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Prime Management - Export Management Services
Prime Management - Export Management Services

Export: Strategy and operations to
open up new
business opportunities abroad.

Prime Management - Export Management Services
TEM

TEM is not a consultant! Today it becomes a new point of reference within the departments of companies that decide to start internationalization processes.

Prime Management - Export Management Services TEM – what added value does it bring to the company?

TEM brings its proven skills in the field of internationalisation to the company, methodically accompanying and operationally supporting the commercial departments in the phase of entering new markets.

Prime Management - Export Management Services

Study and preparation of the company

Prime Management - Export Management Services

Company check-up

Sector, product, positioning, competition.

Prime Management - Export Management Services

Customer identification

The type of customer most relevant to the company's business

Prime Management - Export Management Services

Identification of countries

The most strategic countries to export to

Prime Management - Export Management Services

Promotional tools

Revision/adaptation or drafting of promotional tools, including digital ones for presentation of the company

Prime Management - Export Management Services

How

01

Creation of a panel of contacts consistent with the company's commercial strategy

02

Direct contact, in the reference language, with the correct contact persons of the companies mapped for the presentation of the company and for the obtaining of inquiries

03

Follow-up activities (inquiries, sending of estimates aimed at obtaining orders, possible support in the management of new customers)

Why a TEM in the company?

Prime Management - Export Management Services

Skills

They boast multi-sector skills

Prime Management - Export Management Services

Scouting

They are a figure that is completely dedicated to the scouting activity (search for new customers)

Prime Management - Export Management Services

Coaching

They transfer an operating method to internal resources, also supporting them in the case of commercial negotiations or customer visits/trade fair events

Prime Management - Export Management Services

Habits

They know the market habits of foreign markets

Prime Management - Export Management Services

Method

They work methodically and on a weekly basis, contacting potential customers who have not yet been approached by the internal sales team

Training

Prime Management - Export Management Services

Training support

They transfer tools and methods to the internal people that compose the sales office.

Evolution

The Export Manager in Temporary mode with digital skills.

This is an external figure to support companies, but in addition:

01

They update and verify the status of the company brand

02

They support the development of new corporate promotional materials

03

They identify the most suitable marketing tools

04

They manage editorial plans and creative contents

Prime Management - Export Management Services

Case study

Prime Management - Export Management Services

Metalworking company.

Sector of mechanical machining for automotive. Since 2010, it has been designing and producing oil separators for machine tools with its own brand recognised both in the domestic and in the foreign market.

Markets: Europe, Switzerland and the UK.
Historical customer: we have been working with the company for years.

Actions

Foreign oil separator sales project. Primary analysis of competitors, main outlet markets and price positioning. Research and contact of the main distributors of refrigerant oils in the industrial sector. Preparation of the product range presentation through the main digital channels and in the reference language versions.

Results

The commercial development activity has made it possible to structure a solid distribution network on strategic countries. Today the company exports to 9 European countries and export represent the 30% of the total turnover of the company.

Prime Management - Export Management Services

Company operating in the Plastic Rubber Sector.

Design and production of industrial gaskets for the main industrial and medical sectors.

Markets: France and the DACH area.
Two-year Temporary Export Management project.

Actions

Analysis of the reference markets and definition in agreement with the company management of the main sectors to be considered. Mapping of target companies, profiling of a panel with names of direct company representatives belonging to the markets to be developed.

Results

Through 22 months of activity divided into 16 monthly hours of in-company activity and outsourced the company obtained:

  • no. 3 new continuous customers who send annual orders
  • no. 19 requests for offers generated with direct management
  • no. 3 company audits obtained
  • no. 35 companies contacted and passed internally to the commercial technical departments for the management of orders based on customer drawings
  • panel of approximately 500 profiled and target contacts that remain the property of the company.

Prime Management - Export Management Services

Metalworking sector.

Manufacturer of metal and polyester fashion accessories (buttons, studs, zip pullers, buckles …)

Actions

Status quo analysis of digital communication tools. Creation of the LinkedIn company page with Content Marketing actions for the creation of texts in line with the needs of internal management. Development of a social editorial plan. Creation of targeted and contextualised DEMs with respect to the company's value offer drawn up in the Italian and English language versions. Drafting of periodic information leaflets for in-depth analysis of company issues that support the sale of values by the sales team.

Results

The constant publication of content has led to a considerable increase in followers (45%) and page interactions that is completely organic, supporting the commercial departments for prospect contact activities. Positive feedback from loyal customers after evaluating the material sent to whom the sales force then proposed upselling actions.

Prime Management - Export Management Services

Start up that produces fickerts / brushes for the polishing and finishing of stone surfaces.

Actions

Creation of coordinated image for the launch of new products:

  • Logo restyling
  • concept and creation of a company profile to be used for promotion and during the Marmomac trade fair
  • website design.

Results

A coordinated image was created in line with the corporate objectives: to present an existing and low-tech product on the market with a modern and easily recognisable vision. We worked to ensure that brand recognition remained impressed even on an audience that did not strictly belong to the sector.

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Informativa Clienti - Informativa Fornitori |
Tailor made by eWeb