The solution and results:
BFM identified suitable distribution partners with a focus in the product sectors of gates, barriers and bollards, small to mid-tier businesses with a clear geographical footprint and installation experience and knowledge. BFM delivered through desk based market research detailed information on each suitable partner candidate. This initial list was discussed in detail with the team and a smaller criteria based list identified for phase two.
BFM identified the customer base that will best build and grow the sales position.
Built for Marketing created a detailed comparable matrix of company information including company accreditations, product details, market positioning etc. and identified a preferred shortlist of German distributors for one to one discussions and negotiations.
BFM facilitated distribution engagement, meeting preparation, support, and translation, including German language initial contact letters and managed meeting requests, project managed meetings over approximately four days, assisting with distributor discussions as required, and translation assistance.