“if there is business and growth, we want to be present, but first we had to do our homework”, says Mr. Jarkko Mattila, Business Development Director of Tikkurila Oy , a Nasdaq listed functional and decorative paints manufacturer and one of the most visible brands in Finland and Baltic countries.
Tikkurila Oy wanted to analyze the possibilities in the Middle East to focus on the future growth segments.
The key was to understand which industry applications and segments would be the clear winners and how to reach the key players in chosen segments.
According to Mr. Jarkko Mattila “regardless the heavily competed market space, we know now that Tikkurila’s product range and coating technologies have something what the market needs and have certain advantages over existing market offering”.
According to Mr. Mattila “decision to be present in BIG 5 and contract a market development assignment around the tradeshow activities with professional sales channel and business development company, was worth every penny, not to mention about the time saved, had we tried to do this ourselves”
Nordic Industries Development Middle East FZE helped Tikkurila Oy to understand their product positioning within industry segments and meet the right people within the focus group companies.
Now Tikkurila Oy has a deeper market understanding and is in position to create “a sustainable business case”, not only a temporary presence. According to Jarkko Mattila, Business Development Director of Tikkurila Oy “Nowadays, the manufacturer has to know what are the real possibilities and expectations in the market, not blindly rely on local channel partners’ information, especially when venturing into new markets, this is the only way to build common objectives and sustainable business case with partners.”
Tikkurila Oy, A Nasdaq listed, Helsinki, Finland based manufacturer offers a broad range of decorative paints for consumers and professionals for surface protection and decoration. The product offering includes, among others, interior paints, lacquers, and effect products, exterior products for wood, masonry, and metal surfaces, as well as services related to painting. In addition, Tikkurila produces paints and coatings for the metal and wood industries. www.tikkurila.com