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Expanding China footprint and market access

tl_files/case_studies/crs3.jpgEngagement Rationale: We served as the strategic advisor for a US-based provider of reprocessing solutions for industrial fluids.  The client had achieved some initial successes after entering the China market with their first service offering.  Highlink was engaged to assess the market potential for two of their other service offerings and cultivate potential sales opportunities. 

Market Analysis

Our client entered the China market in 2010 with a fluid recycling solution for solar wafer production.  Highlink helped them to understand the market and set their sales strategy.

Customer Development

Our team identified potential customers, educated them about our client's service offerings and built relationships with key decision-makers.  We identified seven high priority sales opportunities and outlined actionable next steps for each.  We facilitated a meeting between our client's China executive and a high potential customer.

Competitors Analysis

For one of their new service offerings, we identified several domestic competitors with well-established sales networks and competitive technologies.  We approached two of the competitors, built relationships with the senior levels of their organizations, and outlined potential cooperation or partnership opportunities for our client.

Market Expansion Recommendations

Our recommendations are helping the client evaluate how they want to execute the next phase of their China growth strategy.  Factors considered included:  pricing and business model structures, human resource and infrastructure requirements, localization strategies and potential product extensions to meet market requirements.

We identified opportunities to extend our client's service offerings in China and offered recommendations for execution which helped them set their strategic plan

We helped the Client proactively identify opportunities to extend their service offerings in China and offered recommendations for execution which helped them set their strategic plan