Question:

I sell high value capital plant and machinery and I’ve tried using commission agents in the past to sell to the USA. As my products are typically bespoke and require a high level of technical understanding agents do not have the technical expertise or knowledge. I need to meet with prospective customers initially in order to fully understand their specific needs to provide them with the best solution. How can the Satellite Office Service help me? 

Answer:

Sales Direct’s Satellite Office Service is an ideal solution for a company that sells high value technically advanced customized equipment. Frequently early decision makers needed to be contacted within target companies are Design Engineers, Production managers or VPs of Operations. In some cases with smaller companies for example it may be the VP or President of such companies. The goal of Satellite Office is to understand the capabilities of clients’ products and services to meet market challenges/requirements and to promote these products and services to the appropriate companies. When working in the Capital Equipment sector Sales Direct’s Satellite Office Project Managers identify the target companies, obtain the names of the key decision makers and present a powerful and compelling marketing message to these individuals. The objective is to open up an opportunity for our client to meet with prospective customers in due course by way of a short tour to the US. These face to face visits will enable clients to thoroughly understand prospects’ needs and to present the best fit solutions.

Question:   

I would like to expand into the USA but like most small UK companies I do not have the resources to set up my own operation over there. I get several enquiries from the USA  do supply a small number of customers directly. Our main need is to have some kind of sales enquiry generation but without the costs of employing sales people or having to set up our own office.

Answer:

Sales Direct’s Satellite Office Service is a low cost/low risk means by which a UK company can be provided with a steady stream of new customer sales leads.

Sales Direct takes on the ‘persona’ of the UK client in such a way as to establish a local US presence. Our UK clients will have a US address, a manned phone line and a person dedicated to the promotion of their products/services but without the need to enter into any long winded and expensive formal contract as such. Satellite Office has proven to be highly effective as a means by which a UK company can have an immediate ready-to-go sales presence in America without the headaches of significantly increased overheads and staffing responsibilities.

Question:

How suitable is Sales Direct’s Satellite Office Service for retail products that may require warehousing in the States?

Answer:

Through a local logistics partner Sales Direct can offer tremendously competitive warehousing and logistics services to UK clients. In most cases we are able to send freight at approximately 30% of the cost of other US based companies. These freight rates are possible by virtue of the fact that our partner based eight miles North of our office location, ships vast volumes of product with the major US carriers supplying customers such as Amazon and Sam’s Club (Walmart). Our UK clients can benefit greatly both through volume related freight discounts and through probably the most competitive warehousing rates available in the States. Our warehousing proposition is simple, we will provide you with the most competitive rates. Coupled with our  location – the Mid-West of the USA we are ideally positioned to be able to service all parts of the USA.  

Question:  

I’ve used distributors in the States in the past but I’ve been disappointed with their performance. The most frustrating thing is I don’t know what they are doing most of the time and they are unwilling to divulge names of customers that they sell to in the US. I just don’t feel in control. How would Satellite Office differ from this more traditional way of approaching the US market?

Answer:

The fundamental difference between the role of a distributor and Satellite Office is the accountability factor. The reality is that distributors are customers and as such they are frequently a law unto themselves. A helpful way to consider the role of Satellite Office is as a remote sales office based in the US. Therefore the appointed Project Manager really fulfills the role of an Export Manager for our client. Continuous research, lead generation, sample dispatch and regular reporting keeps all Sales Direct’s Satellite Office clients completely updated on all aspects of work being carried out on their behalf. Sales Direct operates a proprietary reporting system that keeps all clients completely informed on a real time basis as to the progress being made on projects.