ASSOCIATED MARKETING - EXPORT MARKET DEVELOPMENT

EXPORT MARKET DEVELOPMENT

Associated Marketing’s international experience includes the markets of the UK, continental Europe, the Middle East, India, Asia, Australia, New Zealand and the US. Hugh Kelly, Managing Director of Associated Marketing Ltd. is also a Director of the Irish Exporters Association and a Council Member of the IEA’s Asia Trade Forum.

Over the past 35 years, Associated Marketing has successfully established distributor and agent networks for a diverse range of product manufacturers and suppliers across the above markets. These clients have included Irish, US, European, Chinese and Australian based manufacturers of contract and consumer goods. Therefore, for some, their export markets include Ireland. For others, their export markets are outside of Ireland.

When a client contracts Associated Marketing to provide Export Market Development Services, a dedicated Associated Marketing manager is appointed to represent the client as its “Export Sales Director” in the specific export markets and for the specific products agreed. The manager does not work alone however. The client enjoys the back-up of the whole Associated Marketing team and access to the organisation’s extensive international networks and experience. These resources ensure the best possible outcomes for the client consistent with Associated Marketing’s proven track record.

• Desk Research: The Associated Marketing team conducts desk research into the markets we jointly agree might offer opportunity for the products in question, in order to quantify that potential.

• Sales Channel Assessment: When a market proves attractive, Associated Marketing will determine the best sales channels into that market and identify and assess potential channel partners.

• Exploratory Market Visits: Associated Marketing will visit each agreed market to validate our desk research and to assess channel partners (agents, distributors, etc.).

• Channel Partner Negotiations: Associated Marketing will advise on and assist with the negotiation and structuring of agency and/or distribution agreements between channel partners its client. The company has extensive experience in the negotiation of international distributor and agency agreements.

• Logistics Planning: Associated Marketing will identify the logistics service providers and establish the support structures necessary to facilitate the direct importation of its clients products into the market. This is particularly important and can be complex where/if sales agents are involved.

• Channel Management & Market Development: Through on-going and regular market visits, Associated Marketing assumes responsibility for

 
                           o   The management and delivery of agent/distributor sales team training in-house and in the field.

                           o   Driving continuous sales growth

                           o   Monitoring competitor activity

                           o   Identifying further/new opportunities for product development and/or growth

• Brand Management: Associated Marketing’s regular market presence ensures your brands are managed and promoted correctly  

For a fraction of the cost of employing and managing additional export sales personnel, Managing Directors and Export Sales Directors in Associated Marketing's client companies can access a whole team with proven international experience and success. This, in turn, means faster international expansion and market entry with higher chances of success.

Associated Marketing charges a fixed fee plus sales commission for this service. A retainer-plus-commission model drives and rewards the ultimate goal of on-going sales success and growth. The level of fees is negotiable dependent on the product and markets in question and the minimum time to be dedicated to a client. Travel, food and accommodation expenses, agreed in advance, are reimbursed to Associated Marketing at cost.

This service can also be combined with additional Associated Marketing services to realise further economies in fees or to make fees entirely variable with sales.

MARKETING & PROMOTION

In the markets in which Associated Marketing provides clients with Export Market Development Services, it can also offer a Marketing & Promotions service. This allows clients change these front-loaded costs into on-going costs variable with sales success to improve cashflow and achieve market profitability sooner.

At a fixed percentage of sales, Associated Marketing will:

• Source and manage creatives and production companies for the production of market-specific sample material, websites, marketing material, etc..
• Ensure your products’ on-line presence (direct or on channel partner websites) remains relevant, accurate, effective and up-to-date.
• Assume distributor-shared in-market marketing costs, e.g. shared trade show participation costs (excluding the cost of promotional product), and co-development costs relating to market-specific brochuring, advertising, product literature or sector-specific promotions.