DKSH Marke+ng Toolkit for Australia and New Zealand Presented by Brad Jones July, 2010

Project Dandelion

Step 1: Product Selec4on: Product Applica4on:

. Applica4on Sectors/Industries:

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Step 2: Select Target Applica4on and Industry: Research:

Know your market needs.

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Step 2 (cont):

$70,000,000 $60,000,000 $50,000,000 $40,000,000 $30,000,000 $20,000,000 $10,000,000 $0 VIC NSW QLD SA NT WA ACT TAS

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Step 2 (cont):

Competitor Market Share Victoria

$35,000,000 $30,000,000 $25,000,000 $20,000,000 $15,000,000 $10,000,000 $5,000,000 $0

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Step 2 (cont):

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Step 3: Select Organisa4on: = Total 921 Filter Validate Organisa4ons: = Total 287 Data: . = Total 223

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Step 4: Review :

Total Leads: 223 Customer

A: 12 B: 125 C: 34 D: 12 E: 40
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Breakdown

Step 5: What is your product budget for campaign period:

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Step 6: Using this template, place your Conversion Rates:

. .

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Step 6 (cont): Leads to Sale Conversion Rates: .

Now add total number of leads into lee hand column and follow the formula for iden+fying sales.

Formula :

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Step 6 (cont): Leads required per Individual sale:

.

Forumla for working out Leads required for One sale.

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Step 6 (cont): Summary of Leads to Sale:

For every sale, Value of single sale:

are required. . 5 addi+onal sales required.

Lead Genera+on Required to make budget.

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Step 7: Product Comparison: Benets, Features, Compare Compe+tor Products Cost Comparison:

Switch Costs: Obtain , Service, Support, Finance, SOH. Compel the prospects to switch!
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, Training,

Step 8: Complete Marke4ng Brief:

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Step 9: Marke4ng Executes

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Step 10: Measure performance.

. Con4nual Improvement through analysis.

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Dandelion Parallax
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