Variant 2

Representative at the Russian market

Our basic task is penetration of product to market and organization of direct sales.

Conditions – products or their analogues are not well known at the Russian market, or the market for product group is very competitive or overloaded, or serious engineering support is required for organization of sales.

Examples: equipment for separation and centrifugation, separate spare parts and utilities, complex multicomponent equipment, for example, of the system of air handling and ventilation.

Sales of such goods are related to the serious time and money expenses, including for marketing and engineering. And manufacturer should take active part in this work.

Our experience in penetration and promotion of foreign products at the Russian market allows us to offer the whole complex of preliminaries for realization of direct sales:

• market researches;
• work with target groups (potential customers);
• preparation and editing of the special advertising materials;
• participation in special exhibitions;
• carrying out of technical workshops and trainings on products;
• providing the special technical specialist or group of specialists in office of company «Eurocom» for  products promotion in Russia;
• organization of temporal or permanent office for foreign employees or technical specialists of manufacturer;
• organization of joint projects engineering;
• organization technical support and service for customers.

We are ready to offer complex representation of manufacturing company at the Russian market, including the preliminary market research and further organization of direct sales (complex of measures from a Variant № 1).

It is possible to consider the following schedule for collaboration:

Step 1( 2-3 months to 1 year)

Manufacturer:

• Provides a products technical documents and data, marketing information (comparing to the competitors, fields of application etc.) and advertising materials. (In the case such materials are not available in Russian, a manufacturer pays for their preparation and issue);
• provides initial training for «Eurocom» managers;
• pays for necessary promotion of products;
• pays a wages and overhead costs for the specialized Product manager working in «Eurocom» company entirely for specified products promotion to the Russian market;
• pays the products certification costs in Russia.

Eurocom:

• includes products in the General Catalogue;
• carries out products promotion and advancement via it’s sale network;
• carries out products promotion and advancement via the engineering holding «Elevar»;
• advertises products at it’s own expenses in the internet and in the published issues;
• provides a technical assistance during products certification, editing and publishing  of catalogues and advertising materials in Russian;
• provides  at it’s own expenses equipped working place in the office for special Product Manager, gives him access for own customers databases;
• provides own storing facilities in Russia and Germany, and also logistic and custom registration systems for products;
• provides further representative services on demand.

Result of the first step: products gets access to Russian market, the first projects on products sales are realized.

The perspectives of further cooperation will be discussed basing on results accessed during the first step:

1. Tthe representative office of manufacturer is still to be on the base of company «Eurocom»;
2. The independent representative office of manufacturer is created in Russia;
3. Creation of representative office in Russia is not required - a company «Eurocom» switches  to work with a manufacturer as his dealer at the Russian market.

This type of cooperation allows a manufacturer to enter the Russian market with minimal expenses, and also use practically all existent potential and infrastructure of the Russian partners.

We will be glad to organize the mutually profitable collaboration.

All questions you can address to our Moscow office