Dealer Network Creation (Dedicated Resource Model)

A Swiss Entity is into developing and marketing of high quality solutions to improve the security in transport and automotive sector. They wanted to look at the Indian market, along with their European launch. Ramsoft helped them with the preliminary study and provided them market details like comparative products - their pricing, geographical presence and mode of marketing, key regions to concentrate, list of potential distributors and target verticals for direct buyers.

Based on this study, Provatis decided to go ahead the offer their products in India. Their decision was to create and control a distribution channel. Ramsoft helped them by providing them a full time manger to manage their marketing activities. This Manager is working under their guidelines defined by them and is support by Ramsoft for all other needs. Currently, Provatis has four dealers spread across the country and is testing their products here. The India activities are mostly driven by the manager assigned by Ramsoft.

Manufacturing Partner Identification

A prominent Swiss Organization was specialized in to production of Facading systems Perforations and acoustic systems. They wanted to identify a manufacturing partner in India, who could support their global production needs as well as new requirements arising out of the Asian market. The right partner should the equipment required to manufacture the Company’s customer orders.

Ramsoft conducted a campaign to asses and find the basic interests with the Indian companies. We supported them by assigning a part time project manager for identifying the manufacturing partner. A project manager was assigned who supports the Client by handling wide range of activities such as List Filtering, reaching the key contacts and forwarding the serious interests to the next level. Gradually through our infrastructure support and flexible working models, we identified a manufacturing partner, who can handle all their orders in Middle East, Asia & US market.

Distributor Selection:

An international Audio brand having presence in 37 countries wanted to enter the market targeting high-end AV consumers, which was still a niche segment in India. It had to identify and evaluate importers/dealers for exclusive country-level distribution of its products.

Ramsoft ran a market analysis and identification campaign, which included collection of information, discussions with potential distributors, survey/feedback on select client questions, short-listing key ones, and reporting. The Indian market for AV products was analyzed in detail, focusing on how brand leaders address the Indian market.

After interactions with over hundred distributors, eight were short-listed for serious interactions and two were recommended. The selected distributors fulfilled client's requirements in terms of size, geographic presence, technical expertise, marketing and sales capacities, and non-competitive range of products. All the findings were documented and a detailed report was generated. Client appreciated the market insights derived from Ramsoft's efforts, as it enabled them to plan the right course of action in India. Today, after several years, the organization is still working with both the distributors introduced by Ramsoft.

Market Entry Study

A European organization, which is into development of embedded computing devices for fuel systems had interest in addressing the Indian market. Before entry, they wished to conduct a study to understand market nuances and scope for their products.

A market study and competition analysis was carried-out over a period of Eight weeks by Ramsoft. The study involved evaluation of market acceptance for the client's products, analysis of existing competition in the market, identification of price points, comparison and analysis of product functionality with existing products in the market, study of market entry barriers and identification of possible distribution channels for their products in Indian market. Input for the study was directly gathered from service providers (who resell and install such systems), distributors and end-user companies.

Based on the information gathered from the pre-entry exercise, the client deduced that it had to make certain market-specific changes in their product to suit the Indian market dynamics before entering India.

Marketing Resources, managed by clients

This client had failed in their previous attempts to enter the Indian market. Their products were mainly used in infrastructure projects, driven by public sector undertakings in India. Our clients were clueless on how to approach this segment in India. Ramsoft assigned a dedicated marketing person who worked closely bridging the client (managers in Europe and Singapore) and the market.

The objective was to identify the entry points of the market. An initial study explored all avenues, through which, the client addressed the Indian market effectively. The inference drawn from this research indicated that they should identify a few distribution partners and side-by-side initiate direct talks with end-users as well.

The client was able to drive Ramsoft’s manager effectively to get the desired details and meet the objective. Once there was clarity, they decided to act upon the inference and continued using Ramsoft resources for their direct marketing activities.

Direct Business Generation in India

This Swiss client is into high volume production of machining components. They knew that their business had good potential in India and were keen to quickly generate business. They needed someone in India to directly approach a few potential targets.

They chose Ramsoft’s ‘India Entry Services’ to do direct sales & marketing. Marketing personnel assigned by Ramsoft approached potential customers and introduced client’s offerings. This generated good first level of interest and some Request for Proposals (RFPs). The client was continuously in the sales loop and customized proposals given to targets. This yielded quick results.

The highlight of the exercise is that the client's team in Europe was able to directly sell their products, without any physical presence in India.

Product Introduction and Dealer Network Creation in INDIA

A start-up, with their eyes on the global market, wanted to evaluate the potential for their products in India. Ramsoft helped them study and understand this market. Gathering details on competitor products, pricing, industry verticals, geographical presence, product range etc. were a part of this exercise. This was when their product was in the R & D stage – much before it was ready for the market. As they found India as an interesting market, they decided to launch their product here, along with Europe and US. They decided to create a dealer network to effectively sell and support their product across India. Cost effectiveness was a key requirement, as they were small.

Ramsoft offered a dedicated marketing resource working full-time along with support from market research & tele-marketing teams. This team worked closely with client’s marketing team in creating and controlling a dealer network. The team was guided by Ramsoft management for effectiveness in the Indian market. A large list of prospective dealers were identified and filtered after interactions with client’s CEO and Marketing head. Key dealers were selected, agreements signed and an operational network was put in place, over a period of Six months.

Over time, client’s team in India was increased to handle support, finance, HR and other activities.

Marketing in India, with a dedicated team

A capital equipment company, from Switzerland, was selling products in India for decades. However, they did not have a base or any kind of physical presence in India. They were mainly working with non-exclusive dealers. Despite being in the Indian market for long, they had not created a brand image or a significant customer base. They needed to address the market for potential direct sales as well as control and expand their dealer network. Their strategy was to enter conservatively and expand, based on market response. They liked Ramsoft’s model of marketing resources that are located in Bangalore but are handled by their global business development managers.

Ramsoft built a customized marketing team with right background in production engineering and rich experience in selling high-value capital machinery, pan-India. This team was fully supported for all their organizational needs – Infrastructure, Administration, HR, Payroll, Travel Desk and Tele-marketing. Processes were set-up so that client's Sales Director (EMEA) located in Zurich could directly drive the Indian team in its efforts to create & grow the business; expand & monitor dealers network; build brand image for their organization and products; and execute a variety of other direct/indirect marketing activities.

The team was created, with client’s involvement, within Ten weeks. Driving this team directly, they initiated interactions with potential buyers and dealers. This resulted in increased business, effective distribution channels and high brand recognition. In a year’s time, clients were thoroughly satisfied with Ramsoft's facilitation services, as their objectives were met with minimal efforts and involvement.