Koinè Global Consulting Pte. Ltd. Singapore

Features and constraints: the client didn’t have a strong knowledge of the target market as well as little experience in export products beyond its traditional markets (Europe and USA). The market penetration was considered critical at early stage to balance cost/benefit in the first years of operations. The organization had to consider the opportunity to grow locally via creation of a Regional Headquarter as well as hire and train local people for developing sales and control the business.

Development plan: The project was tailored according to the real client’s needs identifying few intervention steps:

• Market analyses and segmentation: a first in-depth analysis was conducted to identify the market potential, the key players (competitors and clients) as well as the quantities and average sales prices. This has given to the client the right perspective concerning the market opportunities as well as the constraints in entering such a competitive market.
  

• Search of partners for tolling and distribution: once the analysis has been studied and the opportunities identified, we supported the client to seek for potential partners with the right technology to co-produce its products as well as to support sales via a commercial and a technical support to the final customers. Koinè provided the screening of as many as 67 companies able to support the client. The screening has then been concluded shortlisting 8 companies for the final run of interviews and contacts. Koinè provided to contact them to assess their interest in a possible partnership. Meetings have been organized face-to-face in Shanghai as well as via conference and Skype calls between the client and the potential candidates to finalize the dialogues and to explore partnership opportunities.
  

• Creation of the Regional organization: next step was to assist the client in opening a regional Headquarter in Singapore from where to coordinate all local activities for APAC market. Koinè was engaged to carry all activities to open the new company as well as for all banking related matters via coordinating with authorities, local players and supporting service providers. Koinè was also acting as service provider for the screening and selection of local candidates to be hired in the new Co. via providing all activities related to headhunting coordination, screening of the potential candidates and preparing all required document and activities to enroll the selected candidates in the new formed headquarter.
  

CASE 5 - European Fine Chemical Co.: Opening the new HQ in Singapore; evaluating market opportunities, competitors and clients; assessing technical company background; selection of the right market positioning; opening the new legal entity; screening and selecting new personnel to be hired locally; local director support given.

Client: a large European Corporation active on specialty chemicals business.

Project:  the client wanted to approach the Asia Pacific market, specifically China, ASEAN, Korea and Japan, in order to extend the market presence in an area still considered to growth above GDP average in the next years. The idea was to analyze the market for the selected product lines, approach local tollers for local co-manufacturing and distribute both the European and locally manufactured products.