we are a company manufacturing enginerring goods...we have one plant in nagpur and current marketing is done by our family member on commision basis...
now we are coming with a new plant in pune for same product and same size range and same brand but we want to do the marketing differently wthout disturbing the currents setup,current customers...etc
please advice how we do the marketing strategy for the same...

From India , Mumbai
Business Consultant
Head Of Business
Sorabh Mehta
Computer Professional
Sales & Marketing Specialist

Are you looking for some broad guidelines or suggestions specific to your situation?
If you want the latter, please provide some more specific information, such as what is the method of business development used by the commission based member, what are your target customer segments, how long your product has been in the market (in the old market), what is the type of product, what you would like to have achieved, etc.

From India , Delhi
he sajeev,
the product is in the market since 10 years and basically it sold directly to end user no agents no distributor it is very customised product and hig value product..the market segments are sugar,pharma,nuclear,power etc..

From India , Mumbai
If it is a customized high value product, it makes sense to employ few qualified and trained direct sales employees, who should then approach target customers with tailor made value propositions. These value propositions shall be created after careful research of the target organization, its issues and needs. Your sales people should employ customer centric, solution centric and value centric selling approaches. These approaches are difficult to explain in few lines. You could read articles in my blog,, especially, "Are your sales people product centric?" and "Discover Solution Selling".

Marketing messages shall be tailor made for the target industry's specific issues. I would request you to first go through these articles and let me know if you need additional clarifications. You can mail to me at , with specific queries related to your business/ marketing, if any, where we could discuss approaches in more detail after going through the details.

Apologies for my late reply, as I had been on leave.

From India , Delhi
sorabh mehta
which type of marketing u want specify it. first setup a goal to your marketing position and the number of agents u are hiring specify with their salary limits
From India , Ludhiana
diwanshu mittal
if u have to develop your product in the pune , 1st of all u have to understand the market of the pune only then u can generate anu marketing strategy for there. this strategy should be customer oriented means u have engineers as ur customers, understand the need of them them produce those items( as per the requirement) and then promote these items after thet give good after sale services

From India , Delhi

Congratulation for you new plant. Good luck.

Marketing Strategy for new plant which was done by family members until now. Ok. Something I can think of very quickly.

1) Set the objectives: What is you target from the new plan for next 1 year. (Ref: Sales from your current plant, customer behaviour, production capability, Margin, duty etc)

2) Marketing Budget: What is your marketing budgeting? Can you take it to Media (Electronic / Print), Can you hire qualified sales people?, Can you hire a Consultant etc?

3) Franchisee: Invite Franchisee owners who would be interested in selling your goods. Doesn't matter what are your goods. if you can convince people about the growth and return of your business.

4) Industry Association: Become member of Industry associations specific to your industry and related industries. Try if you can become speaker, Have some press releases.

5) Overseas Distributors
: Invite Overseas Distributors to sell your products in differnt regions. Would take you to new markets and increase the scope of the revenue.

Be flexible to share good profits with your partners and vendors. My best wishes. Should you have any questions please reach me at

Your posting needs a few more informations based on which some suggestions can be made. The following informations will be helpful
1. What is your present customer set - differentiation based on geography, cutomer age-group, product use etc
2. What is the potential of the product - a little brainstorming will help you to reach at this decision
3. What is the marketing structure you are following at present?
Based on the above factors, we can give you some suggestions or insights.
Thanking you

From China , Guangzhou
Pankaj Dubey
Where do you market your existing products? Is it all India.
Where do you want to market your new range?
How different is the new product with the existing one?
Do you want to keep big price differential ?
What is the marketing strategy for your current range?

From India , Mumbai
Hi there

I trust that what you mean by "Your relative is performing Marketing on commission basis" is that he is doing sales for your products on commisssion basis. And there is a difference between both Marketing and Sales, although both complete each other.

However, not to go long on that discussion; I want to give you few priliminary points which you should follow to grow-up a small business, of any type.

On the Marketing Level:

Now since you have moved to a new area you should do the following:

1- Study the area markets well and see what is the trends of the market

2- What are the consumers' purchasing habits

3- Do your products match the requirements of the market?

4- Where do you want to position your products among competition

5- Pricing strategy that includes a rewarding system for bigger volumes

Now those preparations should lead you to the second part of your plan:

1- Hire a Technical sales representative who can do the sales for you and can communicate well with the targeted customers.

2- Base your commission on targets which if achieved then you will start paying commission on intervals (i.e. if he gets less than 75% of the target; then his commission will be less than when he achieves 80% , and so on)

3- Create a followup system on your targets to monitor sales on daily basis.

4- Give the best training for your sales rep.

No I think that you are ready for your next step; Advertising:

Do not Think that Advertising is making commercials on Newspapers, radio and TVs ... Advertising letterally translated into announcing something, and this can be done with different means, starting from Below The Line methods to even PR campaigns, then up to Above the Line means.

This requires a long talk , and now I just got a visitor to my office ; :) I am happy to discuss this further in a later time.

Nabeel Al Wazzan

From Kuwait , Kuwait

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