Objective: Prospection and selling in Europe
Project background:
Sudima Panels Co., Ltd. has established a manufacturing facility in Vietnam in 2008. The facility has a total of 500 employees with a production capacity of 1000 CBM per month. Kitchen Cabinet Doors, Drawer Fronts, Solid Doors, Finger Jointed Boards, and Edge Glue Panels.
In 2018 Sudima has the plan to expand its presence in Europe and, as Source of Asia had brought some customers to them in the past, they asked us to build an export plan.
Solutions:
We started with a brief market diagnostic to evaluate the potential of the European markets. It helped us to select which products of their brand were the most promising and to focus on key markets: France, Belgium and England. We also checked the certifications requirements to enter each targeted country.
Then, our sales team implemented a whole prospection plan through several steps:
- Listing some potential buyers and importers (online, through local fairs and existing databases)
- Preparing and sending appropriate marketing information to these leads
- Initiating first contact in the name of Sudima
- Introducing qualified leads to Sudima sales team for follow up
- Visiting local fairs to generate direct contacts with large European importers and distributors
Result:
This 6-month action plan allowed Sudima to quickly know which markets to focus on and which products to promote. We qualified and introduced them to more than 30 qualified leads with whom Sudima sent offers.
According to Sudima: “It would have taken us probably 1 year and a half, with several costly trips to Europe, to cover the scope of work done by Source of Asia in 6 months. That was a quick way to boost our prospection and generate leads for our sales team”.