Mining Machinery Market Expansion

 

The Client’s Challenges

• Selling machines through an agent without understanding market needs or competitive landscape

• The agent violated its agreement by selling pirated spare parts resulting in loss of revenue to client

• The machines were not cost competitive as compared to other foreign competitors that were producing in China

 

Objectives

• Evaluate market dynamics and design strategy to best expand sates in China

• Facilitate establishing a China sales office and warehousing of official spare parts

• Advise on a China acquisition for local production

 

Deliverables (8 Months)

• Phase I: Market Attractiveness Evaluation and Opportunities Review

• Phase II: Facilitate establishing an Asia sales center in China

• Phase III: Acquisition targeting

 

Processes

• Interviewed 150+ industrial players and prioritized the targeted segments

• Facilitated establishing the client’s sales and distribution company

• Researched and evaluated 100+ possible acquisitions and facilitated opening negotiations with 3 of them

 

Results

• The client’s Asia sales and distribution center has been established

• Negotiations with the selected acquisition targets are ongoing