Situation
A UK manufacturer of specialised electronic equipment wished to set up distribution for its products in the Asia Pacific regions
Client Requirement
Phase 1: Develop a clear strategy for overseas sales within the client’s business plan and define profile for required distributor. Define timescales and target expectations
Phase 2: Commence search for companies matching the required profile using industry sources and, in some cases, UKTI resources. Make contact with selected potentials and shortlist ready for assessment.
Phase 3: Meet shortlisted companies and perform assessment of capabilities based on current market position, company size, company objectives and resources
Phase 4: Recommend and agree preferred selection with client. Develop business agreement, including terms and targets, and engage selected partner
Phase 5: Launch business partner, including training and key in-country visits and exhibitions. Hand over to client for ongoing partner management
Outcome
5 new overseas partners signed and doing business within 12 months
