Case Study - Increase Global Sales and Reach

Type of Client
Equipment Manufacturer for the Swimming Pool Industry

Geography
US and Europe

Challenge
A US-based manufacturing company looked to augment and organize its international business efforts, and to grow its global sales.  The company’s product was sold in 70 countries, but due to a passive sales approach, there was a lack of a strong presence in most key markets.

Solution
EMW performed a global market selection analysis and identified the company’s top ten potential markets. Based on EMW’s recommendation, the client chose to pursue one of the ten markets, Italy, as being a potentially high growth market.  Over an accelerated four week period EMW’s team, which included a fluent Italian researcher, performed a comprehensive market report and offered several market entry strategies. The report included a detailed analysis of 11 market segments, detailed market size calculations, a list of potential distribution partners, qualified media and trade show outlets and “boots on the ground” field research.

Result
As a result of research, networking and connection-making on Italian soil, EMW met with twenty potential distributor companies, determined a set of criteria for the client’s ideal distributor, and narrowed the list of potential distributors to the best match for the client.  EMW facilitated a formal agreement, which then propelled the client company into an Italian presence for the first time.  EMW assisted the client from zero Italian distribution to full representation in the country with rapid growth potential.

Follow-up note
Since establishing its presence in Italy, EMW has followed the same protocol for the client in both Australia and New Zealand.