Objective: Securing existing importer/distributor for HORECA channels and expanding to Modern Trade Retailers.
Project background:
The expectations from D’Aucy towards the Vietnam market have always been high and they have been monitoring the market for years through their regional teams located in HK and SGP. The impact of Covid19 and the travel restrictions it implied made it suddenly very complicated. As they were starting to lose market shares, they realized that it was not possible for them to secure their expansion in Vietnam.
That is why they contacted SOA to find a solution and set up an alternative sales representation mission.
Solutions:
Source of Asia team received a training on D’Aucy products and manage the reception of samples to support meetings with local buyers.
Then our mission went through the following steps:
- Market screening to identify and qualify most potential importers/distributors.
- Direct meetings with decision makers to introduce the brand and products samples.
- Local representation of the brand involving sales follow up.
- Weekly coordination with D’Aucy teams in Hong Kong & Singapore in order to answer inquiries from importers/distributors.
Results:
- More than 110 leads identified and qualified
- Almost 15 sales meeting organized
- The numerous feedbacks from importers after testing D’Aucy products enabled us to adjust the positioning and sales speech
According to D’Aucy: “it was very important for us to maintain and even grow our presence towards Vietnamese importers & distributors, even if we could not visit the country any more. Thanks to Source of Asia local team, we had direct contact with many local buyers and even detected new opportunities. That is why the initial mission was reconducted” .
