Vol. 2, No. 2

Spring 1992

Bio-Med COUp in Australia Combined Sales Effort Pays Off! T aking advantage of a unique opportunity, sales personnel from both

California-based research firms and explain the service first– hand. "I was able to reassure them of the special care World Courier takes with their bio-med– ical shipments, " he explains. Both David and Alex agreed that the experience was particularly fruitful for future sales efforts in each country . Cooperative endeavours of this type illustrate the success which can be achieved from pooling re– sources and knowledge, no mat– ter how geographically diverse we may be. It also reinforces the importance of developing con– sistent sales and marketing approaches which can readily be adapted to different locales.

sides of the Pacific joined forces in February to convincingly pro– mote World Courier services to Australia's bio-medical commun– ity. Last October, WC Australia was invited to attend a series of three Bio-Medical Conferences at the seaside resort of Lorne, 150 kilo– metres from Melbourne. Australian Sales Manager David De Coster quickly recognized the potential of such an invitation and jumped into action to prepare for the event. The conferences, held over a two– week period, were attended by

Open for Business. Promoting a highly credible international sales profile, Alex Stewart (left) and David De Coster (right) gear up for visitors at the 1992 Lome Medical Conferences held outside of Melbourne, Australia earlier this year.

over 700 heads of institutions and laboratory managers representing every major research facility in the country. As luck would have it, David's U.S. counterpart, West Coast Sales Manager Alex Stewart had planned a vacation trip to Australia which, fortu– nately, coincided with the dates of the confer– ence. Alex, an Australian national who has been with World Courier in California for seven years and has had significant experience in dealing with the bio-medical sector, was able to attend the conference as well.

and enthusiasm proved the undoing of even the most sceptical of prospective clients! "

The conference, which saw the unveiling of World Courier's new trade show display, was a huge success, with leads being generated from virtually every institute in the country. "The initial response has been overwhelming, with numerous phone inquiries and several new clients even before the shows had been con– cluded, " reports David. The conference may also prove to be beneficial for the U.S. sales effort. Alex was delighted that he was able to meet personally with represent– atives of several Australian subsidiaries of

• Spain's New System for Success • The Resourceful Spirit of South Africa • "Extraordinary Performance" Wins Doctors' Praise • Meet the New York Sales Team

"The attendance of Alex proved to be an abso– lute giant killer," says David . "His knowledge

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