Building a profit centre of USD36 Million
in annual sales within 4 years
Starting from scratch, Sino Swiss Engineering Ltd has helped a high-tech firm, the owner of a globally patented digital inkjet technology, to successfully launch and sell its digital inkjet printheads to the wide format printer-manufacturers in the outdoor graphic industry.
This led to the creation of a profit centre in China, where its annual sales figure of USD36 million in 2004 reflected a massive increase from its annual sales turnover of USD 1 million in 2000 in Asia!
This is how we helped them do it:
- Encouraged and helped the client participate in commercial signs and graphics exhibitions across Asia to introduce its new high-tech printing technology, which replaces the old “airbrush” printing technology, to all wide-format printer manufacturers. The client’s product portfolio was strategically showcased at these exhibition events held throughout China and other Asian countries like Korea, Taiwan and Singapore.
- Contacted and visited associations of high-tech business services in each market to source identify potential customers from the printing and graphics industry, likely to use the new technology.
- Promptly built a key customer base in each market, including that for China, Korea, Taiwan and Singapore, identifying customers who have been using the client’s new digital printing technology. Key customers were also offered co-sponsorship of printer projects.
- Hired local Chinese engineers and trained them at the client’s headquarters in Europe, to form a frontline customer-service force capable of helping product end-users from the Asian region with the usage of products and swift integration of the new technology into the new type of digital printers they were using.
- Built up a highly efficient sales force to respond smoothly to the many sales inquiries pouring in from all corners of China, to reinforce confidence of both potential and existing customers in the client’s products.
- Invited all customers to annual seminars for product updates, where they were encouraged to purchase the client’s latest product innovations to stay ahead of the competition.
- Offered attractive volume discounts to customers if printhead order volumes attained or exceeded a specific monthly quota.
- Maintained the client’s market share in China for its digital printhead technology well above 60%, against the competition primarily from the United States, while a campaign was undertaken to build greater brand awareness in the industry.
- After this lucrative business build-up, the principal in Europe decided to create a profit center in China which has since generated an important income stream for its worldwide business operations!
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