TekMark Growth Partners has been retained to identify, screen and recommend sales agencies for a leading NY based electronic instrument manufacturer. Agencies will be identified for the electronics, optics, photonics, plastics and other vertical markets across multiple global geographic territories. The agreement also includes advisory services for sales channel training, incentive and overall management programs.
Buffalo, NY – March 9, 2009 – TekMark Growth Partners, LLC., a technology and business development consulting firm, has been selected to further develop multiple sales channels for a leading manufacturer and global supplier of electronic control instruments used in a variety of high tech and industrial manufacturing sectors.
This agreement will leverage similar efforts successfully completed in a previous engagement that had targeted different markets. TekMark will conduct a comprehensive search for potential manufacturer’s representatives, distributors and other “hybrid” sales agencies that target specific end user markets including the electronics, optics & photonics, plastics, and printing among others. The search will encompass geographic territories in the US, Latin America, Europe and Asia.
Upon identifying potential agencies, an extensive interview process will be conducted to prioritize and select those that have a good “fit” with the principles’ products, target markets and overall strategies for growth. TekMark will then work closely with their client’s management team to establish mutually beneficial channel partner agreements along with training, incentive, support and overall management programs so as to establish an improved sales infrastructure for long term growth.
David Klein, TekMark’s principal consultant leading the project mentioned “despite current economic conditions, many progressive companies are using the downturn as an opportunity to improve how they go to market and thereby better positioning themselves to grow once the market begins to rebound. Sales agencies, either as a sole channel or one that complements a direct sales force can be an extremely cost effective approach to increased market visibility and penetration.”
Doug Fiegel, President & CEO of NRD commented “TekMark’s RepFinder program and channel management consulting services have greatly increased our penetration into multiple vertical markets quickly and effectively to generate new sales opportunities and support NRD’s growth plans.”
Klein further added “finding the right channel partner is not as simple as looking in a directory, calling a firm and sending them a contract. It is critical that a sales agency has the right mix and number of lines, has established relationships with customers the principle wants to target, and pro-actively works their territory. Equally important, the principle must develop proper sales tools and management programs that promote mutually beneficial, long term business relationships. Too often, principles consider sales agencies a ‘necessary evil’ and not a 50/50 partnership, resulting in a disenfranchised sales force.”
About TekMark Growth Partners
TekMark Growth Partners Ltd., www.tekmarkgp.com, is a leading technology, marketing and strategic management consulting firm. We help technology and engineered product based companies grow through a variety of proven processes and programs focused on new business development, new product development, technology commercialization, channel management, technical research, competitive analysis and overall strategy development. We work with companies within the aerospace, semiconductor, electronics, nanotechnology, optics & photonics, sensor, test & measurement and similar technical and industrial markets.
TekMark Growth Partners Ltd.