Nordic Industries Development has been active in the French agriculture and forestry sector since 2000. We have helped numerous companies there to build retail channels. Now in 2024 for e.g. Farmi Forest or Pellon Group.
Farmi Forest Oy is a well-known Finnish pioneer in the development and manufacture of forest and agricultural machinery. Their product range includes timber trailers, forestry loaders, winches and chippers.
The company has been in France since the 1960s, and is quite a well-known brand. But as always over the years, dealers and strategies change.
Farmi Forest Oy was not completely satisfied with the operation of the previous dealer, so they hired Nordic Industries Development Oy to survey the situation and build a new type of operating model and dealer network in France.
1. UNDERSTAND MARKET
We put together a comprehensive overview of the market potential and all possible dealers, including the agricultural segment. France is a big country and there is a consolidation of segments in certain geographical areas, where traditional agricultural equipment dealers have also started to sell e.g. chippers. There are clear reasons for that, which we went through with the customer before we started analyzing agricultural machinery dealers as well.
We contacted the selected dealer candidates on behalf of our client, leveraging our existing relationships, sector understanding and database.
2. FIND RIGHT PARTNERS AND BUSINESS OPPORTUNITIES TO HIT THE GROUND RUNNING
Together with the customer, we analyzed different types of distributor models, but especially potential sales partners who would have the ability to sell all product segments of Farmi Forest. We didn’t want a partner who would only sell specific products suitable for the retailer’s own product needs. One of the criteria was also that Farmi Forest must not be just a “wall rose”, but that the retailer is able to invest in Farmi Forest both in terms of sales and aftermarketing around the country.
3. OPERATIONAL SUPPORT
We arranged the meetings with potential dealers and other stakeholders. We also assisted the client in managing the dealaership during the dealer transition.. We continue this work with the client in France, but also in other countries such as Spain and Italy.
