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Distributor candidate database for material handling equipment manufacturer
An innovative material handling equipment manufacturer wanted a database of the most suitable
distributors for their equipment. They provided an extensive list of typical products a prospective
distributor might sell. This gave us a jumpstart, and we had a list of more than 150 potential North
American distributors in the first meeting after creating the project plan. In the meeting, we
discussed the prioritization of the distributors and our suggestions about other products that could
be sold by the potential distributor.
The end report had more than 200 potential distributors, of which 39 were identified as particularly
prospective candidates. Those candidates were categorized based on company size estimation,
presented brands, special material handling products, and geographical coverage. A PowerPoint slide
was created for each of the 39 distributors, as pictures are very important when reviewing the
suitability of a distributor's product selection.
As a conclusion, we made a top 3 list for geographical locations: Canada West, Canada East, USA
West, USA Midwest, USA South, and USA East. Also, based on the geographical locations of the best
distributors, we could make a reasonable assumption about the best market area. We obtained some
verification from other sources that the area with the best distributors indeed seems to be the best
location for the company's business
Forest Joensuu (Forest Bioeconomy Cluster of the City of Joensuu) contracted Nordic Trading House
to gain market understanding from North American forest bioeconomy markets and create an
efficient way of collaborating between the Forest Joensuu Bio innovation ecosystem and its members
and networks in North America. In the project, British Columbia from Canada and the Pacific
Northwest (Oregon, Washington State) were chosen to be analyzed further, and the insights were
shared in a webinar presentation.
The project was also a follow-up activity for a Canadian delegation who visited Finland. The project
began with a survey of 31 delegation members, yielding 22 responses. The survey confirmed the
delegation's success and provided valuable insights into Canadian interests and the applicability of
Finnish technologies in British Columbia. The results were shared in a webinar, and many follow-up
webinars were hosted based on the feedback received. One of the highlights was an innovation
exchange webinar that aimed at fostering collaboration and increasing business and R&D activities,
featuring presentations from nine companies and projects. With 78 registrants, the event facilitated
network building, received excellent feedback, and resulted in business for Finnish businesses.
Distributor mapping for a forest product manufacturer
Several states were selected as the target market for a Nordic Forest product manufacturing company. The company has extensive exports in several countries and has decided to expand its distribution network in the U.S. The company needed more distributors to increase its geographical coverage. One of the key criteria for identifying prospective distributors was a good strategic fit with the distributors’ product portfolio and other carried
brands.
150+ Canadian energy plants, pulp, and pellet mills were identified and were researched for a technology provider. All mills and plants were categorized by size based on their estimated biomass usage. Pictures of the plants and mills were also collected and analyzed. After our own analyses, we interviewed industry experts (1 research institution, 2 technology providers and a mill) about the suitability of our client’s
innovation for the Canadian market.
Based on the interviews conducted and additional data gathered, we were able to create a shortlist of the most promising prospective customers. We also collected the contact details of their decision-makers.
The project delivery included an Excel database with company and decision maker contact data. Additionally, a 40-page PowerPoint presentation was delivered that included information on how the mill processes work in the specific area of interest, equipment used in Canada, current challenges perceived by prospective clients, an overview of the industry standards, etc.