Caso Grieve

GRIVEGrieve´s marketing staff decided to sample potential interest in asia by advertising in industry reports and trade publications that circulated in southeast asia , such as the Asian Industrial reporter,Asian Literature Showcase,and world Industrial Reporter .to learn more about the market ,Calabrese worked with a representative from the international trade administration of theChicago Export Assistance Center – this center .like others in major metropolitan areas throughout the United States , are one – stop shops ready lo provide small – or medium –sized businesses with export assistance . these offices provide assistance from representatives of the U.S. Department of Commerce , the U.S.
Export- import Bank , and other public and private organizations.various representatives of the Chicago export Assistance center Helped Calabrese plan a trip to Asia by arranging for interpreters at each stop on his itinerary and by coordinating meetings with various personnel at several U.S. embassies.
Calabrese´s trip aimed to determine market potential and begin recruiting possible sales agents.he had received inquiries from somedistributors that were familiar with Grieve´s product line ,but had not responded ot them. However ,calabrese´s staff had recently begun filing correspondences and sales contacts by country,rather than their eartier system of sorting them by company name .hence,he had s start on local potential distributors and customers.In addition, calabrese tapped the U.S. Department of commerce’sagent/distributor.
Search to get leads on several other possible distributors.this service specifically helps small – to medium sized exporters enlist the help of commercial specialists at U.S. embassies and consulates to search the market for qualilied agents, distributors, or representatives.

The trip was a big success for grieve . interviews held whit 28 potential agents .over 28 days,andexclusive agents were signed up in each country.during his travels and discussions .calabrese quickly learned that he had to shipping costs. If no ,the cost of transporting product from the U.S. these markets would leave little for profits. Grieve immediately began trying to figure how to streamline its packaging. In addition ,the company began shopping among freight forwarders to find the bestrates ,which varied depending on the forwarder´s experience and its relationship with a particular steamship company . In addition, calabrese´s trip confirmed his sence of the importance of visiting potential customers in Asia personally rather than relying on the local sales manager or representative .as he explained.
The one thing that I found is that almost to an individual, Asiancustomers ,are very keen on a personal association. If were to give anybody advice ,I would never send a second – level individual.never send a marketing manger or sales manager .I would send a top manager.If your cpmpany isn’t too large to prohibit it , I would dend the president or chairman. On the other end , you are talking to the owner of a small distributor or the president of a smallmanufacturing company ,and you’ve got to meet (that person ) on an equal level.My limited experience is (these people) are very cognizant of this :in other words,they are pretty much attuned to a president talking to a president , they also like to feel secure tha they are deating with someone who can make decisions . Another thing I found is that potential customers want to feel that you arefinancially secure and that you have sufficient funding to continue to work whit them (or a period of years, because it takes some time and some money on our end to get these people going. follow –up is Incredibly important .I hear all kinds of stories about American (businesspeople) who would come over and spend a day and talk to potential customers and leave (catalogs).then the first...