FRD Center Market Entry Services - Company Presentation dec 2010

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FRD Center Market Entry Services - Company Presentation dec 2010

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FRD Center Market Entry Services - Company Presentation dec 2010

  1. 1. FRD Center Market Entry Services www.market-entry.ro – a privately owned market entry consulting firm based in Romania FRD Center provides customised market entry services, business intelligence and market support for foreign companies interested to enter the Romanian and regional markets as exporters, franchisors, investors, producers or joint-ventures, to source in CE and SE Europe or to relocate their manufacturing operations in the region. Since 2000, FRD Center is a member of the British Business Group by the British Embassy in Bucharest, and the trade consultant for the Irish Government Agency, Enterprise Ireland. Our clients include organisations and companies from: Austria, Canada, Czech Republic, Denmark, Germany, Greece, Ireland, Israel, Jordan, Lithuania, Norway, Poland, UK, USA, South Africa etc. FRD Center is the local partner of Copernicus International – www.exporttoromania.com, of the Global Consulting Network-GCN, the International Subsidiary Development network (ISD), of the Expansion Alliance Group in USA, of the Emergy International Network and of the Eurolink Partners group. FRD Center is the correspondent member for Romania of M&A Europe and of the Global Intelligence Alliance. FRD Center is the local representative of Instituto de Fomento Murcia, Spain. 1
  2. 2. ServicesThe market entry consulting services are custom-made to fit the Client’srequirements. Our approach is personalised, with a Client Services stylesimilar to the advertising agencies structure.Our services include:- market reports, sectorial studies, market briefs- business partner search: identification, selection and profiling of - suppliers - importers / distributors - potential clients - competitors- candidates for Master Franchise/Area Development- business opportunities assessment- product introduction and sales support- identification, selection, profiling of M&A / investment targets- M&A advisory, support and pursuit to deal closure- commercial due diligence- identification of market opportunities: sourcing, sales etc.- identification of market barriers- trade missions, business itineraries, inward buyer missions- follow up services- company setting-up, legal formalities, business relocation*- recruiting, office hiring* * through partner companies and consultants 2
  3. 3. ExpertiseSome of the sectors covered to date are: Track record to date:- building and construction – services, materials, - over 60 market reports and sectorial studiesequipment - over 200 product introduction and business matchmaking projects- FMCGs, retail - several international franchising projects- automotive, transportation - over 50 market briefs and presentations- chemicals, fertilisers - 8 large trade missions- medical supplies, laboratory equipment - over 50 market opportunities assessment projects- software, telecom, IT&C - over 40 projects for partners and providers identification, selection- furniture and profiling- industrial manufacturing, electronics, tools - 10 M&As advisory and support projects- waste water treatment, waste management - over 30 business itineraries in the target territory- green energy, bio-fuels, LPG, wind power - over 10 inward buyer missions to Ireland- agricultural machinery- oil & gas, paints & varnishes, lubricants Average selling prices 14.00- human and veterinary pharmaceuticals Siliceous sands (quartz or industrial sands)- alcoholic drinks 12.00 Sands for constructions (excl. metallic sands) Gravels, stones and silex used for concrete manufacturing- textiles, knitwear 10.00 Gravels, stones&silex used for road paving, railways&ballasts- banking, non-banking financial services EUR/tonne 8.00 Crushed dolomite for concrete manufacturing- insurance 6.00 Gross or roughly carved limestone for constructions- training, education services 4.00 Limestone cut in plates with thickness <= 25 cm Limestone cut in blocks with thickness >25 cm- printing, book publication 2.00 Other crushed stones for concrete manufacturing,- foods & beverages road, railway&other construction works Chippings 0.00 2003 2004 2005 3
  4. 4. Business Case Studies - examplesCase Study One: Case Study Two:B2B Client identification in Romania - Qualification of suppliers in Romania – industrialautomotive manufacturingThe Challenge: The Challenge:The Client is an multinational manufacturing The Client is a British furniture manufacturer withcompany of high quality foams. They are used in exports to USA looking to identify and select aa variety of sectors, including automotive. The local manufacturer of specific furniture in Romaniacompany is looking to identify potential new B2B in order to replace his Chinese supplier.clients in Romania. The Solution:The Solution: FRD Center carried out a national-wide research inFRD Center provided market research services order to identify and select most appropriatewhich resulted in a comprehensive market report, candidates that fit the profile supplied by thedetailed profiles of the companies active in this Client. Each company has been individuallymarket in Romania – potential new clients, checked for capability, expertise, credibility,secondary targets (i.e. utilizing specific performance, price level etc. The search resulted intechnologies), consulting services for market a short-list of candidates who have beenopportunities assessment etc. thoroughly profiled after their interest in a collaboration has been confirmed.The Client was very pleased with the result inRomania and commissioned FRD Center to carry Second phase of the project consisted of businessout similar projects in Poland, Czech Republic, itinerary in Romania for the Client to directly meetSlovakia and Turkey, through its network of and negotiate with the candidates.partners in the region. 4
  5. 5. Case studies – examples, continuedCase Study Three: Case Study Four:Mystery Shopping in Bulgaria – financial services Comprehensive market opportunities assessment report in Romania – NPK fertilisersThe Challenge:The Client is a British leading provider of The Challenge:strategic business solutions, with experience of The Client is a major Middle Eastern company,hundreds of projects conducted for companies part of a group of companies looking to expandworldwide. With main offices in London to the Eastern Europe markets.interested evaluating the Bulgarian consumerfinance market on behalf of a UK Client- The Solution:company. FRD Center provided comprehensive market research services which resulted in a detailedThe Solution: market report, market opportunities assessment,FRD Center provided mystery shopping services players profiles, suggestions for market entryin several Bulgarian cities, as per the Client’s tactics etc.specifications. As a second stage, a Marketing Strategy is due toThe services provided consisted of two phases – be designed.initial phase followed by the second phase,involving 30 store visits and 10 consumer creditbranch visits, collection of data by directinterviewing and data processing. 5
  6. 6. Case studies – examples, continued Case Study Five: Case Study Six: International Franchise entry in Romania - Data collection and analysis in Czech Republic and restaurants Romania – medical sector The Challenge: The Challenge: The Client is a publicly traded company listed on The Client is a US based major multi-specialty the New York Stock Exchange, which through its health care company focused on discovering, subsidiaries and franchises operates two developing and commercializing innovative reputable quick-service restaurants brands. It is pharmaceuticals, biologics and medical devices that one of Americas premier foodservice chains that enable people to live life to its greatest potential. operates or franchises more than 3,100 locations in 45 states and 14 countries. Through one of our partners, a British consulting firm, the Client have commissioned FRD Center to The Client have commissioned FRD Center to do collect and analyse market data regarding specific a market scan in Romania, identify and select cosmetic and plastic surgery procedures. potential candidates for the Master Franchise and Area Developer role. The Solution: FRD Center identified relevant targets, secured one- The Solution: to-one meetings/telephone calls and carried out 40 FRD Center identified and selected a shortlist of interviews – in each country - with plastic surgeons, 4 candidate-companies, secured one-to-one cosmetics specialists, experts in beauty procedures meetings at owner’s level, assisted with logistics etc. in the Czech Republic and Romania. The data of the 2-day business itinerary of the Client. was centralized, analysed and provided to the consulting company partner for final analysis. FRD Center is discussing the possibility of becoming a Local Broker for the Client. 6
  7. 7. Case Study Seven: Case Study Eight:Support for M&A in Romania – green energy Comprehensive market report of the constructions sector in RomaniaThe Challenge:The Client is an internationally renowned The Challenge:financial organisation looking to expand its The Client is a 224.7 million GBP profit (Juneoperations in Central Eastern Europe through the 2007) construction materials British companyacquisition of a local player in the LPG sector in with headquarters in the UK looking to expandRomania. its operations in Central Eastern Europe. The Client is also taking into account the acquisitionThe Solution: of a local player in Romania.FRD Center provided market research serviceswhich resulted in a comprehensive market report The Solution:and detailed profiles of the companies active in FRD Center provided comprehensive marketthis market in Romania. research services which resulted in a detailed market report, market opportunities assessment,Also, the services provided were the selection of players profiles, market entry strategiesmost suitable candidates, direct approach for assessment.interest assessment, securing meetings with thetarget-companies and logistic support during the As follow-up, FRD Center was requested by thebusiness itinerary in Romania. Client to deliver also a comprehensive sector presentation in London. 7
  8. 8. Case studies – examples, continuedCase Study Nine: Case Study Ten:Product introduction in Romania – motorcycle B2B Market analysis in Romania – refrigerationspare parts equipmentThe Challenge: The Challenge:The Client is an important Spanish manufacturer The Client is the largest employers federation inand distributor of motorcycle and scooter spare Denmark who have commissioned FRD Centerparts, interested to introduce their brand and to do an in-depth analysis for one of theirother spare parts onto the Romanian market. member-companies.Through the INFO Murcia, they have The Danish company was looking at their mostcommissioned FRD Center to do comprehensive important B2B customer segments in order tomarket scan, introduce their products to selected initiate a strategic development process inimporter-distributors and wholesalers and Romania.facilitate direct contact with interested localbusinesses. The Solution: FRD Center provided desk research services,The Solution: direct interviews and CATI services covering sixFRD Center provided complete product sub-sectors in Romania.introduction and business matchmaking services,supported by follow-up services. Over 300 relevant target companies and over 100 completed questionnaires have resulted from this project which covered the whole country. 8
  9. 9. Case studies – examples, continuedCase Study Eleven: Case Study Twelve:Multi-sector trade mission in Romania B2B Product introduction – Pharma manufacturingThe Challenge:The Client is the governmental trade agency in The Challenge:one of the most dynamic economies in Western The Client is a successful manufacturer of kits forEurope, interested in providing business blister producing machines and equipment,matchmaking services in Romania to a group of interested to sell their products to local pharmaits Client-Companies. producers in Romania.The Solution: The Solution:FRD Center developed a country-wide research FRD Center carried out a comprehensive marketproject in order to generate relevant multi-sector scan, identified and selected relevant producers,d-bases of potential contacts. introduced the products to selected companies, assessed interest in a 1-2-1 meeting with theMost relevant local companies have been Client and secured meetings.approached for assessing interest in a meetingwith the client-company / companies. Meetingshave been secured and business itineraries havebeen designed and implemented.Follow-up services have been provided post-trademission. 9
  10. 10. Clients Long-term FRD Center clients include: - Enterprise Ireland – the Irish Agency for Trade and Technology - PMR Consulting Ltd. - International Management Development – IMD Lausanne - Avonbrook Ltd. - Playprint Ltd. Some other distinguished FRD Center clients are: -- Hydroplan Norway - Faessler AG - Industrias Vicma SA - PM Group- Manaseer Chemicals - Target Trade Israel - Trocellen GmbH - Iberned Grup SL- Mary Brown’s Canada - Innovation Norway Germany - Dansk Industri- Boston Consulting Group - I & JL Brown UK - Reciplast SL - Viajes Olympia Mar- John Sisk & Son - AMR International - Two-Ten Health - SAP Group- DCC Corporate Finance - Yuvalon Ltd. Israel - Asavie - Jennings O’Donovan- CKE Restaurants - Medentech Ireland - Treatment Systems - Monex Financial- Norkom Technologies - Hanson plc. Ltd. Services- Allergan Inc. - Resna Lithuania - Combilift Ltd. - Bimeda Veterinary- FloGas Ireland - IONA Technologies - MetPro Group Products- Macalla Software - Titan Eko - Murray O Laoire - Hydro International- Clore Automotive USA - Ikarus Ltd. Architects - ORS Consulting- Fair Isaac Inc. - Netsure - Shenick Network - Alatto Technologies- HistoBest Canada - ChangingWorlds Systems - Idiro- ProfVet Norway - Zarion Ireland - Microchem Ireland - Openmind Networks- Crannog Software - DBI - Bioverda GmbH - Openet Telecom- Dromone Engineering - E-Spatial - Cape Technologies - TaxBack International- Xiam Software - KleenFlo Canada - MetPro Group - EmergentSky Ltd.- La Vie En Rose Canada - RAEF - Prodieco 10
  11. 11. PartnersFRD Center collaborates with a series of relevant local,regional and international partners. Some of them are: - Consulton Poland - MarketIn Slovakia - Davier Consultants Canada - BC Serdon Bulgaria - Handel Export N. Ireland - SONSEC Germany - avanTARGET UK - B&L Consultanta Romania - The Chamber of Commerce of Herefordshire UK - MC Xtend Italy - Cassel International Business Consulting USA - Fenec Trade Spain - Koobet Argentina - GBZ Consult UK - Swords Consultancy Ltd. Ireland - AXA International Romania - Lagerkvist International Sweden - Gordius Consulting Hungary - BLC Group Cyprus - Lapis Business consulting ltd Israel - Precision One UK - Zelos Communications Canada - UC-Sikos Bulgaria - STEM/MARK a.s. Czech Republic 11
  12. 12. TeamFRD Center operates with a team of 4 core senior consultants specialised in Market Research,Business Matchmaking, Market Entry Strategy and M&A Advisory.A pool of over 10 experienced sector-specialists cover fields of interest at a particular time.Specialist consultant-partners cover areas such as Management Consulting, Training,Recruitment, Legal Consulting etc. Main contact: Jackie Bojor, Director of Business Development FRD Center, Bucharest, Romania – www.frdcenter.ro tel: +4021 411 1460; fax: +4021 411 1461 e-mail: europa@frdcenter.ro 12

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