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Presentation marketing
Presentational Marketing (PM) - work on partners search and matchmaking when a database of potential business partners is being created on the Customers request and preliminary negotiations are organized in order to present a Customer’s company and acquire the detailed answer whether a company is interested in cooperation and receive an expert estimation on profile market in the selected region.

This service includes:
  • Estimation of your business offer prospects at a regional market
  • Signification of the degree of interest in cooperation with your potential partners
  • Creation of a detailed database on potential partners that contains validated data as well as additional information that are not provided in media (territory sq, permeability and so on).

Technology

Estimation of work parameters. The Customer:
  • Defines the region: Moscow or any other.
  • Elaborates on describing the companies that he may consider his potential partners, meaning that a Customer outlines characteristics of companies that can be of interest to him as potential partners.
  • Transmits the presentational files, catalogues, and pricelist and product samples and so on.

Our task:

  1. Form a database of regional companies that meets the Customers profile requirements and comprises about 50 entries (the amount of potential partners depends on criteria described in the desirable Company Profile and the search sector).
  2. Perform telemarketing that is making phone calls to the companies from the database.
    • Identifying the person responsible for cooperation and procurement activities (the head of a company or his deputy, a sales manager)
    • Acquire updates on each company (Form sample)
    • Getting through to the person in charge of the company’s collaboration, present our Customer’s company and his business offer and make an appointment to meet for negotiations (in case when a business mission is planned the main subjects of the meetings are being outlined).
  3. Based on the acquired information and in accordance with our Customer from 7 to 10 most promising companies are selected and the meeting with IMC manager is scheduled. On receiving the necessary materials and instructions from our Customer in the course of the meeting the presentation of the Customer’s company and its products (or services) is being held and terms of collaboration are being discussed. Herewith the negotiations scenario is set in a way that enables to acquire a reasoned opinion on each point of the business offer. The outcome of the negotiations is noted and filed to the Customer. In the course of such preliminary meetings questions on profile market are being asked so expert interview is being held enabling to give a prefatory estimation of a profile market prospects.
  4. The outcome of the meetings and phone conversations from every selected company, database and expert interviews are transferred to our Customer.

In case if a Project is ordered by a network of companies

All the companies that comprise a network with its profile are divided into groups of similar distribution channels. Examples: confectionary manufacturers, premium shoes, domestic textile, furniture etc.

Further the work is conducted according to the following scheme. This kind of approach allows to sufficiently cut the partners search expenses as comparing to working with each company separately.

In case when a Customer’s company manufactures a unique kind of product and can’t join in a group, the work is implemented individually.

The outcome of the PM for a foreign company
  • Russian companies database with their summary. (~ 50-100 entries) See an example
  • Telemarketing outcome: whether companies are interested in a Customers business offer and the more detailed company profiles. (~ 50 questionnaires)
  • Outcome of presentations and negotiations with the most appealing as potential partners Russian companies, confirmation on readiness to cooperate. (7-10 questionnaires «Presentational Marketing»)
  • Expert opinion from Russian market’s main players on prospects, competition and its marketing activities, pros and cons of a Customers business offer

The Individual PM pricing - From 800 up to 1300 Euros.

Outcome and Pricing on the PM for a group of companies

This is a standard procedure package but its characteristics may vary according to a profile and Customer’s requirements.

As the outcome of this Project the Customer decides on taking a business mission to Russia in order to conduct negotiations with Russian companies interested in collaboration. The visit can be that of an independent character or organized with the help of IMC “Moscow”. See: Business mission organization.

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