Overview

Over the last three decades, we have helped multinational corporations, Government trade promotion boards, business advisory firms, investment management companies and several growth-aspirational mid and large-sized export firms, in their global market entry endeavors.
The engagements are spread across 100+ geographies and a wide range of industry / product segments with various levels of growth objectives ranging from developing a contact list of prospects for a mid-sized firm to supporting export diversification of the economy for a Government board.
We have been able to build strong relationships with prospective growth partners and various market enablers. We have curated a deep and wide network given our several thousands of hours of intellectual dialogues with various stakeholder categories. This is backed with strong domain expertise and our proprietary partner assessment framework comprising of around 30-75 quantitative and qualitative partner selection attributes.
The end results are very obvious: reduced go-to-market entry time, better understanding of market entry imperatives, negotiating better deals, sustainable revenues, more importantly all of these at a fraction of cost.
Market-research-on-Cross-border-business-expansion-services

Solutions

Assignment Examples

Knowledge Center

Two-wheeler entry in Saudi Arabia

CHALLENGE

  • China as per published data was apparently exporting over 100,000 two-wheelers to the Kingdom of Saudi Arabia which seemingly was not a two-wheeler market due to extreme weather conditions
  • Our client, a major Asian auto manufacturer, wanted to get a grip on the true potential of this market and ways of entering this market

APPROACH

  • The AGR team visited key urban and rural locations in Saudi Arabia to understand the vehicle usage, if any. Enquiries were also made at the key ports and vehicle registration offices
  • The existing 2-wheeler market was studied w.r.t potential of the market, import sources, new vs used vehicle usage, segments of customers using two-wheelers, etc. Investigations were also made into the imports of over 100,000 Chinese vehicles, some of which were being re-exported
  • A detailed plan was developed for the client to enter the Saudi Arabian market that involved identifying the relevant geographical and customer segments

VALUE DELIVERED

  • The client applied for local registrations and signed up with a partner that was identified by us for sales and distribution
  • The sales have picked up and to a great extent replaced the Chinese bikes in many of the usage segments

Needles and Syringes Exports to Brazil

CHALLENGE

  • Brazil is stringent about medical consumables’ imports. Many suppliers especially from China are unable to meet the Brazilian import specifications
  • The client, a needle and syringe manufacturer was keen to grab this opportunity

APPROACH

  • The Brazilian market was studied in detail to understand the potential from private and Government hospitals
  • The medical and import regulations were thoroughly scanned to check the feasibility of exporting from Asia
  • The key regions (South East and North East) were researched to identify the best partner for white label sales as well as branded sales
  • The new syringe technologies that were desired by the Brazilian medical fraternity was also studied and presented

VALUE DELIVERED

  • Our client is now the largest Asian supplier of needles and Syringes in Brazil
  • It has the potential to dislodge the North American players once it adds to its product range

Korean engineering giant evaluating new vendors for niche products

CHALLENGE

  • A South Korean engineering giant wanted to de-risk its sourcing strategy by expanding its vendor base in other Asian countries
  • The client team had identified 27 specific parts and modules for its heavy engineering equipment that had to be sourced from other Asian countries

APPROACH

  • A systematic study of the entire equipment and its parts was carried out via multiple sessions with the client’s engineering team . A detailed spec sheet was prepared
  • The AGR team with the detailed spec sheet identified a few hundred potential suppliers for the above parts. Detailed presentations of the parts and its specs were made to the potential vendors
  • The entire RFQ process, up to the shortlisting stage was handled by our team, before the client took over the final selection process

VALUE DELIVERED

  • The company now sources close to 80% of its components from the vendors shortlisted by us
  • Over a period of time, the client’s procurement team sourced over 100 components from the long list of vendors identified in this assignment

A leading Ethiopian Business Group evaluating baby products

CHALLENGE

  • The client is a leading coffee exporter in Ethiopia, as well as a major distributor of stationery products and automobiles
  • The company was seeking to expand their business lines and was evaluating the market for baby products in Ethiopia

APPROACH & METHODOLOGY

  • AGR commenced the assignment with a very quick screening of market opportunities for baby products, and zeroing it down to baby diapers
  • We conducted a detailed market study, which included sizing the opportunity, regulatory overview, distribution channel dynamics and competition benchmarking, using a primary research design involving various market participants
  • In order to obtain a strong understanding on the consumer behaviour, AGR also conducted a qualitative research study amongst mothers and couples. This module also gave us essential insights towards branding, product packaging concepts and key gaps vis-à-vis other market players

VALUE DELIVERED

  • AGR ended up supporting the client team in several other aspects of the greenfield project including business proposition development, techno-economic feasibility study, as well as liaising various project activities, including machinery equipment sourcing, branding, identifying 3rd party manufacturers for diapers (until the plant is commissioned in Ethiopia) etc.
  • AGR also supported the client in developing the marketing blueprint, branding designing & communication, and distribution strategy

An export Promotion / Development body in Oman set up to monitor and facilitate Omani exports

CHALLENGE

  • The Sultanate of Oman had de-emphasized dependence on oil exports for future growth and had set overall targets for non-oil exports of Omani origin for the medium and long term
  • The client (export promotion body) wanted to develop a strong blueprint for non-oil diversification and sought support to realize these growth targets

APPROACH & METHODOLOGY

  • The assignment commenced with identification of thrust products, out of over 1000 products based on the quantum of exports, analysis using the growth – share matrix and understanding their impact and contribution towards the growth objectives
  • AGR then set out towards prioritizing and phasing the target market opportunities (15-20) by identifying major export destinations and screening them using a detailed framework. Basis the target markets finalised, AGR helped in development of export targets and development initiatives
  • The AGR team also offered on-ground support in several markets by conducting matchmaking events, business development support and being a part of several marketing outreach programs over a period

VALUE DELIVERED

  • The non-oil exports strategy has reaped rich benefits and today has created a sustainable economy of Oman, estimated to have crossed USD 10 billion in 2019, accounting for a significant portion of their total export revenues
  • Oman is a significant player and manufacturing hub in the Middle East region