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Case Study: Partner Search - Civil Engineering & Agricultural Equipment

Case Study: Partner Search - Civil Engineering & Agricultural Equipment

Overview

Civil engineering & agricultural equipment manufacturer required assistance with the identification of partners in Australia – now has a master distributor and Australian sales.

North American Civil engineering & agricultural equipment manufacturer engaged our office to assist in identifying and prequalifying suitable in country partners.

Our office formalised a long-list of in-country partners (un-qualified) for both Australia and New Zealand. This list included full contact details and available background information (operations, size, locations, market position etc) for 30 potential partners (23 in Australia & 7 in New Zealand) and 2 potential end-users.

Based on feedback received from our client on each of the prospects we then commenced our direct outreach to prospective partners in both countries to learn about more specific information relating to their operations, capabilities, interest in and suitability to enter in to discussions with our client about representation.

Our office then facilitated on line introductions to potential partners and facilitated face to face interviews in country with the prospective partners.

Outcomes and Results

In 2012/13 our client attributed ~A$0.5million in sales to the region as a direct result of this Trade Advisory Service completed by our office in Australia and New Zealand. The VP of Sales and Marketing said “...We have received order for seven units and have established a master distributor for both countries (Australia and New Zealand). We have hired additional staff to meet this 33% increase in orders”.

About this Case Study

ServiceIn Country Partner Search and Qualifications
IndustryMultiple