Business Development Consulting and Operational Services Engagement
Situation and Business Problem to be addressed:
- Desktop computing product line business in Latin America, including channels of distribution, needed to be re-energized, and an initiative for large corporate customers established.
- Due to a recent acquisition, the combined product lines needed to be rationalized into a single product offering and roadmap.
- The revitalized product line needed to be transitioned into the business group responsible for Latin America.
Group Lamerica approach and solution:
- Visited and assessed 1) current major channel partners for Brazil, Mexico, and Miami, and 2) potential new channel partner candidates in Mexico, Chile and Peru.
- Assessed market opportunity for desktop computing product line; prioritized countries for growing and expanding sales, and developed business and marketing plan framework.
- As master sales representative, took direct responsibility for working with channel partners and selected large, in-country corporate customers to increase product line sales.
- Lead efforts to define combined product line and roadmap for Latin American market.
Results
- New distributors established in Chile, Peru and Mexico.
- Generated $250,000 of client revenue in three months.
- Product line restructuring recommendations approved and implemented by client.
- Identified in-country manufacturing partner for client in Brazil.
Business Development Consulting Services Engagement
Situation and Business Problem to be addressed:
- As part of the client’s continuing growth strategy, client wanted to understand opportunities for expansion into Mexico (phase I) and key countries in South America (phase II).
- As expansion strategies, organic growth, acquisition and licensing alternatives needed to be assessed.
- Market opportunity needed to be understood; marketing and business plan were needed.
- Operational assistance in pursuing acquisition and/or licensing agreements would be needed.
Group Lamerica approach and solution:
- Complete market study in Mexico to understand opportunity for client’s industrial services, competition, legal and regulatory environment.
- Identify potential acquisition and licensing agreement candidates (for both phase I and II).
- Business case and risk analysis of three basic expansion strategies, including pro-forma financial projections.
- Development of business plan for first three years of operation in Mexico; involved establishing in-country subsidiary and an initial brand development initiative.
Results
- Presented client with a business plan and recommendations for expansion through organic growth and acquisition.
- Assisted client with due diligence of acquisition candidates and stages of contract negotiations.
- Identified licensing candidates in four countries in Latin America; completed due diligence on each candidate and assisted in closing targeted candidates for each country.
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Additional Group Lamerica Involvements
Networking Equipment Company |
Establish new channels of distribution in
South/Central America and Mexico |
Small Specialty Consumer Products Company |
Study/assess Mexican market and provide plan for market entry
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Operations & Logistics Consulting Company |
Acted as mediator for professional services company
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