a Excelink Pacific
Last modified: 05/27/08