MARINE: SOUTHEAST ASIA

To jump start business and exceed the sales expectations during the first year in the country where the biggest competitor has half of the market share is a mission impossible for many companies. Not for our client.

SECTOR SPECIFIC OPERATIONAL MARKET ANALYSIS AND CHANNEL DEVELOPMENT

NEED: Jump starting sales channel for marine equipment manufacturer.

GEOGRAPHIC SCOPE: Southeast Asia

CHALLENGE: How to jump start the market and develop sales channel from the scratch when the biggest competitor has been long present in the country and had almost 80 % market share. Our client was completely unknown name in the market.

BENEFITS:our client was able to jump start markets with well defined and sustainable sales strategy. We also build them a customer prioritization strategy which helped them to coordinate sales efforts with new distributor.

BACKGROUND: Some companies sales directors spend more 150 days on the road. This company is one of them. Our task was to integrate our customer to market which was already booming. The customer wanted to have indepth understanding of local market dynamics and no time to acquire it. We had to jump start the market and ensure the sustainability of sales by identifying right distributors.
Building a presence with distributor would have taken too much time and dilute channel control. Moreover, none of the potential distributor candidates met in the tradeshows were “the right fit”.
We put our operational and sector expertize to test.

OUTCOME:The client exceeded his budgeted sales target 3 fold and well functioning sales channel set up is now in place. Since then the client has bought similar service from us in 4 other countries.

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