Environmental Vision |

The general situation of our industrial environment is characterized by three principal factors

A) Globalization / Technology:

The spectrum of activities in companies is increasingly Globalized and Technological

B) Means of Communication:

The speed and agility of the current means of communication oblige the managers of the company to react and respond immediately to the needs and demands of the clients.

C) Economic profitability:

The workload in industrial SMEs is usually irregular, so the workforce must adjust to the minimum structure.

In this context the recruitment of new customers for industrial products must take into account the General Principle of Marketing for Industrial Products followed in its performance by JL5 International Management:

- General Principle of Marketing for Industrial Products

PREMISE 1

The "product" wanted to be introduced in the market will NOT offer significant competitive advantages in relation to other products already on the market. The differential of the Quality / Price ratio comparatively with that of "competition" is very small. The majority of industrial products currently on the market compete with each other in a narrow band of equilibrium regarding their performance Quality / Functionality / Price

PREMISE 2

The current means of communication (Internet, emails, etc.) allow the competition to approach potential customer and made a strong communication pressure on new but unnecessary products. In this situation, the potential customer tends to "shield" their communication channels, to avoid the dispersion of the attention of their managers.

PREMISE 3

The "market" is in a situation of EXCESS OF OFFER. The potential client is currently purchasing the "product" he needs without any difficulty and also with the guarantee offered by a supplier already contrasted. The perception of the potential customer is that the selection of "products" used is already satisfactory and does NOT require offers of other substitute products.

The only plausible way to attract new clients is to increase the commercial "forces" of the company, multiplying the number of approaching actions on Potential Customers, and maintaining them over time. That one will be the only action that permits detect those customers in which that perception of “satisfaction” with their current product (PREMISE 3) has been altered for any reason (high price, delays in deliveries, decrease in quality, need for a new service, etc.). It is only in that situation that the Potential Customer will accept analysing new suppliers

Environmental Vision