Feasibility Study China
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.
Strategy review and re-organisation International
The sales and marketing approach and infrastructure of a medium sized UK electronics components company had grown organically overtime. Realizing that the set up did no longer serve the company the CEO asked GBDN|UK to propose a new approach and structure to reach tough new revenue targets in their international markets. The GBDN team talked to key stakeholders in the company on a one-to-one basis, and then organised a workshop with key stakeholders and the full sales and marketing team. Results included a new way of matching markets, customers and products was agreed, and a reorganization of the sales and marketing teams into profit responsible business development teams organised around customer segments rather then products.
Opportunities Assessment China
A European firm had a range of products&emdash;such as valves, pumps, etc&emdash;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.
Partner Search and Channel Re-structure China
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.
Expansion into UK and Europe
A medium sized company based in the USA specializes in sourcing from the Far East for its clients. It had developed a unique expertise and an extensive network of contacts and factories worldwide. GBDN|UK worked with the company to clarify the service offering and standardize the approach, and then piloted the approach in the UK. This lead to first UK clients being signed up. The company is now getting ready to expand its agent network outside the UK into Europe and so double turnover within 1 year
Market Entry China
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.
Market Entry USA
A small but very quickly growing UK company with innovative construction products wanted to capture the market opportunities in key countries outside the UK in time. GBDN|UK was commission to help develop the international expansion strategy and is now implementing this strategy by searching and selecting channel partners (distributors or agents) in the USA.
Lead Generation Australia, Brazil and South Africa
A medium sized UK food ingredients company wanted to penetrate some key international markets: Australia, Republic of South Africa, and Brazil. However it did not have the management width nor the language capabilities to do this. GBDN|UK identified target companies, developed a script and marketing materials, started a dialogue with key people in each company in the appropriate local language. The qualified leads where then handed to the sales team of the client leading to a well above average conversion rate from lead to product sampling and from there to sales.