CASE STUDIES

MARKET ANALYSIS & OPPORTUNITY ASSESSMENT

The client, an Asian MNC and one of the largest consumer electronics companies in the world, was a late entrant into the GPS navigation devices market worldwide. IBI was engaged to conduct a market opportunity assessment of 4 key representative markets (US, Russia, France and Korea) in order for the client to develop a go-to-market strategy and prioritize markets for international expansion. IBI’s in-depth research and analysis delivered market size estimates, segmentation analysis, OEM and retail distribution research as well as site observation that led to concrete strategy recommendations.

PARTNER SEARCH & EVALUATION

The client, a UK-based technology company specializing in development of solar power generation technologies, was interested in identifying a long-term manufacturing partner in Asia that could offer a low-cost manufacturing base as well as potentially come on board as a long-term investor to fund the client’s expansion plans. IBI was primarily engaged to identify potential manufacturing partners in Taiwan and India. The second phase of the project involved conducting further due diligence on the shortlisted partners and facilitation discussions leading to deal closure.

ASIA MARKET ENTRY & GROWTH CONSULTING

The client, an Australian medical devices company specialized in liver cancer therapy, was having challenges understanding the regulatory landscape and market potential as well as in identifying reliable distribution partners in three key Asian markets of India, Korea and Indonesia. IBI was engaged on a long-term basis as its market expansion advisor. As part of the engagement, IBI conducted detailed due diligence and reputation analysis on potential distributors in the said geographies. IBI’s fulfillment of services also included facilitation of discussions and negotiations between the client and its distribution partners leading to a stable licensing and partnership agreement.

COMPETITIVE INTELLIGENCE & BENCHMARKING

The client, an Asian conglomerate and a leading player in consumer and industrial electronics, was looking to optimize its product line-up and operational capabilities for its commercial air conditioning business unit. IBI was engaged to conduct a comprehensive benchmarking study through profiling and evaluation of the global operations of top 13 air conditioning players worldwide. IBI’s deliverables included gap analysis to identify client’s strengths as well as areas for improvement, key growth locations for the next 10 years, technology requirements and recommendations on product line-ups across different markets.

SALES LEAD GENERATION & NURTURING

The client, an American multinational corporation that is one of the world’s leading IT and software services company catering to the financial services sector, was new to the Korean market. The client was seeking to identify key customer targets and decision makers among banks, financial institutions and securities houses in Korea. IBI was engaged to carry out the lead generation and target profiling work. The engagement was subsequently extended to nurture the leads so that the key targets could be invited to attend a promotional seminar organized by the client.

INWARD INVESTMENT LEAD GENERATION

The client, a European economic development agency, was looking to generate inward investment leads out of India in the healthcare and biotech sectors. IBI’s India team was engaged to carry out the necessary lead generation and due diligence work on potential investors who could set up operations in Europe. During the course of a 3-month engagement IBI generated and nurtured a solid pool of leads which the client could then begin discussions with in order to promote itself as a key destination for healthcare firms from India seeking to have a base in Europe.

MARKET REPRESENTATION SERVICES

The client, a UK-based regional development agency representing the North East of England, had challenges in generating inward investment into the UK from Korea and India. IBI was initially engaged to do the necessary lead generation work which subsequently led to a 3-year relationship where IBI has dedicated teams representing the client in the two geographies. The scope of engagement involved dedicated personnel working for the client out of IBI’s offices in Seoul and Chennai as well as several locations in India including Delhi, Pune and Bangalore to deliver inward investment into the UK. IBI also organized events and visit programs for the client from time to time that would bring together key stakeholders from the UK and investment prospects from Korea and India.

TRADE PROMOTION SERVICES

IBI has in recent years worked with an impressive array of international trade promotion agencies, including those from Spain, Poland, Switzerland, France and New Zealand, and has capabilities to deliver a host of trade promotion and support services in key Asian markets. These include lead generation and facilitating of individual as well as group inward missions into the respective country, preparation of industry and sector reports, organizing of exhibitions for trade delegations and dedicated market representation services acting as the local representative or affiliate of the parent organization.