HOME » CASES » SALES DEVELOPMENT
Case: Sales Development
Business Issue
A leading manufacturer of high-security document supplies asked us to help market their products to a large national security printing organization in Asia. Their products have been used globally but often security printing organizations do not know the company as these products are marketed through intermediate parties.
This marked their attempts to market their own products directly to end users and come to NanoMatriX for advice. The manufacturer's objective was also to participate in the fast growing demand of high-security materials in the specified country.
Our Approach
Through our connections with the targeted government organization, we identified the procurement procedures and conducted several meetings with branches and departments within the organization. Recognizing that our client lacked presence in Asia, we further recommended leveraging on our extensive network throughout the region to replicate our approach in more countries thereby increasing the manufacturer's sale opportunities in the region.
The Result
Within a short period of time, NanoMatriX identified the appropriate departments and decision-makers within the targeted organization. After several on-site meetings, we identified two projects of interest. This led our client's R&D department to commence the required physical and chemical material tests to qualify their products for potential use in upcoming security document projects.
In parallel to the country specific consulting project, NanoMatriX also identified the potential need of our client's products from two security printing organizations in other countries. One of them had recently upgraded its facility and needed further high quality supplies to expand its portfolio and participate in international government tenders. The first sales orders were placed only 15 weeks after project start.
