Japan's leading manufacturer of wound care and ostomy products asked us to assess the opportunity for its products in China and develop a channel strategy through the appointment of a master distributor.
We focused on China's largest cities and met with senior managers inside competitors, distributors and hospitals to deliver an in-depth analysis of China’s ostomy market. At the same time, we identified and evaluated potential channel partners for the client in Beijing, Shanghai and Guangzhou.
We managed the negotiations with the preferred channel partner, successfully concluding a distribution agreement. The final agreement included sales targets, a commitment by the partner to marketing spend, and roll-out schedules for the company's products. We continued to manage the relationship with the partner until the client was ready to assume direct control.