MARKET ANALYSIS TECHNIQUESAND

BUSINESS DEVELOPMENT

PRESENTED ON

ANIMAL FEED INDUSTRY

By Mr. Ratha Chan, SME Researcher & Consultant 04-Nov-2011

T & C Samdach PanPhnom Penh

The Overall Business Environment

Suppliers Customers

Suppliersinternal factors

ex. product, Staff Suppliers

Competitors

ex. product, Staff

capital and financial..

Tools for Conducting Market Analysis

PEST Analysis:

1- Political : What are the areas of government policy really focus on ? Find out the implication with your business’s activities. ( Opportunity and Threat )

Tools for Conducting Market Analysis

business’s activities. ( Opportunity and Threat )

2- Economic: World , Regional and Local Economy How’s the economy perform , more importantly local economy and sector analysis where some sectors can be performed well while economy is in the recession ! Agriculture

PEST Analysis:

3- Social : Identifying social issues and trends which are posing an opportunity and threat for your business. Organic Products

Tools for Conducting Market Analysis

business. Organic Products

4- Technology: Grabbing an innovation and new technology for improving your business’s operation, reducing cost , improving quality and services and gaining a competitive advantages.

What’s Business Development (BD) do ?

BD should perform some works as below:1. Researching new types of business, Products and services 2. Attracting new customer 3. Penetrating existing markets

Noted: Understating 3. Penetrating existing markets

4. Negotiation ( up to the close sale)5. Analyzing overall market situation 6. Marketing planning and implementation 7. Developing a sale pipeline and strategy

Understating about your own product is the most critical

Thing.

Developing a sale pipeline and strategy

� Prospecting/Initial contact

� Pre-approach- planning the sale

� Approach

� Need assessment� Need assessment

� Presentation

� Meeting objections

� Gaining commitment

� Follow-up

BD and Sale Techniques

� Business Intelligence (BI) gathering on customers and competitors

� Generating leads for potential sale

� Advising on, drafting and enforcing sales policies and processes

� Follow-up sales activity

Formal proposal and presentation management and writing� Formal proposal and presentation management and writing

� Business model design

� Strategic analysis on BD and sale

� Account planning and performance monitoring system

� Developing marketing tools which fit to business’s nature

� Flexible on term and condition (negotiation technique)

Business Development Responsibilities

Who are responsible for Business Development ?

Everyone in the Business !!!

Why ?

Because without a contribution from all department Because without a contribution from all department

and level to Business Development and Sale

Less Revenue, Low Customer Satisfaction

and

High Cost of Doing Business !

What are BD and sale want to achieve ?

BD and Sale Goals:

Maximize Quality Maximize Turnover

Quality Services

THANK YOU FOR YOUR ATTENTION