FRD Center Market Entry Services. A Guide to Successful Business Partner Search in Eastern Europe

Transcription

1 FRD Center Market Entry Services A Guide to Successful Business Partner Search in Eastern Europe 2010

2 Why professional Partner Search services? Problems In emerging markets such as those of Romania, Poland, Czech Republic, Slovakia, Bulgaria, Ukraine, Russia, Turkey, the Baltic States, Serbia etc. FINDING RELIABLE BUSINESS PARTNERS can be: time consuming money consuming frustrating unsuccessful for a variety of reasons including: different business cultures poor or no language conduct different basis of understanding slow speed of response and follow-up unrealistic expectations overstated capabilities 2

3 Why professional Partner Search services? Solutions Using professional services for a Business Partner Search process in emerging markets in CE and SE Europe, offers you the following advantages: realistic results in a given timeframe money well spent with expected results direct contact only with selected potential partners that: speak the language understand the business culture have experience and expertise are interested in a potential collaboration have a verified track record of successful business possibility of follow-up and pursuit in local language 3

4 What professional Partner Search services FRD Center offer? PHASE ONE a - Market scan for the identification of local players: potential local partners (eg. importer-distributor, supplier) or potential direct clients (based on the specific requirements of the Client) b - Selection based on criteria provided by the Client (eg. type of activity, expertise, brands represented, national coverage, minimum turnover) c - Client receives profiles of selected players / companies and short-lists most relevant ones to be approached by the Consultant d - Identification and validation of contact details for the most relevant counterparts (i.e at Manager level) in the respective short-listed companies 4

5 What professional Partner Search services FRD Center offer? PHASE ONE identification of local players / companies selection profiles of selected players / companies short-lists most relevant ones to be approached by the Consultant identification and validation of contact details 5

6 What professional Partner Search services FRD Center offer? PHASE TWO e - Individual direct approach of the relevant staff in the local companies / players f - Product / services and company presentation on behalf of the Client g - Pursuit and assessment of interest from the respective local targets if required visits to respective companies for data validation and confirmations h - Arranging and securing meetings for the Client company with the local targets that have expressed interest in a meeting i - Assistance with arranging and confirming the business itinerary j- Follow-up and pusuit of local leads 6

7 What professional Partner Search services FRD Center offer? PHASE TWO individual direct approach product / services and company presentation pursuit and assessment of interest arranging and securing meetings confirming the business itinerary follow-up 7

8 What professional Partner Search services FRD Center offer? ADDITIONAL Should our Client require, we also provide additional services such as: - accompany to the meeting, minutes of the meeting - assistance with translation - secretarial services, assistance with booking accommodation, logistic support - transport to meetings - assistance with negotiations - pursuit to deal closure - monitoring of the local partner s activity / sales / store presence etc. - marketing support 8

9 Sectors Our Clients for Partner Search services so far are active in sectors such as: agribusiness, equipment for agriculture, fertilizers, greenhouses automotive manufacturing, industrial production, tooling electronic equipment, IT&C, software, telecom, accessories FMCG, retail, garments, cosmetics, foods and beverages, bioproducts furniture, home décor, fashion, hospitality renewable energy, waste management, wastewater purification motorcycles, auto, lubricants oils, varnishes medical equipment and services, laboratory equipment and accessories pharma, health supplements plastics, rubber, special foams construction materials and specialised services 9

10 Types of Partners Our Clients have been looking for the following types of local Partners in CE, SE and Eastern Europe: importer-distributors, B2B distributors wholesalers specialised resellers system integrators joint-venture partners targets for acquisition direct B2B clients greenfield investment opportunities master franchisors / licensees agents / representatives suppliers / providers of specific materials 1 0

11 Examples of recent Partner Search projects 2010 August - November 2010: Spanish Client, greenhouses and irrigation installations: Market scan, identification and selection of local business partners in the sector, company presentation on behalf of the client and assessment of interest from the Romanian targets, business itinerary and follow-up July - September 2010: Spanish Client, motorcycle spare parts and accessories: Market scan, identification and selection of local business partners in the pharmaceuticals production, product presentation on behalf of the client and assessment of interest from the Romanian targets, business itinerary and follow-up May - June 2010: Irish Client, pharmaceuticals tooling: Market scan, identification and selection of local business partners in the pharmaceuticals production, product presentation on behalf of the client and assessment of interest from the Romanian targets, business itinerary and follow-up January - March 2010: Canadian Client, women garments & lingerie: Market scan, identification and selection of local business partners in the women garments sector, product introduction and assessment of interest from targets, business itinerary to be arranged in Q

12 Examples of recent Partner Search projects November March 2010: Canadian Client, fast food chain of restaurants: Market scan, identification and selection of local business partners in the fast food sector, product presentation and assessment of interest from targets, business itinerary and follow-up. Assistance for joint venture with Romanian partner by end of June October 2009: German Client, automotive components manufacturing: Market scan, identification and selection of local business partners in the automotive and industrial manufacturing sector, product presentation and assessment of interest from targets, business itinerary and follow-up March - June Irish Client, secure card printing and production: Market scan, identification and selection of local business partners in the printing and advertising sector, product presentation and assessment of interest in a collaboration from the Romanian targets, business itinerary and follow-up 1 2

13 Examples of recent Partner Search projects 2009 February - March 2009: Irish Client, architecture: Market scan, identification and selection of local business partners in the construction services sector, services and portofolio introduction and assessment of interest from targets, business itinerary and follow-up January - February 2009: US Client, restaurants: Market scan, identification and selection of local business partners in the fast food sector, product presentation on behalf of the client and assessment of interest from targets, business itinerary and follow-up November March 2009: Swiss Client, automotive manufacturing tooling: Market scan, identification and selection of local business partners in the automotive and industrial manufacturing sector, product presentation and assessment of interest from targets, business itinerary and follow-up 1 3

14 Added-value services by FRD Center The FRD Center Market Entry Services team have been providing professional Partner Search services for over 10 years. Some of the competitive advantages are: - professional approach - comprehensive market scan and player identification - track record of successful partner search and qualification projects - role of trusted local partner for the Client - national network of experienced consultants - regional partnerships with similar consulting firms in countries such as: Poland, Baltic States, Russia, Bulgaria, Slovakia, Hungary, Turkey - excellent reputation 1 4

15 Contact Jackie BOJOR, Director FRD Center Market Entry Services Bucharest, Romania Tel: Fax: