Purchases will ultimately occur through direct sales. Mine engineers and geologists who have the most influence on the purchase decision will need to see demonstrations or will need a technical sales presentation. These individuals are usually members of a clients' decision board who have the authority to purchase this system.
Initial contact will be made by either telephone or a combination of telephone, email, and fax. In this initial contact, the Sales Manager will make an arrangement for a technical presentation in front of the clients' decision board. To avoid misinterpretation, all the information on the offered products and services will not be sent to prospects, but hand-delivered by the Sales Manager during his/her technical presentation. When the Sales Manager of RTI is visiting the prospect's site, he/she will bring a demo system that is able to be set up and operated so the client can get a feel for the type of system and for the type of data the system generates.
All promotion efforts will be congruent with the mission to establish a quality reputation in the industry and truly create a quality brand image with RTI products and services. Industrial marketing is dissimilar to traditional consumer marketing. It is an interactive and time intensive process to establish a relationship and reputation. Establishing the relationship is beneficial for the obvious reason, it provides RTI with sales revenue, but, even more importantly, it provides RTI with an information conduit to the industry. A healthy relationship with the customer base will generate ideas, innovations, and other immeasurable intangibles.
Also, since long-term customer satisfaction is the most important key factor to its survival, RTI will offer the client the Productivity Improvement Perpetuation Program and keep in close contact with all clients and solicit ideas on improvements and necessary changes.
The President and Vice President Sales and Marketing of RTI have been working with the prospective clients in the Indonesian mining industry for more than 14 years, maintaining close and effective relationships with the prospective clients' decision boards at the senior level, and are fully familiar with, and have a good knowledge about, Indonesia as well as the Asia–Pacific business environment.
MINER DELTA is a recognized leader in supplying integrated geological and mining software technologies and computerized consulting services to the mining industries.
The MINER DELTA system is unique and improves upon current methods because of its three distinct characteristics. Also, the MINER DELTA system saves money and increases mineral recovery by providing equipment operators with real-time data to monitor and adjust their work-in-progress production, as well as empowering mine engineers with a continuous operational data log with which to make operations adjustments of larger scope.
RTI's sales strategy focuses first on building the identity of the company with the large domestic open pit coal mines, open pit metal mines, underground coal mines, underground metal mines and quarry mines who are interested in cutting costs to improve the bottom line. The President and the Vice President of Sales and Marketing of RTI have been able to find these customers using direct sales approaches.
RTI has to sell integration systems which are unique and improve upon current methods because of their three distinct characteristics, i.e. automatic, non-disruptive, and accurate. These systems save money and increase mineral recovery by providing equipment operators with real-time data to monitor and adjust their work-in-progress production as well as empowering mine engineers with a continuous operational data log with which to make operations adjustments of larger scope.
The targeted monthly sales between January and May, 2001 is the result of the intensive direct sales approaches, including technical presentations, mine operations studies, and project proposals which have been done between August and December, 2000.
The yearly total sales chart summarizes RTI's ambitious sales forecast.
The accompanying bar chart and table show specific milestones, with responsibilities assigned, dates, and (in most cases) budgets. RTI is focusing in this plan on a few key milestones to be accomplished.