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Découvrez le groupe
et ses métiers en 3 min
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Preliminary prospecting missions
Present since 1991 on the markets of Eastern Europe, India, Algeria and now in Canada, we perform prospecting missions with the aim of finding not only customers, but also suppliers, sub-contractors, investors and partners.
♦ Important clarification:
We don’t merely make appointments using an address book then leave you to get by with a freelance interpreter.
We advise you on your general approach to the market (specific cultural and economic characteristics, etc...) and in the way to approach each contact, which we will have selected for you based on their ability to meet your requirements. We adapt our services to your needs by taking your internal organisation into account.
We don’t try and do the same job as your export department: we support it, allowing you to optimise company resources and results.
♦ Methodology:
Once your company has set the objectives and our experts have confirmed the feasibility of the project, our local team conducts a preliminary market survey (competition, customs, networks, market prices, etc...) and quickly heads back to the field to identify and select partners.
In most cases, our mission includes a “pre-negotiation” meeting with the selected companies in order to establish exactly what they have to offer. In France, our coordinator liaises between your company and our foreign-based employees. You are systematically informed of the progress of our work and any questions and remarks from our customers. You receive reports on every meeting with potential partners.
You only travel to the country in question for a few days to meet the best potential customers or suppliers that you will have assessed and selected.
Through our in-the-field prospecting work, we provide you with as much information and additional services as possible (these are included in our prospecting budget) with the aim of giving you the best possible chances of success on the market in question. You can then make strategic choices with full knowledge of the facts (selection of a partner or partners, positioning, etc...). You will have all the necessary information at hand and retain control of your development.
♦ Our commitment:
If in the course of our involvement we have doubts about your chances of succeeding, we tell you about it. We then jointly decide on the next steps to be taken.
You can always contact our teams for advice and assistance over the weeks that follow your trip to the country: contact follow-up, logistical information, product approval, etc… Our Market Expert in France will help you assess your needs and the conditions for involvement over this follow-up stage.
During the launch stage, the SALVEO Group also gives you the opportunity of benefiting from a genuine "outsourced subsidiary" that is fast, effective and experienced.
The preliminary prospecting mission is an ideal product for companies wishing to both learn about a market environment and start making business contacts.
♦ Recommendations:
Choose a partner who works in the field and make sure to avoid any consultants who are not based in the country and sell a “business network”, trips, theoretical knowledge of a market, etc. Always keep in mind that an independent consultant will inevitably be cheaper to begin with (no fixed charges, no significant capital, no long-term organisation, etc...) but will cost you much more in the long term.
This also applies to firms who don’t possess their own set-up abroad and use local sub-contractors. Let’s be serious, do you want to buy added value or cover the combined profit margins of multiple middlemen?
The SALVEO Group and its subsidiaries the FREX Group, INVINDIS and CEFRAL are known for their operational approach and their ability to assist company development.
Before choosing the service provider who will make this first approach, ask yourself a certain number of essential questions about their set-up and actual ability to help you both now and in the future.
Before choosing the service provider who will make this first approach, ask yourself a certain number of essential questions about their set-up and actual ability to help you both now and in the future.
For a preliminary Export prospecting mission, the key question is without a doubt: does the service provider have actual sales experience in the country or have they merely seen and heard others do so?
♦ How it works:
We firstly help you to draw up a set of specifications, notably including the profile of the prospecting targets.
The mission principally consists of the following elements, but remember: we only offer tailor-made solutions. These different points can therefore be adapted on a case-by-case basis :
► Translation of a company presentation into the local language(s)
► Identification of potential partners
► Meetings with contacts for assessment purposes
► Delivery of your brochure and presentation to each company in the local language(s)
► Approval of each contact by our mission coordinators
► Joint selection of the prospects: you approve our results
► Organisation of your appointment schedule
► Logistical organisation of your trip
► You are accompanied to appointments by your Mission Coordinator
► Debriefing after your business meetings at our office
► Preparation of thank you letters for potential partners
► Analysis of the next steps to be taken
It can be worthwhile to schedule this kind of mission around the time of a local trade show. We will include a well-prepared visit to the trade show in your schedule.
As well as these business appointments, our local experts will do what is necessary to provide you with information and documents on the country and market in question both before and during your trip.
As well as these business appointments, our local experts will do what is necessary to provide you with information and documents on the country and market in question both before and during your trip.
This Preliminary Prospecting Mission includes a set of services that we will be very happy to present to you at a meeting some time in the near future.
♦ Warning!
However interesting and successful it may be, all prospecting work requires follow-up by the company: this means resources and time. Are you aware of this?
We conduct an in-house assessment of the company’s project before preparing any sales proposals. If we have doubts about the company’s ability to achieve the set objectives (poorly adapted product, highly-competitive sector, insufficiently structured company), we let the company know. The company can then decide either way with full knowledge of the facts.
We reserve the right to refuse to work for a company that we do not feel capable of satisfying.
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