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Case Study: Entering a New Market & Preparing the Grounds for Business Development26/11/15
Yesterday Moshe Sharet and Hillel Porath had the privilege of sharing two case studies with the Hutchison Kinrot's portfolio companies.
(Hutchison Kinrot is a global leader seed investor in water and Cleantech related technologies.)
The case studies were related to Skylimit clients in the agriculture and water tech industries. Here is one important part of the case study we discussed yesterday.
Introduction:
When a company is ready to enter a new market and would like to begin the process of identifying and connecting with the most relevant partners (reps, distributors, etc..) in that market, Very often they'll find the channel partner research process very confusing and time consuming. With out relevant and accurate information on potential channel partners - companies cannot move forward with business development efforts.
That's where Skylimit comes in. (Skylimit is the parent company of the IsraelExporter.com)
I would just like to share with you the thought process that goes into the research. Proper research prepares the grounds for business development
Case Study:
A water tech company expressed interest in entering the French market and they approached Skylimit for help
See image below - (and our incredible design skills :)
This is France and we have a water tech company that would like to enter this market.
In order to "organize" the research process we take the following different approaches:
Keywords: probably the most important. How do water tech distributors in France define themselves ..in French? Do they call themselves reps? suppliers? distributors? Having the exact keywords is like having a road map. This will help us navigate the market and find the right people we need.
Competitors: Who are my competitors in France? who are they selling to? Do they have a regional distributor who deals with local dealers? Who are these local dealers? Do they have a regional sales director selling directly to end users?
Local -vs- National: Are their local dealers/distributors selling to a wide range of companies within a specific area? Are their distributors who are covering the entire country?
Crowd Sourcing: If the methods mentioned above have failed - we will use crowd sourcing techniques in order to get the information we need on potential channel partners.
See image here
We know that a distributor exists somewhere in France and we also know that distributors are usually connected to other professionals in their industry and market, such as: consultants, end users, industry professionals etc.. In a nutshell: We will approach those people "surrounding the information" we need and ask them if they could recommend names of distributors. There is a great deal of leg work here - but it can deliver very powerful results and people will often share very valuable information which we would have never found on our own.
Guerrilla tactics/marketing: when all chips are down (although this is very rare) we will engage in an aggressive marketing campaign to attract potential leads.
Moving Forward:
Once the research is prepared - the Skylimit team can move forward with the business development efforts (we have a french speaking manager for projects in France)
Questions? - feel free to ask: hillel.porath@skylimit.co.il
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Last week the Skylimit team (IsraelExporter.com parent company) had the pleasure of meeting with Amir Asor - CEO of Young Engineers.
Young Engineers is a unique Lego enrichment program for children, operating in 23 countries via franchisees.
The company expressed interest in the Scandinavian market and approached Skylimit to help them enter the market.
Skylimits Project Manager Annie Cohen participated in the meeting as well.
Annie speaks French, English and Danish.
That said, Denmark became the obvious market to focus on.
Skylimit's goal will be to locate a franchise partner for Young Engineers in Denmark.
To be continued......
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GIGI had the opportunity to meet with many new potential partners as well as meeting up with their current partners!
Pictures from the show:
In this picture: GIGI's General Manager Mr. Ron Landau with GIGI's agent from Vietnam
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In this picture: Our agent from Bulgaria with her Korean friend at the GIGI stand!
In this picture: With GIGI's new agents from Hong Kong
About
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Booth number is G4
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About Servision: SerVision manufactures professional video gateways (Digital Video Recorders/Video Transmission Systems) that enable remote video surveillance of any type of site – fixed or moving. Our products utilize proprietary video compression that is optimized for streaming the world's best live/recorded video over narrowband (cellular) networks. SerVision's technology enables high quality transmission of video at exceptionally low bitrates, making it ideal for police vehicles, trucks carrying high value assets, buses, traffic junctions, critical infrastructure and many other security applications.
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Introduction:
SteelSafe Truck Immobilizer
Entering the Israeli Market:
SteelSafe expressed interest in entering the Israeli market and chose to work with Skylimit. (parent company of the IsraelExporter.com and #1 in opening up markets for companies!)
Work Process: The Skylimit team connected with the leading vehicle tracking companies in Israel. Several companies expressed interest in learning more about SteelSafe.
The Skylimit team scheduled meetings with these companies.
Moving Forward
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GIGI Cosmetics @ Cosmoprof Asia 201501/11/15
Visiting Cosmoprof 2015?
Visit the booth of GIGI Cosmetics!
Hall 3E & Concourse
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