PROJECTS
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TARGET MARKETS
An Italian company specializing in industrial components has operated a production site in China for several
years. Originally, this facility focused on manufacturing for export and the Chinese domestic market.
The new General Manager of the Chinese subsidiary, in alignment with the Italian headquarters, has
developed a strategy to drive the organic growth of the subsidiary. The aim is to make the company
autonomous, not only within the Chinese market but also across other key Asian markets.
TARGET SEGMENTS
Fifteen years ago, a company was established through a collaboration between robotics professors and
researchers from a prominent Italian university. This company has since developed a range of cutting-edge
hardware and software solutions for industrial robotics.
Over time, it has secured a significant position in its niche market in Italy and has begun exploring
international opportunities through distributors and system integrators.
To accelerate and strengthen its global expansion, the company has undertaken a project to identify five
priority target countries for its international growth strategy.
COMPETITIVE POSITIONING
An Italian manufacturer of bodywork equipment differentiates itself from its global competitors by offering a
comprehensive product range that meets all body shop requirements.
The company sells its products in nearly 100 countries worldwide through a network of exclusive distributors
and several commercial branches in strategic regions.
In 2015, the company expanded its operations by opening a second production facility in China through a
joint venture with a local entrepreneur. More recently, it established a commercial branch in Indonesia to sell
products imported from both the Italian and Chinese facilities.
DISTRIBUTION NETWORK DEVELOPMENT
A long-established Italian company, renowned for its pioneering compressor technology, holds a leading
position in the market with the broadest product range globally.
The company has maintained a branch in China for over a decade, focused on assembling and testing its
entire product range for both export and the domestic market.
Sales in China are managed through partnerships with OEMs (Original Equipment Manufacturers) and
distributors, primarily concentrated in Jiangsu Province.
DISTRIBUTORS' SATISFACTION
The European branch of an American multinational manufacturer of off-road tires and tracked systems is
preparing to launch a new line of tires exclusively designed for the European market.
To support its distributor network, which spans all major European countries, the company is organizing a
launch event near Barcelona.
The event will feature a product presentation at a hotel, followed by tire testing
on various vehicles at a specially prepared facility.
FIND DISTRIBUTORS
An Italian SME located in the northeast specializes in a unique compressor technology. As a global
technological leader, it offers the widest range of products in its field.
In 2021, the company developed an international market expansion plan, identifying four target countries in
addition to Italy for its internationalization strategy.
Its market coverage and growth strategy center on building a robust network of distributors and resellers.
These partners not only sell the products but also provide localized support and service.
In spring 2022, with the assistance of ChannelMarketing, the company initiated a project to identify specialist
distributors within the Italian market. The goal was to appoint at least three new distributors in underserved
regions.
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