The emerging markets in CE, SE and Eastern Europe include Romania, Poland, Hungary, Turkey, Serbia.

The emerging markets in CE, SE and Eastern Europe include Romania, Poland, Hungary, Turkey, Serbia.
The emerging markets in CE, SE and Eastern Europe include Romania, Poland, Hungary, Turkey, Serbia, Lithuania.

Monday, 7 January 2013

Case Study - Orthopedic surgical implants and devices distribution in Romania, Serbia and Slovakia

Client's requirements


Our Client is a Chinese manufacturer of orthopedic surgical devices and implants exporting at global level. Having already attempted to penetrate the emerging markets in Europe without success, they requested FRD’s support in identifying and selecting local business partners: specialised successful importer-distributors of orthopedic surgical implants and devices with a large client-base in Romania, Serbia and Slovakia, respectively. 

FRD Center's deliverables

After familiarising ourselves with the Client's products and having established together with the Client their selection criteria and expectations, FRD's team and our local partners in Serbia and, respectively, Slovakia, scanned the local markets of importer-distributors of orthopedic surgical implants. 


The process continued with the selection phase, identifying and interviewing relevant contact persons and assesing their interest in a 1-2-1 meeting with the client after having presented to them the Client-company and their products. 

We and our local partners prepared for the Client business itineraries of 1-2-1 meetings with interested local companies in each of the 3 markets. 


Conclusions

Resulting from this market entry Business Partner Search & Selection project, the Client obtained valuable direct contacts with local buyers and the first orders followed swiftly. For 2013, the Client is planning similar projects in Middle Eastern markets. 

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