The aviation equipment Sales Targeter 2000
Keywords Plimsoll Publishing, Aircraft industry
We understand that a new service, launched by Plimsoll Publishing Limited,has been designed to widen the horizons of sales directors selling into the UK Aviation Equipment business. Busy sales staff require fresh targets for their activities to be set at director level if they are not to get into a rut. The new Plimsoll service lists and provides valuable insights into companies that should become sales targets for anyone seeking to expand their sales to the business. "We estimate that if you sell into the aviation equipment industry,you are currently only doing business with about one-fourth of the aviation equipment companies. The remainder represents about 898 new contacts to assess"says Don Turkington, managing director of Plimsoll.
The "Sales Targeter 2000" reportedly contains two sets of companies that are"moving" the industry. The first set, called the "Desirables", are your best trading partners as these companies are growing commercially at an average of 24.7 per cent per annum (compared to the industry average of 7.7 per cent) and are financially strong. The average pre tax profit margin in this category was 6.0 per cent, compared to an industry average of 6.7 per cent. These are by far the best 31 companies to deal with as they are winning on two fronts.
The second group of companies, called the "Wildcards" are growing commercially but vary in terms of financial strength. According to Plimsoll there are 46 companies in this category. They are growing at an amazing 22.8 per cent per annum on average, but are not maintaining their financial strength. On average, this group of companies makes 5.4 per cent in pre tax profit margins. These would make good trading partners but terms should be set in advance to ensure the "risk" of trading is reduced.
These 77 companies vary in size from just over £1 million in annual sales to £60.30 billion. Plimsoll found that smaller companies that are growing in sales have good potential as trading partners. For example, Earby Light Engineering Ltd, one of the companies in the "Sales Targeter 2000", had sales of just over £9 million four years ago. In their latest year, this company had sales of just over £17 million. If this had been your customer four years ago and if you had continued to provide services for this company,you could have increased your sales ten fold without even working up a sweat.
The "Sales Targeter 2000" is said to be designed to provide the sales director with an elite band of companies that their business should either be doing business with or should be doing more business with as these companies are all growing and currently have the means for purchasing power and expansion."Give the sales team an ultimatum! Get these companies as customers and don't take no for an answer", says Don Turkington.
Every one of the 77 company entries contains key contact names, address,business activity, incorporation date, and telephone numbers where available for easy access and contacting potential customers. The report also breaks the companies down by region, size of company and alphabetically.
Included with the report is a disk containing all of the 77 companies' data in Excel spreadsheet format for creating a new database or to add to an existing database, for mailings or interrogation.
The idea here is that a sales director can produce a list of the companies that they should be doing business with and would give them a reason to visit. Opening with the line "What a successful company you have!" is a fantastic way to start a conversation with a potential or existing client. Having a sales team fully prepared to tackle these credible businesses will lead them to be able to better negotiate and chat to companies with confidence.
The "pack" contains a paper bound book and an electronic version of all 77 target companies. In addition, you would receive a separate bound book of 1,197 companies in the aviation equipment industry along with an electronic version of these companies for database enhancing. Each company has its own Plimsoll Model of analysis which is a one page full four year history of audited accounts along with key ratios in graph format which plots the company's performance over the last four years.
An easy to understand format for the "non accountant" allows the user to grasp financial information quickly for preparations before meeting with their potential clients.
Details available from Jennifer Ovington, Plimsoll Publishing Ltd. Tel: +44(0) 1642 257800. Readers of this publication can claim a 5 per cent discount by mentioning this publication upon ordering.
