Our Four-Step Process

We develop new markets and customers for our clients in four steps: Preparation, Launch, Business Development and Account Management. A dedicated Key Account Manager guides every step, from understanding your products and applications to winning orders and supporting your new customers after the start of production. The process follows a clear structure and is adapted to your products, target markets and competencies.

Step 1: Market analysis

Preparation

  • Assign the Key Account Manager and sales team

  • Training on-site at the client’s manufacturing plant, obtain understanding of the company, its product range, applications, USP and current markets, and get to know the teams

  • Jointly identify main players, key target customers and competitors

  • Draft sales strategy, target markets and distribution channels

  • Introduce new product to PBS Sales team to share market expertise, contacts and prospects

Step 2: Market launch

Launch

  • Contact existing leads, utilize PBS Sales network

  • Make personal contact, through phone calls and visits, to introduce the product range to new customers

  • Visit & walk the key industry exhibitions for target applications

  • Maintain close follow-up, build relationships

  • Understand and balance cultures and mentalities between home and targeted countries

  • Identify end-user needs and translate to product features

  • Submit progress reports to the client, with regular reviews and adaptations

Step 3: Business development

Business Development

  • Present product to the decision makers in the key functions of engineering, purchasing, quality and finance, and understand their needs

  • Build solid relationships, pay regular visits, also together with the client

  • Obtain RFQs, support the quoting process with the client, present offer to customer

  • Regular, persistent follow-up with decision makers to close orders

  • Deliver pro-active service support, ensure accessibility for customers to become the easy-to-work with supplier

Step 4: Key account management

Account Management

  • Support PPAP/release process and SOP for smooth start-up

  • Represent the client’s interests in regular contact with all involved departments.

  • Support daily sales operations, claims, payments and delivery issues

  • Secure existing projects; identify incremental sales opportunities and future projects

  • Make joint customer visits with the client’s executives

  • Do reporting, budgeting and forecasting as agreed with the client

Video: Our Four-Step Process

In this short video, we explain how PBS Sales develops new markets and customers for manufacturers in four steps: Preparation, Launch, Business Development and Account Management. You’ll see how our Key Account Managers get to know your products and applications, approach the right decision-makers, support the path from first contact to order, and continue to look after your new customers after the start of production.

You are currently viewing a placeholder content from YouTube. To access the actual content, click the button below. Please note that doing so will share data with third-party providers.

More Information
Unblock content Accept required service and unblock content