Eyal Cohen, V.P. Business Development 1 Generating New Leads in Your Local Market and Replicating Sales May 2011APM Annual International Partners Conference

Objective: Presents basic methods to boost sale of APM scanners with minimum investment of time and money May 20112

How can I increase sales of APM scanners in my local territory ? 3May 2011APM Annual International Partners Conference

Questions APM Partners Should Ask Who are the real potential customers of APM in my territory? Should I approach again my contacts as potential customers of APM? Are they aware of APM? How should I approach them? May 20114APM Annual International Partners Conference

Approaching My contacts As Potential Customers Of APM The fastest and easiest way for getting the first sales and reference in my local territory However unfortunately …… It probably limits me to a very narrow part of the market and causes me to miss HIGH POTENTIAL BUSINESS May 20115APM Annual International Partners Conference

Who Are APM Potential Customers In My Territory? First Step: –Realize which are the relevant markets and applications for APM scanners in my local territory Second Step: –Identify potential customers in each market and application Third Step: –Approach the Customers and set appointments May 20116APM Annual International Partners Conference

First Step –Realize which are the relevant markets and applications for APM scanners in my local territory May 20117APM Annual International Partners Conference

APM – Potential Markets May 20118APM Annual International Partners Conference

Realize My Local Market Segmentation May 20119APM Annual International Partners Conference In this example Food & Beverage and Cements are the biggest industries in my local territory and therefore have the highest potential for APM scanners

The Key Dilemma Should I approach the high potential markets in my local territory or stick with the markets I am familiar with? May APM Annual International Partners Conference

Second Step –Identify potential customers in each market and application May APM Annual International Partners Conference

Start with reference list to realize potential applications –Global companiesGlobal companies –Success StoriesSuccess Stories –Material and industryMaterial and industry Build local data base of potential customers in each market and application May APM Annual International Partners Conference

How to approach customers in new, unfamiliar markets? 13May 2011APM Annual International Partners Conference

Approaching customers in new, unfamiliar markets Understand the advantages of APM for the customerUnderstand the advantages of APM for the customer Build sales pitch and marketing material to be sent to the customer Indentify the relevant person –Plant Manager, Operation Manager, Chief Engineer, etc Call the customer to set an appointment May APM Annual International Partners Conference

Lead Generation Potential May APM Annual International Partners Conference 10 calls 1 appointment 5 appointments a week 20 appointments a month 240 appointments a year 1 new buying customer per 5 appointments yields 50 new buying customers per year Average of 3 units per customer we will get 150 units a year

Selected Customers May