• LOOKING FOR A DISTRIBUTOR IN FRANCE AND SPAIN
For a manufacturer of POLYURETHANE FOAM DISPENSING EQUIPMENT.
First we checked the Internationalisation process together with the Company. We then jointly defined the two countries on which to focus our work and the choice was made in favour of France and Spain. The next step consisted in the analysis of the main competitors and their presence in the countries concerned.
Once that was done and after we studied the French and Spanish markets, as a T.E.M, I began to identify and contact a range of possible distributors. If the businesses I got in touch with expressed their interest in the project, they were invited to come to Italy by the Company so that they could know the product and its quality at first hand. As regards the Spanish market, a Distribution agreement was signed between the parties.
If they could not come to Italy, we were the ones who travelled there to get to know them, see their business situation and have an overview of our potential future partners.
The project lasted about 30 days over a one-year period.
• COMMERCIAL REORGANISATION
For a manufacturer of ELECTRONIC COMPONENTS.
The Company concerned has been in the National market for over 20 years, but had never considered foreign sales before. This Company has two different views: one focused on the Food Industry components and the other to the components used in Thermotechnics.
After studying the products, the end customers and the competitors, I was able to build an overall picture of the situation and devise two different strategies.
» As far as Food Industry is concerned,, I sought new potential OEMs that could be interested buyers willing to conclude direct Sales. Today, this project has become even more ambitious since it aims to create a real Sales Network.
» As far as the Sector of Thermotechnics is concerned, instead, the Company has always worked in tandem with one of its long-time customers without risking any further. Today, this Company is directly addressing 5 leading players in its sector in order to finalise some direct partnerships and acquire a large part of the market.
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