Business Challenge

A US-based distributor saw key clients moving to China-based manufacturing platforms to capture demand in Asia and benefit from lower cost manufacturing for export markets. Our client needed to determine how to build a platform to maintain a profitable channel relationship and protect its existing client base, as well as position a service offering to capture growth in Asia.

Alaris Solution

• Gathered and analyzed detailed information on the characteristics of supply and demand in China for the target products.
• Identified and pre-screened suppliers, channel partners, and potential customers.
• Conducted interviews with top candidates and facilitated site visits.
• Developed a decision framework to help clarify and prioritize the strategy.
• Developed detailed plans to support an aggressive implementation plan.

Results

• Created and launched an aggressive and rigorous implementation plan outlining detailed activities, timelines, and resources.
• Developed presence in China, providing an opportunity to sell and distribute this product line in the Asian marketplace.
• Defined potential supply base.