International Network Testing Products Company

Business Development Consulting and Operational Services Engagement

Situation and Business Problem to be addressed:

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  • Latin America considered a candidate for expansion and growth, but company had no experience doing business in these markets.
  • Market opportunity and channels to address market needed to be understood; marketing and start-up business plan were needed.
  • Staffing resources to initiate start-up were limited.

Group Lamerica approach and solution:

  • Completed market analysis and assessment; identified target countries for company (Ecuador, Colombia, Chile, Venezuela, Argentina and Mexico).
  • Visited and completed due diligence on candidate resellers in each country.
  • Developed overall marketing plan, and first 12-months’ sales plans for each country.
  • Assisted client in closing recommended resellers, and completing sales training and sales start-up activities in each country.
  • Managed resellers’ sales development for first 12 months of operations.

Results

  • Client operations started up in six countries.
  • Six qualified resellers under contract and trained (sales and support).
  • First 12-months’ sales revenues of $600,000.

 

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Additional Group Lamerica Client Involvements

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Establish in-country presence in Mexico; recruit/hire country general manager

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