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Reply To: My business is a small water filtration business out of the Hawkes Bay.  We are a father son business and have been operating for the last year and a half.  We are currently a part time business hoping to develop further to be full-time. We are looking for ways to work with councils and MSD to develop better sales and service for consumers. Is there a way we can work through these organizations that is reasonably clear?

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Good Morning Cloudwater – the first question to consider are the key sales numbers you need to achieve to become fully reliant on this business. This will include break even numbers from your accountant and also what profits you want to make. Once you have this number then you can divide that by an average sale to work out how many sales you need to achieve yearly, then monthly and then weekly, e.g. $200k in sales – average sale $2500 = 80 sales per annum divided by 45 working weeks = 1.7 say 2 sales per week. To achieve 2 sales per week you need to generate 3 referrals or 5 inquiries, or a combo of this. As part of your sales strategy you should also have a profile of the type of prospects you wish to target and from this profile you should then be able to identify specific industries or businesses that you can target or partner with. Water filtration would naturally go with builders as strategic partners. So a list of potential clients would include builders and construction companies. I hope this is useful. If you wish to contact me for a coffee I am in Hawkes Bay also.