Swedlocks business concept is to facilitate key management for municipalities and enterprises with a focus on home care. Home care services in a smaller municipalities can have 1500 keys to keep track of. Simplified key management by Swedlock creates big efficiency gains for the municipalities. When Swedlock began developing a smarter system in the late 1990s the main idea was to replace all keys and only use one.
Importance of market understanding
Swedlock had seen a growing demand for their solutions in Sweden and had just submitted their first international tender offer to Norway when they contacted Business Sweden. Swedlock needed support with the practical implications of trading with Norway as well as information on how the market and their clients were organized in Norway. Swedlock also needed to find a partner which could promote and sell their products in Norway.
In a first step Business Sweden conducted a market analysis which gave an overview of trends, marketing channels, rules and regulations. Business Sweden also assembled a list of potential partners which were later contacted and invited to Business Sweden’s offices in Oslo in order to have more detailed partnership discussions with Swedlock.
- It is important to get an understanding and build knowledge about the Norwegian market in order to be successful. Business Sweden has very good knowledge of the local market and their expertise helped us in the whole process from A to B, says Magnus Nilsson, CEO of Swedlock.
Security and trust
In conjunction with their first installation in Norway, which was a result of the initial tender win, Swedlock wanted to market themselves towards neighboring municipalities. Business Sweden acted as a local sales and marketing resources in order to attract the attention of decision makers at local municipalities.
The collaboration with Business Sweden gave Swedlock a better understanding of the requirements and rules that apply when working in Norway which simplified the procurement process while making Swedlock well prepared for delivery phase. Swedlock entered in to a partnership with a company that gave them access to existing customer relationships with over half of Norway's municipalities. This was a company that Business Sweden had identified during the screening process. By now, Swedlock forecasts that a quarter of total turnover will be derived from the Norwegian business by 2016 and has just made its fourth transaction to a local municipality.
- I believe that customers feel secure when they are contacted by Business Sweden and that it ads credibility that otherwise may be difficult to achieve when you are not established in the market. We have chosen to proceed with the Business Sweden in new markets and look forward to continued cooperation in our export efforts, says Magnus Nilsson.