Type of Client
Medical Devices Company
Geography
Global
Challenge
Working with a long-term client, EMW identified unique opportunities to expand the client’s sales in a geographic area that was previously neglected. To achieve the expected results EMW took on the territory. Based on data analysis, the area showed potential but required bridging cultural differences to successfully penetrate the market. The client was well aware that US products are very well regarded in this part of the world, making this a high priority project for the client’s international division.
Solution
The client outsourced the development of the territory to EMW. EMW restructured the distributor network by strengthening existing distributors, appointing new, better-qualified distributors and terminating poorly performing ones. In addition, EMW set up direct distribution to major regional customers and arranged to exhibit at the major regional industry trade show.
Result
Due to EMW’s efforts to grow and expand market penetration, the client achieved a 400% increase in regional sales only four years after the project kicked off. Today, the client continues to maintain a strong presence within all of the major countries in the territory.
Follow-Up Note
EMW serves as both North American representatives for foreign companies seeking to enter the North American market, and also develops new markets for US-based companies around the globe, such as the example with this client.