Situation
US SME in organic pigment business sought to enter several markets in Southeast Asia in order to compliment a production venture they undertook in China. Organic pigments are used in a variety of industries, but consumer products packaging is the largest volume consumer of these colorful elements.
Action
AsiaGlobal principals recommended a project to evaluate and recruit exclusive distributors in two markets, Indonesia and Malaysia. AsiaGlobal identified
conducted a distributor recruitment and evaluation. We utilized a broad network of on-the-ground resources to dentify seven prospects in Indonesia and five in Malaysia.
Japanese competitors were entrenched in the markets; Asia Global put together a strong business case for representing an American product.
Results
AsiaGlobal was able to qualify five prospects in Indonesia, one of which was the predominant player in the market and would virtually ensure solid market share for the client in Year One. In Malaysia, three candidates met the criteria and expressed strong interest in picking up the new product lines