Objective: Find new distributor in the 2 most potential ASEAN countries: Vietnam and Indonesia.
Project background:
A few years ago, Proconect identified some sales opportunities in ASEAN for its products but never succeeded to generate a stable business. Proconect is specialized in customized equipment (as valves, tubes, pipes …) dedicated to oil & gas and other industrial sectors.
Proconect’s goal was to structure a local presence through long-term sales partners and put an end to punctual deals.
Solutions:
We started with a market survey considering some options such as setting up a hub in Singapore.
Then we built a list of more than 25 potential leads in each of the 2 targeted countries. We qualified this list, contacted the decision makers to introduce Proconect’s products and narrowed down our database to a shortlist of about 8 key targets.
We arranged meetings and discussions between Proconect and each lead. We supported the discussion and helped to go through the cultural gap between both France and ASEAN countries.
It took us less than 6 months to complete the above process.
Results:
- 3 meetings in Vietnam and 4 meetings in Indonesia with top priority leads.
- 1 deal closed in Indonesia.
- Ongoing discussion with Vietnam potential partner.
According to Proconect, the mission was a success especially during the Covid 19 period while it was impossible for them to come to Asia. Source of Asia people on the ground in Vietnam and in Indonesia actually acted as direct representatives of Proconect’s interests.
