You’ve already built a thriving, successful company and you’re ready for to take it a notch up for more growth. But do you know how to get there? MTA Business Development helps small and medium sized businesses to drive growth through getting to the heart of the barriers that are holding your business back and work alongside you to identify the critical steps you need to take to achieve your next phase of growth- rapidly and sustainably.
MTA can assist you whether you are a young company that is looking to use indirect sales channels to gain fast access to markets without tying up capital or whether you are a large company that is looking to control costs using these types of channels for their maturing products.
MTA recognizes that many great products have failed simply because the distributor failed to put the product in the right place for their key market, didn’t offer competitive terms or failed to enable their sales force. MTA can assist you in reviewing your distributor’s performance determining whether you have chosen to right go to market strategy and assist you in terminating unprofitable partners.
Once a business is launched, there are many activities that need to be undertaken to further expand its scope and maximize its potential. Many companies lack resources to conduct some of the necessary tasks, are removed from potential partners since they operate in a different market segment, or are simply geographically distant from the new target market. Business development issues are diverse, vary from company to company, and change during the business cycle.
MTA can assist you in finding agents, (sub) distributors and can also act as an agent, or distributor if needed.
Using agents, or distributors in local markets is a low cost option for a start-up, however there are many pitfalls to watch out for when deploying this type of sales force.
Independent agents whether they are distributors can be very good, and some can be very bad, but in most cases it is very difficult to tell the difference between the two. Most manufacturers will not effectively screen, interview, recruit, or train independent agents instead they tend to take a “contract and wait” approach, which generally means a longer more protracted growth curve with a lot of hire / wait / fire.
Since these agents all work for commission only and there are no other costs other than demo or sample products in small numbers, it is very tempting for many small start-ups to consider this route. MTA assist you in proper screening of these agents and monitors sales in the first period during start up.