Introduction & Background

Client, a Danish-Swedish multinational co-operative headquartered in Viby, Denmark, stands as the world's fifth-largest dairy company. Renowned for its extensive range of high-quality dairy products, Client is the leading producer in both Scandinavia and the United Kingdom.

Objective: To identify, profile and shortlist 5-6 potential distributors for Client's cheese and butter products, focusing on distribution in tier 1 cities and their surrounding areas.

Tecnova’s Role

Identified potential distributors with strong market presence and capabilities in the dairy sector. Created detailed profiles for each distributor, covering essential aspects such as:

‐ Background of the Company: Provided a comprehensive overview of each distributor's history, mission and values.

‐ Size of Business Operations: Assessed the scale and scope of each distributor's operations, including financial health and market share.

‐ Experience in Importing and Selling Dairy Products: Evaluated each distributor's expertise and track record in handling dairy products, particularly cheese and butter.

‐ Product Basket, Distribution Reach and Infrastructure Capabilities: Analyzed the range of products offered, geographical coverage and logistical infrastructure of each distributor.

‐ SWOT Analysis: Conducted a Strengths, Weaknesses, Opportunities and Threats (SWOT) analysis to provide a holistic view of each distributor's potential.

Conclusion

− Strategic Partner Selection: Tecnova conducted rigorous activities to select optimal distribution partners for Client.

− Enhanced Market Presence: Through strategic selection, Tecnova bolstered Client's distribution network in tier-1 cities and surrounding areas.

− Improved Distribution Efficiency: The chosen partners facilitated improved efficiency in Client's distribution operations.

− Successful Agreements: Client finalized agreements with Tecnova's recommended partners.

− Market Share Growth: Client achieved a majority share in the imported cheese and butter market segment, owing to Tecnova's strategic facilitation.