A company manufacturing components for heavy machinery was thinking of entering international markets. We familiarised ourselves with the value offering and identified potential customers who might be interested in purchasing such components. As demand in both the Czech Republic and Hungary was found to be significant, we focused our attention there. We segmented potential purchasers and analysed which channels they used for such purchases. Together with the manufacturer, we arranged meetings with the most interesting customers and achieved successful results. We helped increase the volume of tenders produced to a total of EUR 500,000 and additional annual sales of EUR 170,000 were generated.
A company manufacturing components in the electrical sector was looking for distribution channel partners, and we set out together to identify suitable candidates. The first task was to define a perfect partner for handling each customer group. Using work done by Finpro as a basis, we identified 2-5 candidate companies in each segment, and managed to arrange meetings with them in just a couple of weeks. We accompanied our client in these partnership negotiations to ensure that no aspects of the local business culture resulted in problems. Two excellent partnerships resulted, and operations were launched smoothly in the new markets. Our Finnish client and its products became better known and the company consolidated its position as a desirable partner. At the same time, the company's volume of tenders produced expanded and this was visible in the form of increased sales.