International Expansion Reaching Success In North America Since 1991, the Barlow Marketing Group (BMG) has assisted internationally based manufacturers of construction, mining & aggregate and environmental & recycling equipment and services in establishing successful operations in North America. Our unique combination of expertise and services provides all the components necessary for a manufacturer to be successful or to execute a strategy to enter North America. These services include: Strategy – Creating and implementing a specific strategic plan that ensures the most effective approach is taken based on the targeted equipment and markets, business goals and timeline for each manufacturer. Sales Channels – Determining, identifying and developing the right sales channels for each product line – direct or through distributors, dealers, rental houses, sales agents and manufacturers’ representatives. Developing and managing the sales programs and training needs. Research – Conducting market, product, competitive, pricing, sales channel and customer research and analysis; researching acquisitions and mergers. Marketing – Developing and implementing a marketing strategy and executing a multi-tactic market awareness program that works in North America and that also directly ties in the sales channels. Sales Lead Qualification/Fulfillment – Qualifying sales leads and sending to prospects the appropriate electronic and printed sales information in a timely manner, and then informing the correct sales channel partner for follow-up. “North Americanizing” sales literature, Web sites, sales channel agreements, forms, warranty programs, pricing and sales channel communication as required. Staffing North American Operations – Locating and hiring initial employees, including North American sales managers. Locating and assisting with hiring additional experienced sales and support personnel as sales expand and more support is required.
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