Introduction & Background

Client is a manufacturer and distributor of mobile hydraulic components. For more than 40 years, they have been providing mobile hydraulic solutions to the hydraulic industry.

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Objective‍

- The Client seeks to explore opportunities in ASEAN countries.

- To assess market potential and identify the best entry point

- Tecnova engaged to conduct a comprehensive market assessment and assist in implementation

Tecnova’s Role

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Market Opportunity Assessment

· Evaluation of Client's hydraulics products in 5 ASEAN countries

· Shortlisting 2 most promising countries for further analysis

Business Development Activities

· Introduction of Client to potential OEMs

· Facilitation of discussions with relevant authorities for supply opportunities

Identifying Distributor Partners‍

· Shortlisting suitable partners in the chosen countries

· Facilitating collaboration with distributors

Recruitment and Incubation‍

· Selection and training of a regional manager for one of the chosen countries

Ongoing Support

· Tecnova continues to support Client in generating sales leads

· Assisting in finalizing the Regional Manager position

· Acting as an extended arm of Client's sales team in the region

Outcome

→ Thailand and Indonesia identified as the most potential markets

→ Secured orders from two companies in Thailand

→ Shortlisted and initiated agreement discussions with distributors in both markets

Conclusion

With Tecnova’s strategic guidance, the client successfully entered the ASEAN market, paving the way for continued growth. Ongoing support has further ensured sustained growth and deeper market penetration.