Lifts All took a decision to enter the Czech and Slovak markets in the beginning of 2016. Business Sweden with its established network and knowledge in the materials handling market segment was selected as a natural partner for implementation of the market entry strategy by the Swedish company.
Before the start of the project, Lifts All’s management and Business Sweden’s project team held an educational workshop to get a deep & comprehensive insight into Swedish company’s offer, technology, business model, unique selling points and demand segmentation.
Distributor-search support by Business Sweden was developed in the framework of the Swedish Government subsidized Business Opportunity Project, which marginally eased up the cost of market entry for Lifts All.
More than 80 Czech and Slovak companies were identified and evaluated as potential candidates for Lifts All’s partner position on the market. Evaluation of the local companies was made in line with the selection criteria provided by the Swedish company.
Business Sweden approached relevant local companies with Lifts All offer, pre-sold the concept through several rounds of interviews and materials exchange. As a result of three months of business development work, Business Sweden with consent from Lifts All selected 5 potential distributors to meet for talks about cooperation.
Mr. Svante Wibom, CEO and Sales & Export Director of Lifts All, visited the Czech Republic and Slovakia in March 2016. Accompanied by Business Sweden, Mr. Wibom visited 5 potential distributors during 3 intense travel days covering two countries. Business Sweden’s support during the meetings was instrumental.
The final decision whom to choose and appoint as a local distributor was not easy, as most of the visited companies had solid experience, relevant profile and willingness to expand their product portfolio’s and represent Lifts All on their respective markets.
Finally, Lifts All chose the local company KPC Group as its exclusive distributor for the Czech market. KPC, among others, has positive attitude to explore new opportunities and expand, driven by young executives and eager to introduce Swedish technologies within the material handling market segment.
The decision regarding the Slovak market is still open, since the local potential distributor with interest is in the process of doing its homework to better understand and calibrate the market segment for Lifts All’s products.
Business Sweden’s support to Lifts All proved to be hands on and time efficient. It allowed the Swedish company to reach out to two new Central European markets and achieve tangible result by finding the right cooperation partner in the Czech Republic.