Soils Remediation Market Entry

 

The Client’s Challenges

• The client, a chemical reagents distributor, lacked sufficient market knowledge to enter China’s soils remediation segment

• The client had no partners for entry collaboration

 

Objectives

• Evaluate opportunities and design effective market access approach options

• Identify partners for market entry

 

Deliverables (8 Weeks)

• Phase I: Market Context and Opportunities Review: regulatory environment, current soils remediation practices, decision making processes, the competitive situation and analysis of short and long term opportunities

• Phase II: Potential Partnerships Building: identify possible partners, with offerings of technology, chemicals and/or project management

 

Processes

• Uncovered 50+ potential customers

• Sorted out 23 reagent patents

• Interviewed 100+ players, including providers of domestic and foreign reagents, customers and competitors

 

Results

• Established relationships with 3 recommended partners

• The client followed up with the identified potential customers