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Mapping business opportunities and defining an effective market entry strategy in South Eastern Europe

  • Industry

    Confectionery production

  • Geographical coverage

    Bulgaria, Croatia, Macedonia, Romania, Serbia, Slovenia

  • Client type

    Manufacturer

  • Delivery time

    6 weeks

Consulting Project - PMR Consulting - retail/FMCG

Client's need

The leading global producer of food ingredients, following a strategy change and a complete shift to serving B2B markets, needed a support in mapping business opportunities and defining an effective market entry strategy in South Eastern Europe. Our client’s goal was to benefit from sustainable growth opportunities in times of globally slow economy.

Our deliverables

PMR consultants joined forces with client’s sales management team and crafted an actionable entry strategy which included:

  • market sizing and opportunity analysis of 5 different national markets in South Eastern Europe
  • client mapping and sales pipeline definition, based on intelligence data and primary research
  • identification of opportunities to secure long-term supplier contracts with principal accounts.

Value for the client

Actionable report with defined tactical steps and strategic recommendations was prepared for the senior decision making body. Analysed markets were approved for the expansion strategy and bold plan for market entry was created underlining presented data. The client was able to efficiently mobilise resources, establish a regional sales office and start generating new business right away.

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