Question

Topic: Strategy

Market Penetratration For A New Company

Posted by sammykarij on 3/7/2005 at 10:30 AM ET 1000 Points
Hi All,
I love this forum. It doesn't only provide great insights but, also very practical solutions to very difficult business headaches. I have made some dollars from ideas i have gotten from this forum. Why not then don't I ask another headache for me.

We are launching a new e-commerce product that will target the hotel industry. We got the product from the net and to say the truth the product has great features. We got into a deal with the makers of the product that we will be resellers on this part of the world. The commission percentage is good but the actual dollars may not be worthy the effort?

We have therefore built a consultancy package around this product which will allow us charge a price with acceptable margin. The package is based on our consulting abilities.

Now here is our problem?
How do we best penetrate the market with this new product ? I want to hear all out-of-the-box ideas of launching a new consultancy package into a market. Real life examples will be appreciated.

Welcome all.
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RESPONSES

  • Posted by sammykarij on 3/7/2005 at 10:34 AM Author
    Why not ask another question? I have a throbing headache resulting into the confusing statement in the first paragraph of the question.
  • Posted by koen.h.pauwels on 3/7/2005 at 9:08 PM Accepted
    As I am just reading 'never eat alone', I would suggest a networking introduction: focus on a convention/conference of the hotel industry and offer the organizers help with free use of your technology, in exchange for a product demonstration session
  • Posted by sammykarij on 3/8/2005 at 1:44 AM Author
    Jim/Catalyst,
    The product is a web based online reservation. It has features that will enable both online reservations and payments by agents and consumers.

    Our target is hotels that target mainly tourists from Europe and USA.

    Our competitors are web design houses who have design reservation systems on the site. However few of them are fully e-commerce systems. They send reservation requests via email. This one will collect payments online.

    It is web based, so no hardware and staffing costs.

    Hope that is sufficient.
  • Posted by jcmedinave on 3/8/2005 at 11:25 AM Accepted
    Hello,

    Maybe you can try the Hotel Associations, where you can hear the hotel problems and match it with your product solutions, use their forums and periodic meetings to contact their affiliates and then sell your particular solutions.

    Bye,

    Juan Carlos
  • Posted by sammykarij on 3/9/2005 at 4:47 AM Author
    koen.h.pauwels- Confrences sounds a great idea. Do you know anyone who has successfully done it ? Don't you think free confrences can sometimes make you look cheap?



    Sanjeev Kumar Vyas- Have you seen it work? I'm just trying to understand how it can work in our context.

    jcmedinave- This one I will implement right away.

    Jim Deveau/Catalyst- Your ideas excited my partners greatly.

    Keep the comments coming please.
  • Posted on 3/11/2005 at 3:01 AM Accepted
    my answer will be very short and straight to the point of your question.
    Step 1: create 3 different emails. (1. welcome the B2B to your web and introductory mail for the benefits of your product and the values (try to answer the question what's in for me) the number 2. email to the people that did not answer or come back from the first email (here use additional benefits) and the third 3. email with industry news concerning other businesses that are using the software. then let your salesforce work.
  • Posted by sammykarij on 3/11/2005 at 6:56 AM Author
    I will close this question on tuesday morning so you can give your highly needed ideas before then.

    I highly appreciate all the contributions you have made this far. They are worth heaps of dollars.
  • Posted by sammykarij on 3/14/2005 at 10:31 AM Author
    Richard,
    I always appreciate people who ask me hard questions. Sometime ago I raised a question here about a writting a sample article to a top marketing Journal on this part of Africa. I had not been published before. The hard questions raised here made led me to present a sample that was published in the next issue. I do therefore appreciate your ideas and they get me thinking whether this is creativity or crazytivity.

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