Introduction & Background

Client is a manufacturer and distributor of mobile hydraulic components. For more than 40 years, they have been providing mobile hydraulic solutions to the hydraulic industry.

Objective: The Client seeks to explore opportunities in ASEAN countries.

To assess market potential and identify the best entry point

Tecnova engaged to conduct a comprehensive market assessment and assist in implementation

Tecnova’s Role

Market Opportunity Assessment

Evaluation of Client's hydraulics products in 5 ASEAN countries

Shortlisting 2 most promising countries for further analysis

Business Development Activities

Introduction of Client to potential OEMs

Facilitation of discussions with relevant authorities for supply opportunities

Identifying Distributor Partners‍

Shortlisting suitable partners in the chosen countries

Facilitating collaboration with distributors

Recruitment and Incubation‍

Selection and training of a regional manager for one of the chosen countries

Ongoing Support

Tecnova continues to support Client in generating sales leads

Assisting in finalizing the Regional Manager position

Acting as an extended arm of Client's sales team in the region

Outcome

Thailand and Indonesia identified as the most potential markets

Secured orders from two companies in Thailand

Shortlisted and initiated agreement discussions with distributors in both markets

Conclusion

With Tecnova's strategic guidance, the client achieved a successful entry into the ASEAN market, paving the way for growth

Continued support ensures sustained growth and market penetration

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