[fusion_menu_anchor name=”bd1″ class=”bd1″][/fusion_menu_anchor]The Client: German manufacturer of fan wheels for heating, ventilation and air conditioning.
Business Challenge: Achieve sales improvement in Turkey and break into Middle Eastern markets
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Working with our client, and using a combination of desk and field research, we delivered accurate business intelligence on conditions in the target Turkish and Middle Eastern markets. Our detailed report listed the actions needed to achieve the required results in these markets. And we followed up with increased local support and a higher profile in the area.
To achieve sustainable and growing sales in the Turkish market, we set up a DENA teccon sales office, using local engineers who combined business and market expertise. This base enabled us to push forward with more rapid identification of the needs of customers who could now deal with a local, customer-facing organization, able to give them business support on the ground.
Results are already impressive, with significant sales increases in year one and very positive customer feedback.
The next step was to use the DENA teccon network in the Middle East target market as a source of business intelligence on market opportunities. Our strategic plan focused on key actions and was followed up by us with visits to potential customers. We are now establishing a sales office in the region to capitalize on the success we have already achieved in Turkey.