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Recruitment of a new distributor in the Spanish market
Background
Excelsys is a manufacturer of configurable power supplies which are exported to worldwide markets. They approached IMS as they wanted to find a new distribution partner for the Spanish market.
Our Work
We successfully completed this project for Excelsys over an 8 week period:
- Our initial focus was on understanding the nature of their present business, target markets and existing sales channels after which we developed a clear profile of type of distribution partner which would suit Excelsys in Spain.
- Our research focused on the identification of potential partners with national coverage, exposure to key target markets and who sold complimentary products to Excelsys.
- Next we contacted and qualified the interest of potential distributors before eventually identifying a short-list candidates.
- Finally we arranged and scheduled a 3 day trip to Spain for Excelsys where they met with 5 potential partners.
- Feedback from this trip was excellent and Excelsys are confident of formalising an agreement with a new partner in the next 2 months (Date: May’08).
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