SELL INTERNATIONALLY
THROUGH TRUSTED LOCAL
REPRESENTATIVES
Proposal
*) There are also requirements for companies, more on page 8.
Each application is approved or declined individually.

Entering new markets: Approach comparison
Common waterfall model:
• You carefully consider which markets
you should enter. You choose very few
areas, because the cost of market entry-
and associated risks are high
• You research data about the target
market, key players, etc. in order to
define market entry strategy.
• You send your own people to the
defined market to do business
development, engage with buyers,
create network, etc.
• Begin sales by sending your own people
abroad or by hiring local sales people
LEDIATOR LEAN model:
• Select interesting markets
• LEDIATOR screens representatives based
of three primary criteria: Domain know-
how, current networks and buyer
contacts. Reps get paid by commission.
• LEDIATOR selects reps and begin
“learning by selling” fast
• Feedback from reps, buyers and those
who declined offers > intel in order to
recognize product fit
Slow, expensive, high risks Lean, fast, scalable, low risk and low investment

Entering new markets: Approach comparison
Time
€
Q1 Q2 Q3 Q4
10K€
20K€
30K€
40K€
50K€
60K€
70K€
80K€
LEDIATOR LEAN
15 K€*
Traditional waterfall model
X K€
*) Your actual net investment 7500€, 50% covered by TEKES Team Finland Explorer funding,
commissions not included. Note the requirements for the applying company > Page 8
**) In case you don’t use public EU funding, recommended piloting is 4-6 months
Actual cost 7500€
LEDIATOR BENEFITS
• Dozens of buyer
engagements already done,
awareness is building. Reps’
primary concern is buyers’
trust and success – you can’t
get more customer centric
than that
• Learning: Real, hard facts
about buyer consideration >
what is the product/offering
fit for the market (recipe for
success)
• Some already closed deals
and revenue, strong pipeline
• Scalable: Capacity to enter
multiple markets
simultaneously
Project 4-6 months
(pilot 2 months) **

LEDIATOR in a nutshell
MINIMAL RISKS AND COSTS
• Representatives work on commission, no running costs
• Reps’ primary concern is buyers’ trust and success – you
can’t get more customer centric than that
• EU De Minimis fundable project fee (-50%)
SCALABLE
• Entering new markets, countries and states by selecting
new representatives is fast and efficient
• High Search Engine ranking
• Platform enables servicing customers with their own
language. Digital marketing enable combination of reach,
lead recognition and sales steering
FAST & CAPABLE
• Representative selection criteria: Domain know-how,
existing networks and buyers’ trust. You sell via trusted
locals who know how your offering sales succeeds.
• Reps get paid by commission and they are hungry
TRANSPARENT & REAL-TIME
• Who gets an offer, by whom, for what, for what price, with
what terms, when the advance payment is paid, when the
goods will be picked up, when they have been delivered..
• Self-service re-purchases, automatic re-buy and up-sales
marketing, new lead recognition

LEDIATOR WAY OF WORKING IN PRACTICE
PRINCIPALS
(Manufacturers and producers):
GIVE PRODUCTS FOR LEDIATOR TO
SELL, SET TERMS, PRICING, STOCK
STATUS, APPROVE ORDERS,
ANSWER TO REPS’ QUESTIONS.
GET TRANSPARENT, REAL TIME
REPORTING ABOUT OFFERS,
CLOSED DEALS, TRANSACTIONS
AND ORDER-DELIVERY MNGMNT
REPPRESENTATIVES:
ENGAGE BUYERS AND SELL
PRODUCTS & SERVICES.
REPS USE LEDIATOR PLATFORM
TO INTRODUCE PRODUCTS AND
MAKE OFFERS. THEY HAVE OWN
SALES REPORTING AND
COMMISSION STATUS REPORTING
BUYERS:
BUYERS GET TOTAL DEAL – NO
SURPRISE COSTS
OWN ACCOUNT: OFFERS,
ORDERS, ORDER
CONFIRMATIONS,
TRANSACTIONS, REAL TIME
STATUS. CAN REPEAT
PURCHASES EASILY.
HTTP://MARKET.LEDIATOR.COM
ONLINE CATALOGUE AND
OFFERING IN REAL TIME. OWN
ACCOUNT FOR PRICIPALS, BUYERS
AND REPS
LEDIATOR HANDLE CREDIT
CHECKS, INVOICING,
TRANSACTIONS, LOGISTICS,
CUSTOMS DOCS, ETC
BUYER FEEDBACK, QUESTIONS & REQUIREMENTS:
Continuous market and price intelligence, improvement advice and
opportunities: Concept & Product qualities, attributes, pricing level…
GOAL: FIND PRODUCT FIT – RECIPE FOR SUCCESS
FIELD EFFICIENCY AND OFFERING FEEDBACK:
Sales quality feedback in order to support sales development and rep
work. Collect buyer feedback for sold offering AND declined offers

Process: Q1 Discovery
BRIEF + SCREENING
(4 days)
• Foundation: Rep screening criteria from
offering and target group perspectives,
pre-select target markets (Countries,
states, etc.)
• Screening: Potential Rep screening from
databases and public sources
OUTCOMES:
• Rep availability against criteria*
• Longlist of potential representatives
• What they sell now, whom they sell to,
where they operate, solo reps or multi
agent agencies, what is their current
average monthly sales, etc.
LEARNING
(4 days)
SELECTION
• One-on-one interviews : Market intel and
capability to select reps
OUTCOMES:
• Learn from reps’ experience: offering
feedback, competitors, customer- concept-
& pricing intel, benchmarks, previous
experiences, customer expectations and
USP’s
• Capacity to select Pilot reps: Reps’ domain
experience, buyer network and connections,
approach, offering position in rep’s portfolio,
commission expectations
DECISIONTOMOVEONTOPILOTING
• Piloting strategy + rep
selection
• Direct sales
• Distributor sales
OUTCOMES
• 3-6 Representative
agreements, rep
education
• Short list of reps for later
scalability post- piloting
*) Examples of rep screening sources in the attachments at the end of this proposal

Process: Q2 PILOT & CONCLUSIONS
PILOTING
(3 days)
• Piloting for 2 months
• Start contacting buyers
• Systematic feedback capturing from
representatives and buyers
• Buying barriers
• Improvement points
• Customer satisfaction
CONCLUSIONS
(1,5 days)
• Piloting end report
• Full learning documentation
• Strategic approach evaluation: Direct sales
to buyers or sales via Distributors
• Process learnings during the project period
• Scale-up directions based on learnings
• Product/offering fit – recipe for success
based on direct feedback from buyers
• Facts from the project enabling decision
about how does Representative sales
model suit the company’s growth model

Invoicing interval, total project cost 15 000€*
Q1 Discovery phase
• Signing fee 5000 € +vat
• End of Q1 4600 € +vat
Decision to start “learning by selling” 2 month pilot
• Piloting start 3600 € +vat
• After conclusion report 1800 € +vat
*) Project model Approach is pre-approved for 50% funding from EU De Minimis programs, eg. TEKES Team Finland Explorer –funding.
Although the approach is pre-approved, all applications are considered individually and companies must meet funding requirements. From
this address you can look in to requirements for the applying company https://www.tekes.fi/rahoitus/pk-yritys/tf-explorer/
Project pricing based on
working hours/days,
150€+vat/h
- Include license fees for
representative databases for
screening
- Actual sales work is commission
based, no fee
- Include platform fees for the
first 24 months

What kind of companies LEDIATOR LEAN
approach is applicable for?
• Trading is done in B2B markets using http://market.lediator.com –platform
(goods, commodities, machinery, services, software, etc.)
• Sales is done by local manufacturer’s representative/agent with
commission agreement
• LEDIATOR manages representatives
• Project length 4-6 months with EU funding, 8-10 without EU funding
• After the piloting period we strengthen existing customer base, close new
customers and bring in new reps for scale. Platform fees included for the
first 12 months

Lets work together!
Our mission is to accelerate cross-border B2B trade by erasing the impact of national
borders in commerce: Increase demand, reduce friction and remove barriers.
Strategy:
– Symbiotic Collaboration: We can’t do everything alone, we partner with companies
specifically targeting each need: Translations, education, legal, logistics, factoring,
transactions, marketing, financing, insurance, fairs and exhibitions, Tekes, Finvera…
– Stronger together: Becoming a meaningful player market by market. We create powerful
synergies bringing our principals and representatives together
– Learning by selling - LEAN attitude: learning from customers who are making actual buying
consideration and setting requirements for a positive decision. We are constantly hunting for a
recipe for success for our principals, because our success is possible only when our principals’
offering is selling well
– Integration: accelerating automation. All parties need effective communications, processes
and tools for maximum efficiency. Our platform makes everyones’ life easier and more
productive

CONTACTS
Toni Keskinen
Managing Director
050-5522276
toni.keskinen@lediator.com
https://fi.linkedin.com/in/tonikeskinen
Jari Vainio,
Executive Chairman
https://fi.linkedin.com/in/jarivainio
First line of contacts:
Toni Keskinen or info@lediator.com

REP SCREENING AND HEAD HUNTING
SOURCE EXAMPLES
Attachments

Example profile for screening reps

Example profiles for screening reps

Representative
Screening
source example

LEDIATOR positioning
FACE TO FACE
ONE-TO-ONEDIGITAL
HIGH RISK – SLOW SCALABILITY
LOW RISK – FAST SCALABILITY
OWN EXPORT SALES
OWN AGENT/REP
NETWORK CREATION
MANUFACTURERS
OWN E-COMMERCE
Combination of local expert
representatives and eCommerce:
automated, transparent
platform
- Low cost & risk, scalable
- Totally transparent for the
principal
- Very user friendly and
efficient tool for principals,
representatives and buyers
- Digital marketing, lead
recognition & self-service for
re-purchases