Your potential customers

●Who are your customers? They could be
wholesalers, retailers or end-users (e.g.
individuals, other businesses, institutions).
●Where are they (local, regional, national
or overseas)?
●Where and how (e.g. trade magazines,
trade shows, directories, agents) will you
identify them?
●How will you get access to them (directly
through a personal visit, or through an agent,
trade shows, shops, galleries, etc)?
●What are their needs?
●What are their spending patterns?
●How and where do they trade (through trade
shows, buying trips, etc)?
●How and where do they purchase their
existing services/products?
●How do they find out about new
●What criteria do they use to select the work or
service that they require?

Are their decisions based primarily on price or on quality?