ASC value proposition-f

Asia SalesChannels Ltd.


Solutions to Sales Channel Development in Asia


What do we do

• Asia Sales Channels Ltd. is a specialized consulting and business advisory firm focusing

exclusively on sales channel development and management across the Asian market. Our

clients usually come from manufacturing & engineering industries.

• We would like to be your business development partner if your company:

• Is considering to enter any country in the Asian market

• Wants to increase it’s sales volume in the region and the main route to the market is

through distributors, agents, system integrators or other types of third party channels

• Thinks, that perhaps your current channel partners are not the best possible and you

are not able to capture your share of the market

• Wants to develop business processes related to developing & managing sales

channels

• Wants to develop a differentiating competitive advantage by excellence in sales

channel management.


• Globally, product and technology are becoming less important factors to obtain sustainable competitive advantage. Product-based differentiation is harder to sustain.

• Service, support, channels and the people in the channels are increasingly making the difference – influencing the customer experience. The product or technology is often only a part of that experience.

• Companies – big and small are now discovering that sales channel competencies are of strategic importance and are investing heavily in it by training and recruiting.

Sales Channel Management – a challenge to every company


Sales Channel Management – Your Opportunity!

We see this as an opportunity for companies to differentiate from the competition and at the same time improve competiveness, shorten the time-to-market and increase revenues!

• Building a customer intimacy strategy, providing solutions that are adapted to specific customer situations, and delivered to the customers through individually tailored channels, is better achievable and more sustainable for most companies than price- or technology strategies.

You can improve your business performance by developing your channel management capacity and capability in such a way that:

1.Your offering addresses exactly the needs of the target segments

2.The right channels are designed which can deliver that offering to the pre-defined target segments

3.The market opportunity is addressed quantitatively


Sales Channel Management – a challenge to every company

The most typical partnering pitfalls:

• We expect that we can get additional

sales with no cost

• We expect that we are automatically an

interesting discussion partner for them –

only because we have arranged a

meeting...

• We expect them to see the future as we

do

• We expect that they know as much as we

do and update themselves constantly

• We expect that by telling once the

responsibility has shifted from us to them

• We expect them to understand their role

fully

• We expect their interest to be aligned with

ours

• In a partnership model no single entity is

in charge of the total value chain – can we

live with this?


Some Special Charasteristics of Asian Markets

• There is no one homogenous Asian market – analyze and select the right markets for your company and

products

• There are a lot of so called “opportunistic” trading houses, which are eagerly looking for principals and

suppliers from all over the world for example at trade fairs

• It is not a big challenge to find a sales channel representative for any company – the real challenge is to get

the business going

• Often the channel partners would like to represent your products in several markets in Asia. Watch out as this

has very seldom proved to be successful

• There are also several channel partner candidates available from your home country – easy and safe option

perhaps, but how does your end customer value them compared to truly local companies?

• Asia is full of trading houses whose main sales argument is the price – it is challenging to find partners

capable for value selling

• Technical competence is often poor

• Very often the initial investment cost is the only thing that matters when selecting technologies and suppliers


What is the

size of the addressable

market for our products? Are we

competitive in this market?

You have questions – we have solutions!

Quantify

the

opportunity and verify

competiveness

Development of offering

Go -

No-

go?

End customer

buying

behavior

analyses

How should our offering be delivered to

end customers? Do we have required

resources and competences in house?

Define channel

structure &

channel

responsibilities

Who are the best available partners who can deliver our offering together with us to

end- customers? How do we manage our business development in this market from

now on?

Long &

shortlisting

partner

candidates

Partner

agreements &

joint business

development

1 Is this market interesting for us? 2

3 4

Understanding the end- customer segments

Aligning resources Partner search & management

Development

of channel

mgmt tools

and

competences

??

?

??

?

??

???

?

OK, there seems to be enough potential here for us, but is our

current offering competitive? How can we win business here? How

we can differentiate from our competitors?

Development of

ideal partner

profiles


Our Approach

Evaluate &

Kick Off

Get ready

Investigate

Execute

Manage

• Your company’s situation, needs & objectives

• Kick off the project, agree scope, deliverables, resources and schedule

• Develop sales channel concept & tools

• Develop channel partner- and end user- specific value propositions

• Develop channel management competence

• Size of the addressable market by segment

• Business segments’ “ecosystems”(competitors, end users, channel partners etc.)

• Key facts of the market

• Decide channel strategy and structure

• Identify, contact and engage best available channel partners

• Joint market development plan

• Establish and manage sales funnels

• Support & follow-up

Working in

the

company

Working in

the target

market


Asia Sales Channels - Competitive Advantage

Asia Network

Hands-on Sales Coaching and Joint

Sales

Industry Expertize

Sales Channel Development

Process Know-how

Client Success

Coverage of Asian

markets through local

industry specific experts

From strategy and

planning to real-life

selling and joint sales

Consultants have a solid

background in leading

international businesses

Unrivalled consulting

methods & tools for Sales

Channel Development


Asia Sales Channels - Competitive Advantage

• The founder of Asia Sales Channels has almost 20 years of consulting

experience in Asia having lived and worked in China and South East Asia.

Over the years he has established a unique network of industry specialists

covering all main markets and numerous industry sectors including for

example cleantec (renewable energy, environmental technologies, clean

processes and energy efficiency), healthcare technologies, ship building,

machinery for various industrial applications, food industry, power production

etc.

• For client projects we will always hand pick the best available experts

depending on the clients’ needs and project requirements. In this way we can

collect the state of the art pool of competences for the benefit of our clients in

the most cost efficient way. The pool of competence always includes industry

knowledge, market knowledge and channel development knowledge


1. Create sales in new markets in Asia

2. Improve sales in existing markets

• Co-creation with You and your clients

• Proven global network of professionals

Asia Sales Channels - Value proposition


Asia Sales Channel ltd. can help your company in the most

important Asian markets including

★ China (Shanghai & Beijing)

★ Hong Kong

★ Japan

★ South Korea

★ Thailand

★ Malaysia

★ Singapore

★ Philippines

★ Indonesia

★ Vietnam

★ Myanmar

★ India

★ Australia

Asia Sales Channels Expert Network in Asia


Thankyou!

Visit our website for more info:asiasaleschannels.com

Documents

ASC value proposition-f