Surfeo is the perfect sales extension in Europe of worldwide manufacturers, suppliers, designers of innovative product and solution for aerospace. To sum-up we are your alternative to classical Aerospace Representative will bring high level of expertise in aerospace market specifically for: Strategic marketing & analysis
Support & Mediation Above all our teams are on the field in daily basis to create new business opportunities for our clients.
Benefits – Key factors of success
Since 2007 we accumulated a great experience of this specific market: practices, rules, players, program, contact, future, innovation, drivers and opportunities. Consequently to our presence and success in this market, we continuously connect and maintain a close relationship with the whole Aerospace chain such as A/C manufacturers, tier 1, tier 2, airlines, MROs, completion centers.
Our professional way to drive the business for our Principals opened all doors in the European companies, management, programs, buyers, procurement, design offices, R&T… Most important, they are all interested in our unique business model “value provider” bringing benefits for them and for the aerospace chain.
The word we prefer is synergy. In fact, Surfeo plays and maximizes synergies between our client’s offers and Surfeo sales team activities. Guided by our strong organization, synergy is the greatest value provider for the business of our clients:
Time saving & resources,
New business accelerator,
Opportunities to meet and to follow-up,
Decision loop knowledge.
We focus exclusively on Aerospace – Our teams, 9 technical sales persons spend 100% of their time in the field to develop business for our clients and stay connected with market activities. Meanwhile, all information gathered in the field are logged in our CRM Salesforce. All teams’ members update on daily basis with profitable information for all.
Every opportunities monthly report cames from the CRM. As a result of the diversity of the mission that we have driven for our Clients, Surfeo has acquired a global view of the market, businesses and opportunities. Certainly, we are used to sell their capabilities to Tier 1, Tier 2 for Built to Spec or Built to Print offer, Machining, Software, repair services, standard parts…. Surfeo is well introduced everywhere and works as a continuous process to expand its footprint.
Aerospace Representative firm or employee have only a fragmentary view of the aerospace market. They are only exposed to a small side of their activities. Moreover, there are not lots of companies in aerospace with special organization for engineering technical sales. Their customers’ database is most of the time their ordering or accounting contacts, no decision makers.
Time to market
In less than 2 months, the offer of our new Clients will be known by all companies targeted. And within three months we will bring for him some qualified opportunities on the table. Just need for our Clients if he wants to come for a face to face meeting with qualified contacts involved in the new opportunities. Surfeo supports appointments and organization to perform all visits on profitable business trip week.
For the Aerospace Representative firm, simply have different objectives than his principals. It is expensive for him to take the risk to pioneer a missionary line. Return of investment and easy sales are driving their activities. They sell if they can be on the right place at the right time with another product line already known. So, it can be 2 months, it can be 2 years…
Surfeo used to manage the sales process the CRM Salesforce. Every employee in Surfeo has a dedicated access to the CRM to fill and update with valuable and detailed information on account, contact, program, agenda and business opportunities. With this information and an apps developed by Salesforce we can generate an Opportunities report for each of our Clients. It is valuable as inside this report our Clients will see all the opportunities details as business cases, key dates, customers’ details, next steps…and what Surfeo perform for him the month before. Moreover, after all meetings, conference call or phone call bringing new level of information we perform a Minute of Meeting and we send to the Client’s team in the business loop. In this MoM, Client will find a huge diversity of information… and actions list for developing the business.
An Aerospace Representative Firm do not perform any reporting, just email for inquiries, questions, answers…
Surfeo key factor of success is synergy! Synergies between our Clients’ offers is creating a huge leverage for Surfeo sales team to multiply the contacts, meetings, phone calls, meetings with buyers and other peoples involved in the opportunities. Our teams can open customers’ doors, raise interest to learn more on new products on regularly basis. It decreases significantly the expenses for travels and others means Surfeo used to develop business.
Principals when looking for Aerospace Representative firm are very attentive to this point. They try to find a Rep with a line card offering some synergies with their capabilities or product lines. But it is very difficult as most of the Aerospace Representative Firm have an Industry line card and no experience in aerospace making the job and the chance of success smaller.