MCD (Environment & Cistern Instruments for Fuel Facilities) offers products and services for level measurement for all types of petroleum products. In Sweden the company is market-leading and works with Preem. Taking advantage of growth opportunities associated with internationalisation, MCD chose to work together with Business Sweden. Italy was the natural choice as an export market due to its high consumption of pellets and the country’s geographical size.
- Initially we were a little hesitant in regards to what we could attain from our investment but we made a sizeable profit in the first deal with our Italian business partner, says Sture Berg, CEO of MCD.
Market knowledge and contacts
As a first step Business Sweden analysed the Italian market for level measurement and thereafter a comprehensive meetings program was arranged and implemented in conjunction with the Oil&nonOil fair in Verona 2014 – an event were some of the most influential actors in the industry were present. The contacts and the experience itself provided MCD with direct insight to the industry and made it possible to establish relationships which will be of use in the future.
- Italy is a fragmented market place and can in some ways be seen as ‘hard to work’ and a bit complicated for foreign businesses. Because of important local knowledge and a wide-ranging network of contacts, we managed to add value for MCD, says Ulrika Honk, Project Manager at Business Sweden in Milano.
New partnership facilitate knowledge exchange
Together with Business Sweden, MCD has managed to create a close cooperation with a local partner, a development that provided MCD with input and know-how about new technologies and in extent the possibility to sell products and services in Italy. Besides the relationship also created a forum for exchange of knowledge and the industry in the different countries. Business Sweden had a crucial role in the facilitation through its vast network of contacts and the deep level of knowledge of the local business climate.
- To us, the cooperation with Business Sweden was optimal. Mainly because of the fast learning curve, great knowledge of the market and a very professional approach, says Sture Berg.
MCD will continue to work closely with the office in Milano during the fall of 2015 and they have also selected Business Sweden as their partner in other markets.