Establishment of Sales Channels

Primarily targeted at small to medium sized business which have established a small regional presence and now wish to quickly establish sales channels for their products and/or services in multiple countries throughout the region.

Sales channels can be direct or indirect. Direct channels require the client to set up infrastructure – sales and service, recruit local talent, develop business plans and execute these plans to perfection. Indirect sales channels require reliable long-term partners who share the client’s vision and mission and who can be relied upon to put in their own resources to match or exceed those put in by the client.

Acquiring the right partners on a pan-regional basis is a difficult and challenging task for most new regional entrants. Finding partners who will remain in place for the long-haul and who share the client’s vision requires extensive personal and business networks to be in place – something not readily available to most new entrants or clients wanting to grow a small existing sales channel into something bigger or more widespread.

Pulse Media has extensive personal and business networks in place – small to medium local companies with intense customer focus and who are looking for new products and services to add to their portfolio.

Our work in this area would encompass the following:

• Understanding the Client’s Exact Requirements for
  • Direct Sales Channels
  • Indirect Sales Channels
• Identification of Suitable Indirect Channel Partners
• Introduction of Partners to Client
• Formulation of Joint Business Plan – Client and Partner
• Formulation of Business Plan for Direct Channel Establishment
  • Resources Needed
  • Business Plan – Revenue/Cost/Expenses
  • Organisation Needed to Meet Business Plan
    • Sales
    • Service
    • Other
• Identification of Local C-level Structure for Direct Channel
• Interim Management of Direct Channel, if necessary