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Go to Market and Sales Strategy
Assisting in developing and implementing the right market and sales approach to a selected international market. Making certain that Go-To Market strategies laid out in the Business Plan have every chance of early success. Practical advice and active participation in its implementation, reducing the “Time and Cost To Market” cycle and being in front of the customer first, before your competitors. Helping in setting Business Goals, which are clear goals. Goals, which show you “where you want to go”. How else will you know when you have arrived, if you do not know where you wanted to go? As I said “practical advice!”
International Contacts.
Assisting in establishing and maintaining business contacts especially in North America, Europe, Asia/Pacific but also Latin America. We possess high-level business contacts in these worldwide markets in various technology sectors.
Establishing and Managing Companies and Foreign Subsidiaries.
Our experience in establishing or managing subsidiaries has been in North America, Europe and Japan with “Start-Ups” and Large Corporations. We provide advice on location, fiscal regulations, local customs as well as management of these organizations. Because of our practical experience in and knowledge of foreign markets we fully appreciate the opportunities but also the risks and costs involved when developing a foreign market.
Sales Plan Development and Execution.
Advice on sales plans with clear objectives, its implementation and successful execution, determining the sales channel like direct sales force or distributed channels and keeping a watchful eye on the trends, growth patterns, image and the competitive environment in the targeted markets like Europe, North America or Asia.
Business Long Range Plans
with measurable goals, action steps and precisely defined “quarterly” checkpoints.
Direct Sales Force/ Distributed Channels/ Strategic Alliances
Assisting in building a direct sales force, a network of distributors or forming strategic alliances internationally. Certain countries have strong traditions of competent distributors but others require a costly “Go-Direct approach”. The right choice of the sales channel will have an important impact on your success and balance sheet. Strategic alliances are a necessity regardless the chosen distribution model.
We have formed key strategic alliances, built and managed distribution networks as well as direct sales forces globally with “Start-Ups” and Large Corporations alike; we selected, developed and retained Professionals especially in Sales and Marketing but also in Finance and Administration.
Our advice in this area is of a practical nature, it is “hands-on”. It includes negotiations of distribution/strategic alliance agreements, management of direct and indirect sales channels by measuring performance and taking appropriate action steps to ensure success, even high-level sales calls.
Sales Training and Communication Skills.
Selling internationally is challenging. Customers in foreign markets often meet with highly skilled Sales Professionals, which are well trained in Large Account Selling and Communication Skills. We will provide an introduction into sales techniques and communication skills as practiced by American and European Corporations. We teach territory management, consultative selling, handling objections, group selling, boardroom selling etc. Sales techniques and Communication Skills, necessary to compete successfully in Brazil, the United States, Europe and Asia. Harald Lotz was an instructor at IBM Sales School.top
Financing:
Furthermore, we offer assistance in working with Investors like Merchant Banks, Venture Funds, attracting and securing working capital in North America. In Brazil we offer the same assistance in cooperation with Sao Paulo based investment firms. Harald Lotz is a Member of the Board of INVESTTECH in Sao Paulo.
Legal Services:
We offer legal services in the areas of corporate, international law and have a partnership with a long established Sao Paulo law firm, specialists in Brazilian corporate taxation matters.Languages:
Our Sao Paulo based professionals speak fluently English, German, French, Spanish and Portuguese.