Background

The company (aka Alpha), is a major producer of products for the home, personal care and pet sectors. Alpha was looking to expand their international business. Their peers were well established in most major global markets, while Alpha was only established in English speaking markets (i.e. Canada and UK), depending mostly on trading companies for access to other global markets. The result… significant diversion of product back to the US, with no business established and developed in key markets where consumers deserved, if not demanded, Alpha’s unique product opportunities.

Furthermore, the company had devoted limited resources to manage export sales, singularly focused on developing the US domestic market.

They called on IBMI to develop a strategic plan that would maximize global market penetration in a way efficient to the resources it was willing to devote to global expansion. The objective was quite simple… create a presence in key strategic markets, while managing the growth of its international business to deliver bottom line benefit, while ensuring that no “blow back” took place to the US domestic market.

Planning and Implementing

IBMI was also called upon to execute the plan, once the strategic direction was approved both qualitatively and quantitively. This include:

• IBMI set out to identify the most lucrative in foreign markets opportunities, defining priority markets to focus its efforts.
• IBMI implemented the plan by developing an entry planby market (or region), selecting and evaluating potential partners and coordinate the launch of it products.
• IBMI structured the export activities, assisting in the necessary steps to allow the workflow of the export processes to compliment internal business systems and the requirements of export markets.
• IBMI coordinated all the activities related to exports, such as identifying the main international shows, promotional material elaboration in foreign languages, packaging, pricing, terms of sales, defining the best logistics, among many other factors.

The Results

Within six months of executing the plan, Alpha had entered 6 markets. By the end of the first year, they were present in 18 markets. At the end of the third year of operations, Alpha was in 35 markets and enjoying annual revenues of US$50 million, with an EBITDA contribution of 5 million.

Summary

Since every client’s needs differ, we customize our services to each specific situation. We do not offer pre-packaged “answers” to complex problems.

IBMI has developed a tried and tested process to view company business development opportunities. Our goal is to accelerate client international sales and support its business development goals. Working with IBMI, clinet’s achieve market entry benchmarks one year earlier. IBMI is interested in implementation, not research studies. We are always available to ensure your plan is implement most effectively.