Our client successfully tapped into an US$18 billion industry in Latin America.
We can do the same for you. Let's talk today...
Background
(Please note our client has asked us to conceal the company’s identity in order to protect competitive information. We’ll be glad to provide you with this reference upon request.)
DTGlobal’s publicly-traded client in Ontario is the leader in the manufacturing of biofiltration systems for air pollution control. Custom engineered for the municipal wastewater sector and several industries, the price for these complex systems range from 50,000 to 4.5M USD each.
For over two decades, DTGlobal’s client success in North America has taken the company to new levels however the story is quite different for Latin America. Even though opportunities were on the rise and main competitors had already broken ground in key Latin American countries, the client had not been able to install these technologically advanced systems.
Challenges
Critical complexities arose after careful review of Latin American business development systems and processes. These included:
- Limited personnel and resources – There was no dedicated person handling Latin America which substantially slowed down the networking and selling process. Also bids and engineering documents were difficult and expensive to translate using translating agencies and technical validation was minimal.
- Lack of exporting knowledge – While their Representative network was very limited there system operated only in an ad hoc basis. Processes were not in place.
- Budget constraints – Client had a limited Sales and Marketing budget to operate
Solution
DTGlobal utilized a multi-approach to effectively target the Latin American market and solve primary deficiencies. These included:
- Distribution Network - Development of a dependable distribution network by qualifying, selecting, and managing ISO 9001 certified independent representatives
- Marketing Translation - Translated and develop marketing material into Spanish
- Event Management - Coordinated and attended key conferences were white paper presentations were given to very influential prospects
- Advertising and Media Relations - Coordinated advertising and media relations piece through local television with high caliber government officials
- Technical Events - Developed and deployed completely customized full-day technical workshops in Chile and Mexico. These included prospect qualification and sign up, 60-people room booking, breakfast and lunch, and instantaneous interpretation to Spanish.
- Technical Translation - Translated documentation including RFQ’s, bids, technical sheets, and user's manuals into Spanish
- Distributor Training - Managed key distributor training sessions through field visits and online webinars
Results
Business Development activities undertaken by DTGlobal on behalf of the client resulted in several successes, including:
- First Product Launches in LAM - The company’s first systems were sold in Mexico, Peru, and Chile
- High Return on Investment - Over US$ 900,000 in revenues within the first year of Latin American market development and implementation with a investment of US$ 100,000
- Solid Distributor Network - Developed a qualified distribution network in main countries including Chile, Mexico, Peru, Venezuela, and Puerto Rico
- Continued Income Stream - Continued to generate revenues of over US$1.5 million after the second and third year with minimal help from DTGlobal
- Do you want to see results? Contact us to arrange a free 2-hour consultation
