Channel Development (Power Electronics)
We assisted this power electronics company to grow its distributor base in 4 European markets
This power supplies company initially contacted us for assistance in the recruitment of a specialist partner in the Spanish market. Our initial approach involved getting an understanding of the company, its customers and competition and defining the ideal channel partner profile in the Spanish market. Next, we conducted market research which identified an initial list of target companies which we shared with our client. Some were rejected as unsuitable but we continued with the remainder and contacted each company to qualify their suitability and interest in having commercial discussions with our client. Our qualification process ultimately resulted in the identification of 2 partners who met our target profile and we felt would be a good fit for our client. We co-ordinated a trip for our client to meet with both companies and were involved in the final decision which resulted in the successful recruitment of a new partner in Spain.
Our client was very happy with their choice and while sales results from the new partner were not shared, this client company returned to implement additional channel development projects in Scandinavia, France and Italy. These were each completed with success.