“We kick in the door to customers we cannot access otherwise”

On these visits, participants meet multiple potential customers in one large group.

“We are each given time for a quick pitch, where we can explain who we are and how our products would suit the customer’s company,” explains Michael Asmussen, Business Development Manager at Blue Line

Access to the right office

The visits are, naturally, planned in advance by Danish Export, and backed by the right contacts and partners, participants have access to the most relevant departments and key personnel at the customer companies.

“Danish Export and their partners have absolutely the right connections. This means that we interact with the customers at a higher level in their organisation, meeting and talking to the right people from the start,” adds Michael Asmussen.

“We kick in the door to customers we cannot access otherwise,” he continues.

One step further

The group typically has half a day per visit to the customers. This allows time for presentations from each side, a tour of the production set-up and a deeper dialogue about new projects, plans to expand production and needs for new solutions. The arrangement generates valuable knowledge about the customers’ business.

“We have the opportunity to take a good look at the customer, which means that we are better able to assess whether our products could make a difference for them in the long term. This is insight it would otherwise take us months or even years to obtain,” says Henry Rex Jensen, Sales Manager at Covi Precision.

Saves time

Insights are not the only thing that fall into place more quickly. The simple act of starting a dialogue with the right department and contact at the customer can be a real challenge if companies have to put in the work individually. The market visit concept sweeps away this obstacle, because the path to the appropriate contacts has been laid in advance.

“We’ve tried to organise sales trips ourselves, but it takes a long time to identify the relevant people and then convince them to take a meeting,” says Michael Asmussen.

Good networking en route

The market visits gather together groups of complementary Danish companies, which almost invariably translates into good networking and discussions of partnership potential among the participants.

“We can help one another to open doors and give each other a hand. Even though there may be some peripheral competition between the participating companies, the networking that goes on between them in parallel is hugely beneficial,” says Henry Rex Jensen.