Partner Search and Channel Re-structure
A medium size American medical devices firm had channel partners in China that where not performing, distributed across several industries. There were enough partners, though these were not well committed to help the client develop its market. Through a customized research program, GBDN|China screened and did in-depth evaluation on another set of channel players for the firm to work with. At the same time, we recommended a different channel structure and strategy (including regional, vertical segmentation), and consulted with the client on how to implement this.
Opportunities Assessment
A European firm had a range of products- such as valves, pumps, etc- that are applied in numerous industries and specific applications, and was not sure how to focus these in China. Following close client consultation, GBDN|China carried out in-depth primary research focused on customers, and also looking at suppliers, and came up with a series of pertinent recommendations that matched the strengths and commitment of the client, as well as the real situation in China. This called for focusing on a limited range of products in certain industries, with appropriate targeting and pricing, across a wider geographic scope.
Market Entry
A small-medium European specialty tools manufacturer had decided to enter China, and needed help doing this in terms of sales focus, channel partners, office location, and on-the-ground assistance. GBDN|China provided this in several stages. The first focused on market knowledge aspects such as opportunities, market positioning, targeting, and pricing. The second focused on sales channels and finding channel partners in 2-3 select cities (Tier 1, Tier 2). The third phase focused on practical and logistical items such a site location (for office, and potential manufacturing), and registration.
Feasibility Study
A large American chemicals company had a solutions system proven successful in other countries that they wanted to implement in China. GBDN|China worked with this company to see if there was a potential market in China, quantify the market and competition, assess the trends and government element, ascertain the feasibility of channels to market, and other elements, in a comprehensive program. It turned out that only higher-end customers that are export focused in about three industries are the most viable potential customers for the solution system, and the focus then turned to how to best target and serve these customers, through appropriate product localization, engineering, channel relationships, and sales strategies.