14 Aug Business Development In The UK?

Would you invest and start up a new business in the UK  ?

That was the question posed by a well established tool company from Switzerland who had been trading successfully across Europe for the past 40 years who turned to PMF Marketing for help in understanding the UK market and to develop a new sales and marketing strategy for the UK market for them.

Where To Start ?

The client wanted an initial outline of how the project would be approached and  to understand what they would get at the end. PMF Marketing provided a timeline of workflow activity along with timescales, that would not only set out defining the UK market and analysing the opportunities, but would then develop an action plan, so there was something tangible at the end of the project which the client could use if an opportunity existed.

Defining The Market

PMF Marketing had a rich understanding of the routes, channels and customers in the automotive aftermarket and quickly set about mapping out the picture for the customer to develop an understanding of how big the market opportunity was and who were the big players in the market that needed to be approached. Various market data reports were used to put “scale” on the opportunity and a customer profile of each account was created.

Analysing The Opportunities

Various  business development models were then applied to identify the barriers to entry, using SWOT Analysis, Gap Analysis, Competitor Analysis and Price Benchmarking to ascertain what tactics would need to be employed to create a sales story. It was essential that there was clear identification of product USPs which would set the company apart from what already existed in the marketplace.

Some field research was then carried out to speak to potential end users about their purchasing behaviours, attitudes to the existing brands in the market and if they were open to a new brand coming into the UK. It was clear from this research that an opportunity did indeed exist to provide something “new” from a credible, quality supplier and despite some economic challenges, the market was ripe for further development.

Time For Action

Pulling all this information together in a digestible format with language barriers was not an easy task, but again PMF Marketing had experience working within the International markets, so were aware to keep the language simple. The “UK go to market plan” that was finally delivered was over 80 pages long, but was clearly structured in a way that the client could understand and could dip in and out of the different sections easily, with the executive summary, recommendations and  next steps clearly summarised.

Six months on from this exciting journey with the new client, not only was the UK go to market plan implemented, but we also helped them to open the doors to their first UK National Account with many more in the pipeline.

If you believe your business would benefit from a market audit and some fresh thinking developing a new sales and marketing strategy, contact PMF Marketing today for a free 30 minute consultation.

https://www.mpdonline.co.uk/userfiles/images/flipbook-promos/MPD-VDE-Kit.pdf