Strategic need for customer OEM expansion, flexibility and cost effectiveness are key

Problem:
A small sized orthopaedic contract manufacturer based out of Indiana (USA)
has a strategic need to expand their customers base. They are operating in a niche market and both of their largest customers have merged increasing their dependency while their purchase orders are decreased. They know they have to go international to grow but do not want to hire someone without knowing the market and investing in the costs and risks associated with hiring in Europe.

Solution provided:
GrowthMedics has helped by providing a strategy and sales development activities:

• To build trust and reduce threshold of conducting business as an OEM supplier, a European office and multilingual part-time sales team is installed and trained
• Key OEMs and competitors are mapped and opportunities per key target are identified
• Marketing tools are localized to support a localized sales approach
• Lead generation, cold calling, e-mail outreach, prospect factory visits and tradeshow visits are conducted to introduce, show samples and follow up on interest levels
• Long-term projects are identified and consistent follow up in local language are established to build relationships and trust in a new market
• Several new supplier agreements are achieved with global OEM’s from Italy, Germany and Switzerland resulting into POs and RFQs for longer term projects.