How actual market entry looks like.

Growth projections are what they are – projections.

We have a client back in 2016 pretty hard on asking about sales and marketing projections for a new market that they were entering with a new product that they launched.

They were a Singapore tech company looking to get into the Philippines market.

Here are some of the questions the head honcho asked ;

- How can we maximise your database and reach out to the most people in the shortest time possible? Specifically 10,000 on your database in 6 months.

- I want to have a kpi on the success of my products that is measured by leads and thereafter conversion on the first 3 months.

Now while these are key questions that are very legitimate, the issue was that the client required instant results with a new product for a new market that had no proof of concept.

Perhaps when we were a younger company we would have promised numbers and tried to drive these numbers (meaning forcing our local friends to pretty please buy into this company) but with time we have come to understand that companies that are new to markets need time to adjust their product, pricing, franchise or licensing plan and expectations of course.

So we have developed what we affectionately call a boring table for clients.

Month 1	Month 2	Month 3	Month 4	Month 5	Month 6
Marketing and meeting clients Get feedback and localize (adjust) pricing, product and marketing message	Marketing and meeting clients Get feedback and localize (adjust) pricing, product and marketing message Follow up with existing leads	Marketing and meeting clients Get feedback and localize (adjust) pricing, product and marketing message Follow up with existing leads	Marketing and meeting clients Get feedback and localize (adjust) pricing, product and marketing message Follow up with existing leads	Marketing and meeting clients Get feedback and localize (adjust) pricing, product and marketing message Follow up with existing leads	Marketing and meeting clients Get feedback and localize (adjust) pricing, product and marketing message Follow up with existing leads

We do this non stop for 6 months with minimal expectations to close a sale and some of the feedback we’ve had include ;

“OMG… I thought you guys are a seasoned consulting company ???!!!??”

“I need to report to my investors. They need to have some numbers. What do you not understand?”

“NOOOOOOOOOOOOOO !!!! ”

These 6 months are extremely precious for a few reasons but the main reason which is mort important is Market Feedback.

Market feedback is useful for the following purposes;

1. Localising Marketing

Understanding what message draws the audience and gets them to sign up. What channels are most effective for your product.

2. Localising Product

Is your product in need or translation? Or do you need to change the size so it’s more affordable?

3. Localising Pricing

Cut your pricing or do instalments so your customers can afford you.

4. Localising Partnership Structure

Is franchise really the way to go? Or can we do something else?

5. Understanding Market Sensitivities

Is email useful or is it better to meet partners face to face? As good intentioned as they are, can you rely on your local partners?

Notice it’s all about localizing.

A lot of patience goes a heck of a long way in building your business. The adjust though painful is worth it as once you hit that sweet spot and the inflexion goes up you can ride on that set structure where you and the market are both happy.

Of course this requires time.

Curt & Co has been around for quite a while and our consultants are also in business or have had a business themselves. The benefit we bring to the table is existing local knowledge so we help our clients shave some time in the market entry.

About Us

Curt & Co. is a business consulting company focused on the South East Asian region.

We complement our clients through extensive market research and due diligence, providing thorough, feasible and financially efficient growth methods for our clients in the region.

We provide 3 main pillars of services including

· Overseas Business Expansion Consulting

· Marketing

· Business Operations Outsource

Clients have the advantage in ​accessing our network in our help whether to meet partners, set terms for franchisees or licensees or negotiate with direct clients in closing a deal.

Our offices are located in Singapore, Indonesia, Vietnam and Philippines.

Find out more on us : www.Curtconsult.com

Contact Us : marcus@curtconsult.com