Market evaluation

Market Evaluation- extract
from white paper....
1. Introduction – a new approach

When organisations are deciding on entering a new market they immediately think of two main approaches. Firstly, setting up their own subsidiary or secondly setting up someform of distribution channel. Each of these entails set up costs and risks. If the risks can be minimised and justified then the expenditure may not be a problem.

This paper outlines a potential methodology to be used when entering a new market, whether this is a new product or an existing product in a new territory.
This paper is of interest to CEOs and international operations directors and investors, Angels and VCs looking at supporting and investing in companies planning expansion, in new markets and products, particularly overseas.

2. Market Evaluation Options

A market evaluation is relevant in several situations:

· The Start-up and Early Stages of an organisation’s lifecycle.
· As part of the Seed phase
· Expansion phase and can be used as a replacement or addition to a traditional sales force
· Entry into new market, launch of new product

The market evaluation allows a more informed decision to be made on investment and expansion, hence reducing the risk and potentially significantly increasing the return on investment.

When entering a new market a company will usually be established in its main domestic market with existing customers, reference sites, an established sales force, pipeline and cash flow.
An establishment of a small team of people to act as your new sales and marketing

operation in a new market can cost many 100ks pounds/dollars.
The cash to fund the expansion can come from internal cash flow and profits or from external investors. This cash will be used to fund setting up the new operation. This may be an overseas expansion or the launch of new products and services in existing markets.

The methodology outlined below allows an initial market evaluation to be undertaken for between £10 and £30k. Our sales outsourcing whitepaper and brochure looks at some of these costs in more detail.
With a positive result from the evaluation the organisation can then more confidently plan the ongoing expansion and be happy to commit additional investment

Continued.....
To
download this white paper in full please visit the Selling People web
site here and follow the white paper link
towards the bottom right of the page.

Alternatively
contact Julian Poulter at 01494 790855 or email: enquiries@sellingpeople.biz