Question

Topic: Other

How To Deal With Oem And End-users As Customer?

Posted by Anonymous on9/20/2009 at 3:38 PM ET 125 Points
Hello,

I'm working for a company that modifies standard trucks so that they are more suitable for their final usage. Modifications, such as mounting additional axles but also cab alterations. Our customers are:

1) end-users (such as fire departments, transport companies, or construction companies).
2) truck dealerships that sell trucks to end-users.
3) truck importers, which are responsible for the distribution network in the subject countries.
4) truck manufactures which built trucks.

Serving, both end-user customers (1&2), as well as OEM customers (3&4), via one Marketing & Sales department has proved to be a real struggle.

I'm searching for information, literature, marketing models, etc. on how to successfully serve both types of customers, i.e. how to organise this within the Marketing & Sales department.

Thanks for reacting!
Mark

To continue reading this question and the solution, sign up ... it's free!
SUBSCRIBE
或,SIGN IN

RESPONSES

  • Posted byPeter (henna gaijin)on9/21/2009 at 1:35 PM Member
    There could be a decent split in the sales channels between these two. End-use customers usually are one by one sales, where OEM is often larger sales covering a time period. OEM usually has a tighter price requirement.

    But, this would require enough resources to be able to handle the split.
  • Posted on9/21/2009 at 2:24 PM Author
    Thanks Peter for responding.

    资源可能面临的挑战。我们是一个小的company and we don't have the capacity on the Marketing & Sales dept. to split on different sales channels. So I want to create awareness within the small team on the enormous differences on how to approach both channels.

    This is one of the reasons why I'm looking for more information and/or literature on this topic.

    Mark
BACK TO TOP

Post a Comment

Related Discussions

Community Info

Top 25 Experts
(Other)