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 Sydney  mid 2009

Contact Duncan Jones to request a place

Next Course Melbourne 3rd Quarter 2009

Contact Pam Danby to request a place

Next Course Brisbane 3rd Quarter 2009

Contact Duncan Jones to request a place

Course can be run sooner if there is a demand - contact Pam or Duncan to discuss

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
Hospital Pathology
CRC's; Research Institutes; Key Centres etc.
The Private Market Reviewed:
Private Pathology
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 Workbook will be provided to each participant for regular future reference and use. More data will be presented than that contained in the Workbook

COST

A minimum of 6 persons are required for each course.

Cost: SIA Members
1 - 3 persons $350 per person
4 - 6 persons $325 per person
7 -10 persons $300 per person

Price refers to number attending from the same company in a 6 month period. (Payable in advance).

Cost: Non Members
1 - 3 persons $550 per person
4 - 6 persons $500 per person
7 - 10 persons $460 per person

Price refers to number attending per session.
Fee includes: Lunch, coffee, tea and refreshments, course notes.