Business- and Implementation plan to enter the US market in the T&D sector
Background
A leader in the European market, having decades of experience in the Transmission & Distribution (T&D) high voltage product market and being well organised in production and sales, made the strategic decision to enter the strong, growing US market.
Further sales increase is expected to get achieved only in a similar prime market like the USA.
The target set is to review the potential accessible market, the market outlook for the next 5 years, the impact of tariffs to the product availability in the targeted country. Further goals had been to develop a market intelligence tool and the business plan to implement sales structures in the USA.
Approach
To support the target, we made 3 phases to structure the final business plan.
Phase 1: Interviews with key potential clients in the USA as well as established distributors to get a clear picture of ongoing projects, market volume, expected price levels and business processes. Technical and commercial prequalification demands of the final client were also part of this first phase.
Phase 2: Review with internal and external databases of availability of the total market volume, the accessible market volume, incl. the price level set. Further, we made a competitor analysis to highlight the usual winning points in the market.
Phase 3: Review of potential sales channels in the USA, incl. setup of the first channel with potential representatives' interviews to start implementation.
Outcome
We developed a business plan with our client for the next 5 years, incl. the implementation of sales channels in the USA as well as a potential establishment of a local legal entity for potential further expansion, even into a partial localisation of the production.
The market intelligence, the implementation of a sales channel and the necessary funding to develop the market in the USA had also been addressed, as well as the achievement in a short time for getting the winning points to reach set goals as per business plan.
Within a relevant client presentation, TIPMC guided the company through all findings and the business plan, which was finally approved by the board.
Conclusions
TIPMC's core competence is to support companies in the T&D market in Europe, the Middle East and North America to develop successfully in new markets.
TIPMC supported and even guided the company with the relevant expertise and global contacts to get the relevant base for a very important company growth decision. It's important to the company to understand TIPMC as a well-experienced and established specialist in the T&D business, and also to develop long-term partnerships between the company and TIPMC.
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Email: peter.tichy@tipmc.at
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