Understanding the Australian Scientific Supply Industry
A one day induction course to fully acquaint industry sales and marketing staff (new and experienced) with the Australian Scientific Market.
To be held in Sydney, Melbourne and Brisbane.
Next course Melbourne March 21 2012
To register click here
Next Course Sydney May 13 2012
Next Course Brisbane June 13 2012
WHAT IT IS
A one day course to fully acquaint participants with the local scientific market, its participants, the funding mechanisms that drive it and other important considerations.
Companies in the science industry regularly recruit new staff who haven't had any commercial experience. All too often, companies are just too busy to adequately train these new sales people as to the drivers of the industry. Sure they are trained on products and perhaps selling skills, but they are not given sufficient background information about the scientific supply industry, its participants - both suppliers and customers or where and when the funds become available.
This course is about providing them with extensive background information that will give them more confidence in doing the job that they have been hired to do.
WHAT IT IS NOT
- it is NOT a selling course
- it is NOT about territory management;
- it is NOT about time management
Increase the productivity and market knowledge of new internal or external sales or marketing staff from day one.
The course would also be most helpful to existing sales and marketing staff and those who support customers in other roles.
COURSE CONTENT
The Australian Market
What is the Market & How is it Defined
Size and Growth Rates
How are these Measured
Who needs Customers?
Who needs Competitors?
The Basics
Gross Margin , Mark Up and Net Profit
- What they Mean
Pricing & Discounting (Be assured that nothing presented here will attract the interest of the ACCC)
Product Giveaways
Who are the Customers?
An in depth Look at the Governmental-funded Sector:
Secondary Education
Tertiary Education
CSIRO
Pathology
CRC's; Research Institutes; Key Centres etc.
The Private Market Reviewed:
Biotechnology
Pharmaceuticals & Cosmetics
Food, Feed & Beverages
Mining & Minerals
Competitors & Other Suppliers
A look at the major market segments:
Chemical Analysis
Clinical Diagnostics
Molecular Biology
Chemicals
Physical Parameter Measurement (rheology, viscosity, density, particle characterisation, etc.)Others
Funding Sources & Cycles
A look at NH & MRC, ARC, CSIRO, Universities & TAFE, schools, hospitals and more
Private Market Funding
Accessing Customers
Advertising & News Releases
Exhibitions
Learned Societies
Direct Mail & Email
Other Considerations
The Role of SIA
Regulatory Issues
Rates of Exchange
Tenders - How to find them
Exporting & Government Assistance
A Resource Book will be provided to each participant for regular future reference and use.
COST
A minimum of 6 persons are required for each course.
Cost: SIA/ALMA Members
$375 per person
Cost: Non Members
$625 per person
Fee includes: Lunch, coffee, tea and refreshments, course notes.
