DISTRIBUTOR SEARCH & DEAL NEGOTIATIONS
This is our most requested project type since 2004 in more than 50 cases. We screen the target market, identify "interested & matching" candidates, approach buyers and head-management to negotiate contracts on client's behalf until signature.
Distribution systems (of consumer products) are still multi-layer in most Asian markets -- there are significant differences to Western markets. MEA have access to all importers / distributors of foreign goods in East Asia, as well as being connected to all major and secondary retail chains. Since over 17 years, MEA has developed detailed databases of more than 12,500 importers, distributors, wholesalers and retail chains in Asia. Moreover, we have developed close relations to most key players as we are in constant touch with them through our projects. Project Term: usually 3-6 months, depending on type of products and industry
Distribution systems (of consumer products) are still multi-layer in most Asian markets -- there are significant differences to Western markets. MEA have access to all importers / distributors of foreign goods in East Asia, as well as being connected to all major and secondary retail chains. Since over 17 years, MEA has developed detailed databases of more than 12,500 importers, distributors, wholesalers and retail chains in Asia. Moreover, we have developed close relations to most key players as we are in constant touch with them through our projects. Project Term: usually 3-6 months, depending on type of products and industry
project methodology
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# 1. Identification of potential distributors or partners
To begin, we define ideal distributors and partners by having a discussion with the client. We then research the target market first by contacting related associations, government bodies, industry directories, and screening our own database (developed over 12 years) in order to identify potential target companies. We organise information into a short-list (usually 30-80 companies) and then ask the client to prioritise before heading to step #2. # 2. Pre-screen and evaluate target candidates We approach target companies on list first by phone call (to identify manager(s) in charge). If a target company shows interest in the proposal we send an information package as discussed and agreed with the client. Afterwards we meet high-potential targets to discuss the client company in detail and start negotiating the opportunity and proposal. We assess also the candidates' level of interests and capabilities - and feedback this to the client. # 3. Arrange Meetings between client and candidates After pre-screening potential distributors and partners, we arrange business meetings between the client and target candidates. All transportation and accommodation are arranged by us. When the client arrives in the target market we brief them about domestic business culture and detailed information of each target company that we will meet. Our team accompanies clients to all meetings and lead negotiations (if required). We also invite clients to a tour in the Asian target market during their stay to help them experience Asian culture. Then the client makes his final target selection (usually 3-5 companies). # 4. Negotiating Contracts and first Orders After the client returns to their headquarters we negotiate details of contracts and starting orders with remaining target companies. We also develop business / marketing plans and 5 year forecasts with them (and the client), before the client company makes final choice of the distributor or partner to assign. Most of our clients ask us to support them with order management and intermediation for several years after distributors or partners have been assigned to make sure the new partnership is long-term and mutually fruitful. |
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Related CLIENT PROJECT REFERENCE
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Dr G. Intilla, Export Manager
RUSTICHELLA d' ABRUZZO, premium Italian pasta brand: "We understand Japan is not an easy market but we felt MEA project fee was well worth, the project results were much better than exhibiting on a trade fair in Japan ... especially in Japan you’re well advised to work with local support – we recommend working with MEA!" ... many more references upon request. Contact - MARKET EXPANSION ASIA |
