Our Four-Step Process

You expect us to develop new market segments swiftly and successfully. Alongside the customized approach that embraces your unique competencies, the PBS Sales team follows a highly efficient four-step process to market.

Sales Process Step 1

Preparation

  • Assign the Key Account Manager and sales team

  • Training on-site at principal’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

Sales Process Step 2

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 principal, with regular reviews and adaptations

Sales Process Step 3

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 principal

  • Obtain RFQs, support quoting process with principal, 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

Sales Process Step 4

Account Management

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

  • Lobby; regular contacts 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 visits with principal executives to customers

  • Do reporting, budgeting and forecasting as per directions of principals

Video: Our Four-Step Process