Asia and South American
Client has been working for a number of years to develop export business in Asia and South America with little success, despite regularly attending Ingredients shows and travelling to the various regions. Client has now outsourced its international business development efforts in Asia and South America to the FOCUS team of on the ground experts.
Small specialty flavor and ingredients company
- Understand Client and their products
- Review past International business efforts, current business and contacts
- Undertake market research to identify key markets and customers
- Identify distributors in each key market that has been successful in the technical sale of specialty ingredients
- Agree on terms for each distributor with client
- Establish the distribution network
- Manage the network, acting as the central point of communication between distributors and Client
This project is ongoing, FOCUS has identified distributors in each major market who understand a technical sale process and have started to work with each of them to build market share in each market.Back to Case Studies Page
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- Everything is so complicated and takes longer than in my home market!
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