Sales Briefing Schils - the Netherlands

Roy Claessen 1371428

Andrea Moonen 1326724

Kayleigh van Hoorn 1316370

Rachelle van der Zwan 1361023

SALES BRIEFING

Degree Programme in International Business

2014

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SALES BRIEFING

Claessen, Roy

Moonen, Andrea

Van Hoorn, Kayleigh

Zwan, van der Rachelle

ZUYD University of Applied Sciences

Degree Programme in International Business

December 2014

Supervisor: Overes, Ed

Number of pages: 28

Keywords: Schils, DMU, Sapphire, customer advantages and Pakistan (market).

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The purpose of this thesis was to find out how to successfully prepare and demonstrate a sales demonstration.

Management Summary

Schils is an international company specialized in young animal nutrition. Their activities include producing high quality milk replacers for calves, piglets, lambs and goats. The company is located in Sittard, which is in the south part of the Netherlands. Furthermore, Schils exports to over more than seventy countries in the entire world. The focus of Schils lays on producing high quality products and to obtain and retain a well know name on to the market. The problem of Schils in this sector is that there is a lack of knowledge and difficulties with connecting to customers. Our objective is to win a new customer in Pakistan. Schils has a competitive advantage when it comes to testing in own farms and laboratories.

The target Market is Pakistan. This country is a huge potential market since there are 38.5 million milking cows and not any European exporters are focusing on this market. This way, selling high volumes with small margins is obtainable. For Schils’s products there will most likely not be a problem concerning export because the products can only improve their own businesses instead of being competitors. Furthermore, cultural differences will not be a problem because Schils has done proper investigation and has proved this with business in India.

Our strategy is to work with distributors. This is the cheapest way of entering the potential market. Our target customer is Sapphire Dairies. Their mission is to produce good quality milk with well hygiene maintenance. Sapphire is currently one of the biggest manufacturers in Pakistan. The goal is to process the milk in an effort to provide the best quality product. Schils therefore has the perfect product to use in their company. To summarize, the customer needs are: high quality milk, a natural and economic diary product, hygiene for the Pakistani people, sustainability and a partner with experience. Possible customer reservations are: trust issues, the difference in culture and religion, a different language and import costs and risks. Possible responses are that Schils provides opportunities, has previous success in other countries and has multicultural and educated personnel. Schils is in a very good position to base their actions on and deliver on their expectations and concerns. Concerning the sales meeting, we want to build trust, a relationship and get another appointment to be able to go more into depth.