Sustainable Business Evolution

3/9/2011 1Almanor International ©2011

CASE STUDY

NORTH EUROPEAN PLASTIC CO. (single-use plastic fish boxes):

North European Plastic co., had various meetings with the Ministry of fisheries in Spain. Decided to enter a project based on promises raised on those meetings. Invested 600.000€ in 2 injection molds and reached an agreement with a local plastic manufacturer. Later created a local company, opened an office in Madrid, sent an expatriate and hired a Commercial Director. Objective was to stop the massive use of wooden boxes for fish and change to plastic, more hygienic and friendly. Expected demand was 2 million boxes per year.

10 months later, only a few hundred boxes were sold, after every single potential client was visited intensively.

PROBLEMS: Unusable box design. High Price. Lack of support from Ministry. Consolidated mentality for wooden boxes.

RESULT: 1mill€ invested and office closed.

CASE STUDY (I)

3/9/2011 2Almanor International ©2011

HOMELAND SECURITY: Creation of new software company

Spanish/Japanese company opened a Business Development process to minimize the risk of a new market entrance.

For 12 months Developers visited the relevant authorities, investigated the products in the market, researched products outside Spain. They created a business plan and shared it with the decision making people at the Spanish National Police.

Everything received the necessary blessings from the market and was decided to start the new company. Software Developers were hired and started working in the creation of the product whose design had been shaped following the client advise.

One year later, they won an important contract for the detection and control of fake document and exported this system worldwide with great success.

CASE STUDY (II)

3/9/2011 3Almanor International ©2011

ANPHIBIOUS AIRCRAFT: Governmental Sales

Asian aircraft manufacturer, designed a state of the art amphibious airplane with firefighting and sea rescue capabilities. Spain was identified as a top potential market. They assigned a Developer to study the market. All the key players were identified and contacted: firefighting pilots (to get their impression and understanding of the planes they were flying and what they were lacking), maintenance companies, private chartering companies, firefighting authorities, military commanders, etc…

Meetings and presentations were held for almost a year.

CONCLUSION: Their product could not compete with the existing main contractor, due to a 20 year old collaboration agreement between a Canadian manufacturer and the Spanish government. Business Development saved the manufacturer thousands of Euros.

CASE STUDY (III)

3/9/2011 4Almanor International ©2011

Photovoltaic Module Manufacturer:

Solar module manufacturer targets Spanish Market:

Assigns a Developer, who studies the legal frame, opportunities, market structure and indentifies the key industry players.

For many weeks, gathers information and contacts and prepares the manufacturer for a series of meetings that will determine the feasibility of the project.

Meetings are positive and some sales are closed in the first visits.

CONCLUSION: Manufacturer gradually takes the lead of the commercial action from the Developer while creates a consolidated distribution network and assigns its own personnel to give continuity to the business.

CASE STUDY (IV)

3/9/2011 5Almanor International ©2011