In the ceramics industry of Foshan, many companies have undergone years of development and transformation. Unlike small and medium-sized ceramic producers in other regions, they have moved from simply focusing on manufacturing to emphasizing sales strategies. This shift has enabled them to build more structured and effective distribution networks tailored to their specific conditions.
However, as the domestic market slows down, maintaining sales channels and ensuring healthy profit margins have become increasingly challenging. To stay competitive, companies are not only expanding their network of distributors but also aiming to capture more direct customer resources. This move is seen as a key factor in future market success.
Major clients offer significant advantages, such as lower maintenance costs and higher revenue contributions per unit. Therefore, they are always a top priority for businesses. Yet, due to the scattered nature of these clients, the process of acquiring them can be lengthy and difficult. Many companies now rely on regional distributors to reach out to large customers within their coverage area. While this approach helps expand their reach, it also increases customer management costs and makes direct communication and feedback less efficient.
To overcome these challenges, many ceramic companies are turning to professional trade exhibitions. These events provide an ideal platform for connecting with real estate developers, interior designers, and design agencies. Real estate developers benefit by reducing procurement costs, while decorators and designers can offer more cost-effective and high-quality solutions to their clients. Design agencies and professionals, in turn, gain deeper insights into the latest product innovations, allowing them to integrate these products more effectively into their projects.
From both the company’s and the user’s perspective, these specialized platforms significantly improve the efficiency of finding the right partners. They reduce costs compared to traditional indirect methods and increase the likelihood of successful collaborations.
If we compare the traditional way of developing large clients as “recruiting relatives,†then using high-quality exhibitions to find suitable partners is more like “arranged marriage.†This approach not only increases the chances of a successful match but also lowers the overall cost. To maximize the benefits, companies must carefully choose exhibition platforms that are well-organized, authoritative, and aligned with their product categories. The more relevant the exhibition theme, the better the opportunities for meaningful business connections.
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