Eyal Cohen, V.P. Business Development

1. Eyal Cohen, V.P. Business Development Generating New Leads in Your Local Market and Replicating Sales APM Annual International Partners Conference

2. Objective: Presents basic methods to boost sale of APM scanners with minimum investment of time and money

3. How can I increase sales of APM scanners in my local territory? APM Annual International Partners Conference

4. Questions APM Partners Should Ask • Who are the real potential customers of APM in my territory? • Should I approach again my contacts as potential customers of APM? • Are they aware of APM? • How should I approach them? APM Annual International Partners Conference

5. Approaching My contacts As Potential Customers Of APM • The fastest and easiest way for getting the first sales and reference in my local territory However unfortunately …… • It probably limits me to a very narrow part of the market and causes me to missHIGH POTENTIAL BUSINESS APM Annual International Partners Conference

6. Who Are APM Potential Customers In My Territory? • First Step: • Realize which are the relevant markets and applications for APM scanners in my local territory • Second Step: • Identify potential customers in each market and application • Third Step: • Approach the Customers and set appointments APM Annual International Partners Conference

7. First Step • Realize which are the relevant markets and applications for APM scanners in my local territory APM Annual International Partners Conference

8. APM – Potential Markets APM Annual International Partners Conference

9. Realize My Local Market Segmentation In this example Food & Beverage and Cements are the biggest industries in my local territory and therefore have the highest potential for APM scanners APM Annual International Partners Conference

10. The Key Dilemma Should I approach the high potential markets in my local territory or stick with the markets I am familiar with? APM Annual International Partners Conference

11. Second Step • Identify potential customers in each market and application APM Annual International Partners Conference

12. Start with reference list to realize potential applications • Global companies • Success Stories • Material and industry • Build local data base of potential customers in each market and application APM Annual International Partners Conference

13. How to approach customers in new, unfamiliar markets? APM Annual International Partners Conference

14. Approaching customers in new, unfamiliar markets • Understand the advantages of APM for the customer • Build sales pitch and marketing material to be sent to the customer • Indentify the relevant person • Plant Manager, Operation Manager, Chief Engineer, etc • Call the customer to set an appointment APM Annual International Partners Conference

15. Lead Generation Potential 10 calls 20 appointments a month 5 appointments a week 240 appointments a year 1 appointment 1 new buying customer per 5 appointments yields 50 new buying customers per year Average of 3 units per customer we will get 150 units a year APM Annual International Partners Conference

16. Selected Customers