Case study 1- Machinery – market research
Background:
This Italy based company intended to enter into China for years but not actually deploy their intention due to uncertainty of their products marketability and lack of sales channels.
Process:
* SWOT analysis and assessment of product marketability
* Identification of critical success factors and recommendation of potential risk control
* Analysis of possible distribution channels and recommendations of distribution channels
* Market entry strategy
Benefits:
* Used our findings and recommendations to decide to invest in China at lower risks
* Used the findings to determine the preferred sales channels through local distributors
Case study 2 – Electronic – market entry
Background:
This multinational company experienced a flat growth and pressures on margins due to low cost competitors.
Process:
* Assessed and analyzed its product marketability and competitiveness in China
* Developed market entry strategy to go into a joint venture with a local company
* Sourced and appraised JV partners, selected three prospective JV partners
* Arranged business meeting in China and participated in the meeting
Benefits:
* Set up JV factory in China; expanded their business in China
* Products manufactured in China to relieve of market pressure from their competitors
Case study 3 – Food – Source local agent
Background:
This South American company tired to sell their products through local agent but unsuccessful.
Process:
* List of major local agents
* Evaluation and screening of local agents
* Terms and condition negotiation, and identification of prospective agents
* Arranged business meeting and participated in the meeting
Benefits:
* The client selected three agents for three designated area in China
* Products sold well in China through agents, the client and agents enjoyed good relation
Case study 4 – Chemistry – business expansion
Background:
This JV company in China with majority shareholder from Australia planned to develop their five years marketing plan but lack of market information
Process:
* PEST analysis – Political, Economic, Socio-cultural and Technological forces
* Research on competitors and consumers
* Products research and research on sales channels
* Recommendation of business expansion strategy
Benefits:
* Use our findings and recommendations to formulate their long-term business strategy
* Aligned short-term marketing strategy through findings of competitors, consumer, channels
Case study 5 – Automobile tire – Source suppliers in China
Background:
This European company wished to seek for the most suitable automobile tire producers to get sole agency right and establish long-term strategic cooperation.
Process:
* Study on automobile tire market in China to have in-depth understanding of the industry
* List of top 55 automobile tire manufacturers in China with profound data of each company
* Partner evaluation, screening, terms and conditions negotiation
* Accompanied the client during the whole business trip, participated meeting to negotiate
Benefits:
* Selected one company identified as most suitable partners and started business with them
* The client was awarded sole agency in their own country and neighboring countries
Case study 6 – Diamond tools – Source China suppliers
Background:
This European company tried to source diamond tools with competitive prices for years but unsuccessful.
Process:
* List of all major manufacturers of diamond tools in China
* Contacted all of the manufacturers and screening prospective manufacturers
* Prices and terms negotiation on behalf of the client
* China visiting plan, including trip itinerary, meeting agenda, hotel/domestic air-ticket booking
Benefits:
* Sourced one company with whom the client satisfied in term of price and product quality
* Enjoyed good relation with the company and they set up a JV factory in China after 3 years
Below are some clients we had provided consulting services:
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