Channel Development (Industrial Lighting)
This project involved the research and recruitment of specialist channel partners across 6 European countries for this global lighting leader
When this global leader in portable electronics contacted us, they already had an established sales partner network across Europe. The problem however was that this channel wasn’t a fit for a new industrial lighting product that the company planned to launch and they needed to establish a new channel partner network in advance of this. Our project initially took a strategic approach with research needed into the target market and competitive sales channels. Next, our focus was on 5 European markets (Germany, Italy, France, Spain, and UK) where our objective was to research, qualify and short-list distributors in these markets over a 4 month period. This work required multilingual skills and a knowledge of local markets across Europe.
This project resulted in the recruitment of partners in all of the target markets and a second phase of work with the client in developing similar sales channels in Scandinavia.