FRD Center Market Entry Services General Presentation Sept 2010


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FRD Center Market Entry Services General Presentation Sept 2010

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FRD Center Market Entry Services General Presentation Sept 2010

  1. 1. FRD Center Market Entry Services – 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 has been the trade consultant for the Irish Government Agency, Enterprise Ireland. Other clients include organisations and companies from: Austria, Canada, Czech Republic, Denmark, Germany, Greece, Ireland, Israel, Jordan, Lithuania, Norway, Poland, UK, USA, South Africa, Spain, Switzerland etc. FRD Center is the local partner of Copernicus International –, a member of the British Business Group in Bucharest, 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. Services The market entry consulting services are custom-made to fit the Client’s requirements. Our approach is personalised, with a Client Services style similar to the advertising agencies structure. Our services include: - market reports, sectorial studies, market briefs - business opportunities assessment - product introduction and sales support - identification, selection and profiling of - suppliers - importers / distributors - potential clients - competitors - candidates for Master Franchise/Area Development - 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. Expertise Some of the sectors covered to date are: Track record to date: - building and construction – services, materials, - over 60 market reports and sectorial studies equipment - 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 - examples Case Study One: Case Study Two: B2B Client identification in Romania - Qualification of suppliers in Romania – industrial automotive manufacturing The Challenge: The Challenge: The Client is an multinational manufacturing The Client is a British furniture manufacturer with company of high quality foams. They are used in exports to USA looking to identify and select a a variety of sectors, including automotive. The local manufacturer of specific furniture in Romania company 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 in FRD Center provided market research services order to identify and select most appropriate which resulted in a comprehensive market report, candidates that fit the profile supplied by the detailed profiles of the companies active in this Client. Each company has been individually market in Romania – potential new clients, checked for capability, expertise, credibility, secondary targets (i.e. utilizing specific performance, price level etc. The search resulted in technologies), consulting services for market a short-list of candidates who have been opportunities assessment etc. thoroughly profiled after their interest in a collaboration has been confirmed. The Client was very pleased with the result in Romania and commissioned FRD Center to carry Second phase of the project consisted of business out similar projects in Poland, Czech Republic, itinerary in Romania for the Client to directly meet Slovakia and Turkey, through its network of and negotiate with the candidates. partners in the region. 4
  5. 5. Case studies – examples, continued Case Study Three: Case Study Four: Mystery Shopping in Bulgaria – financial services Comprehensive market opportunities assessment report in Romania – NPK fertilisers The Challenge: The Client is a leading provider of strategic The Challenge: business solutions, with experience of hundreds The Client is a major Middle Eastern company, of projects conducted for companies worldwide. part of a group of companies looking to expand With main offices in London interested to the Eastern Europe markets. evaluating the Bulgarian consumer finance market on behalf of a UK Client-company. The Solution: FRD Center provided comprehensive market The Solution: research services which resulted in a detailed FRD Center provided mystery shopping services market report, market opportunities assessment, in several Bulgarian cities, as per the Client’s players profiles, suggestions for market entry specifications. tactics etc. The services provided consisted of two phases – As a second stage, a Marketing Strategy is due to initial phase followed by the second phase, be designed. involving 30 store visits and 10 consumer credit branch visits, collection of data by direct interviewing 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 America's 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, the Client have commissioned FRD Center to collect and analyse The Client have commissioned FRD Center to do market data regarding specific cosmetic and plastic a market scan in Romania, identify and select 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 Romania The Challenge: The Client is an internationally renowned The Challenge: financial organisation looking to expand its The Client is a 224.7 million GBP profit (June operations in Central Eastern Europe through the 2007) construction materials company with acquisition of a local player in the LPG sector in headquarters in the UK looking to expand its Romania. operations in Central Eastern Europe. The Client is also taking into account the acquisition of a The Solution: local player in Romania. FRD Center provided market research services which resulted in a comprehensive market report The Solution: and detailed profiles of the companies active in FRD Center provided comprehensive market this 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 strategies most suitable candidates, direct approach for assessment. interest assessment, securing meetings with the target-companies and logistic support during the As follow-up, FRD Center was requested by the business itinerary in Romania. Client to deliver also a comprehensive sector presentation in London. 7
  8. 8. Case studies – examples, continued Case Study Nine: Case Study Ten: Product introduction in Romania – motorcycle B2B Market analysis in Romania – refrigeration spare parts equipment The Challenge: The Challenge: The Client is an important Spanish manufacturer The Client is the largest employers federation in and distributor of motorcycle and scooter spare Denmark who have commissioned FRD Center parts, interested to introduce their brand and to do an in-depth analysis for one of their other spare parts onto the Romanian market. member-companies. Through the INFO Murcia, they have The Danish company was looking at their most commissioned FRD Center to do comprehensive important B2B customer segments in order to market scan, introduce their products to selected initiate a strategic development process in importer-distributors and wholesalers and Romania. facilitate direct contact with interested local businesses. The Solution: FRD Center provided desk research services, The Solution: direct interviews and CATI services covering six FRD 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, continued Case Study Eleven: Case Study Twelve: Multi-sector trade mission in Romania B2B Product introduction – Pharma manufacturing The 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 for Europe, interested in providing business blister producing machines and equipment, matchmaking services in Romania to a group of interested to sell their products to local pharma its Client-Companies. producers in Romania. The Solution: The Solution: FRD Center developed a country-wide research FRD Center carried out a comprehensive market project 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 the Most relevant local companies have been Client and secured meetings. approached for assessing interest in a meeting with the client-company / companies. Meetings have been secured and business itineraries have been designed and implemented. Follow-up services have been provided post-trade mission. 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. Partners FRD 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. Team FRD 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 – tel: +4021 411 1460; fax: +4021 411 1461 e-mail: 12