Overseas marketing is our expertise  Tel: +86 020 38905543  QQ: 1538739059

We help you build profitable international relationships

What is a marketing channel?

A marketing channel:

• Shows the positioning of your company between her suppliers and her marketing intermediaries or (direct) customers in her relevant markets;
• Is designed according to the Marketing Strategy of the company.

The Conventional Marketing Channel according to Kotler and Armstrong

When do you need to redesign your marketing channel?

The marketing channels of a company that is ran according to the production-concept is simple:

• The factory primarily supplies price-driven importers, wholesalers and / or traders and makes money on trade volume at low margins.

However, when a company is implementing the marketing-concept / is changing it's Marketing Strategy it probably needs to:

• Find new (kinds of) distributors and / or sales-agents and / or
• Develop (new) relationships with retailers and / or other kinds of (end) customers.

This to enable a company to:

• Make money on her (newly found) added values and / or
• Cash-in on the brand-equity built by Brand Marketing.

Why New Thoughts?

• New Thoughts has extensive experience when it comes to developing marketing channels.
• New Thoughts' Western consultants have first hand knowledge of the overseas marketing channels.
• New Thoughts has a good network abroad.

New Thoughts' Western consultants can advise you how to (re)structure marketing channels and - intermediaries overseas.

If you need help, directions, a design for your company's future marketing channels overseas: Then ask New Thoughts. Overseas marketing is her expertise!

How does it work?

New Thoughts' Western consultants of the International Sales and Customer Service department are usually hired on an hourly basis for a specific project. However, the entry-level service mentioned below is executed for a fixed price.

Entry-Level Service

The International Sales and Customer Service department has an entry-level service available that will teach your company how to find and select foreign distributors and - sales-agents in one day:

Learn How to Find & Select Foreign Distributors and - Sales Agents in one day - for 5.000 RMB per participating company

In two sessions of a half-a-day each, New Thoughts' Western consultants teach a group of maximum 9 people (maximum 3 different companies with maximum 3 representatives per company) how to find and select foreign distributors ans - sales agents.

1. Analyse Marketing Channel Needs: The Western consultants will ask lots of questions: What is your company's Marketing Strategy? Who are your marketing intermediairies / customers to be? What are samples of recent succesful partnerships? Etc.
2. Find potential Distributors / Sales Agents: Analysing your marketplace / channels and primarily unsing the internet and phone they show you how to find potential distributors and sales agents fast.
3. Explain Western way of Communication: The Western consultants will explain the differences between a typical Chinese selection methods based on guanxi and Western selection methods based on added value and performance.
4. Select Distributors and Sales Agents: The Western consultants will teach you how to select foreign distributors and sales agents while making optimal use up the transparancy of foreign marketing channels and communicating in a direct and expressive way.

Agenda:

For more information on New Thoughts' Entry-level Services and Training & Workshops click on one of the links below:

• Make your New International Value Proposition / 'Pitch' the Western Way in one day ( click )
• A New International Marketing Strategy for your Company in one week( click )
• Recruit Sales - and / or Customer Service rep(s) for your Company within one week ( click )
• Upgrade the quality of your International Emails and - Quotations in one day ( click )
• Learn how to promote your Company / Product on Specialized Media ( click )
• International Sales Training: The Program and Agenda ( click )
• Workshops on Brand Marketing ( click ) and Design ( click )
• Customized Training ( clikc )

10 free thoughts on marketing channels:

1. Do make sure you understand the overseas marketplace and - marketing channels yourself: If necessary, let professional marketers that know your target market(s) research marketing channels and - intermediaries first.

2. Do get professional help when selecting foreign partners for your marketing channel(s) from consultants that know your target market(s): That's almost always faster and more effectively than doing it yourself. Do not wait to be found by buyers, but go look for the the partners that can really make things happen for you.

3. Do make good contracts and actively protect your interests when working with foreign partners: Make sure you comply with all local and international laws, rules and regulations and select a local legal partner that helps you enforce.

4. Do not let anybody tell you that developing a strong international marketing channel or even restructuring to a vertical marketing system is easy: It requires power, significant investments, takes time and should be done with focus and professionalism.

5. When developing your relationships overseas, do keep in mind your long term marketing strategy: How do you want the marketing channels next year - and in three years from now to be organized in terms of distribution, sales - and customer service organization and the ownership of brand-equity that has been built?

6. Do realize that building and maintaining strong international marketing channels in general and building and maintaining vertical marketing systems specifically is something else than making a one time sale at the Canton Fair: It's about long term partnerships and often requires local presence.

7. Do realize that competing on more than (low) price in general and focusing on brand-name exports specifically requires a high level of skills for your international sales - and customer service organization.

8. Do develop your marketing channels overseas consistently: Bring focus into your relationships by identifying market segmentation and making clear choices in market targeting and product differentiation and - positioning.

9. Do develop any partnership overseas with respect for - and in mind the local culture, - history and stage of development: Do not think light of prejudices.

10. Do get in-touch with one of our Western consultants in the International Sales and Customer Service department now: Call (020) 38905543; 38860668 Extension 1011, send an email or contact us via this website.

 

Mr. Rogier E.A. de Jong B.Ec. MBA, CEO of New Thoughts, is heading the Strategy & Planning department personally.

In his consultancy practice Mr. De Jong specializes in Brand Strategy and developing strong international Marketing Channels.

Mr. De Jong works from the marketing proverb "narrow your focus and dominate your markets". He is confident that Chinese brands will conquer the world the next decade and is proud to be one of the "marketing mercenaries" that will facilitate this development.

For more information, please contact:

TEL: +86 20 38905543
FAX: +86 20 38776593
EMAIL: info@xinsiwei.cn.com