CASE STUDY: International Trade & Export Development

• The Client

This project was conducted for a New England manufacturer and marketer of advanced specialized laboratory calibration equipment.

• The Objectives

The client had made initial distribution inroads into the European Union (EU) market and was seeking to build both manufacturing and marketing partners for a new technology. In addition to setting precise criteria for the type of business partner they wanted to attract, our client outlined specific competitive technologies whose developers should not be approached. Due to the patent pending nature of our client's new technology, confidentiality was critical until export market partner prospects were fully vetted and contracts were put in place.

• The Process

Pan Atlantic SMS Group conducted research in European technology markets to build an understanding of unique attributes, relevant trends and prospective export market partners in the EU market. Once the niche for our client's technology was clarified, more than 200 European companies were pre-screened against potential partnership characteristics. Pan Atlantic SMS Group ultimately developed a list of 35 prime prospects for review by our client. Of these, 8 companies emerged as the most qualified based on the results of our marketing analysis process.

Pan Atlantic SMS Group accompanied client principals on a 10-day itinerary to meet these key prospects at their plants in Germany, Switzerland, the UK, Holland, France and Denmark. Follow-up export partnership development services were provided to keep the process moving and bring product production and marketing to fruition.

• The Outcome

Three EU export market partnerships were developed as a result of this project. Additionally, a marketing partnership for the client's existing product range was developed with one of these marketing partners. These EU export market partnerships have greatly accelerated technology design and market development for our client in the European market.

>>Learn more about our international trade & export development process