At the Canton Fair, the Primapress team engaged in in – depth interactions with numerous customers. Through these exchanges, it became evident that there were two primary categories of customers: those with a genuine intent to purchase machine tools and those merely seeking price information.
The team identified that the level of inquiry regarding the specific configurations of the machines was a crucial differentiator. Customers seriously considering a purchase demonstrated a keen interest in machine configurations. While both types of customers initially inquired about prices, those with buying intentions delved deeper into discussions about the required configurations at various price points. Based on this, the team developed a method to evaluate the quality of potential customers and categorize those who were just price – shopping.
Among customers interested in purchasing, some placed greater emphasis on price, while others prioritized quality. To meet these diverse needs, the team tailored its product recommendations. For price – sensitive customers, they promoted cost – effective mid – and low – end configuration products. For those focused on quality, the team introduced the highest – end configurations available. When preparing quotations, the team adjusted the pricing strategy. For quality – conscious customers, they provided quotations that reflected the superior features of the high – end products, aiming to instill confidence in the customers’ purchasing decisions.
When dealing with customers from different regions, the team adopted a region – specific approach. For European and Indian customers, for example, the team adjusted the price and configuration of the machines in accordance with the characteristics and market sizes of their respective regions. In interactions with Indian customers, the team noticed that they were highly price – sensitive. Generally, they expected a relatively lower price, and their configuration requirements were not overly demanding. Consequently, the team considered offering more competitive quotations for Indian individual customers based on lower – end configurations. For European customers and other high – quality customers from different regions, the team quoted medium – to high – range prices, given the competitiveness of their products. Overall, the team’s products received significant interest from customers, highlighting their competitiveness in the market.
In addition to these customer – facing activities, the team also focused on prospecting. They registered and established contact with potential customers during the fair. With a solid foundation of customer interactions, the team was confident in securing orders. The team members recognized that their collective communication and negotiation skills were still developing, especially when compared to more experienced industry professionals. However, through their participation in these exhibitions, they gained valuable insights and knowledge. The team is committed to continuous learning and improvement, with the goal of enhancing their capabilities and becoming a highly proficient and experienced sales team in the machine tool industry.
