Business Wales | International Trade Development Programme (ITD)
Project Summary:
Part of UKTI Gateway To Global Growth Program, the International Trade Development is a program of specialist support that is available to both new and existing exporters across Wales. Its aim is to provide practical advice and support to businesses in order to develop their capabilities and capacity to enter international markets with ease and confidence.
Activities:
- Developing the company’s export strategy
- Researching and qualifying the best market for the company
- Defining routes to market or identifying a market partner
- Financial considerations such as pricing, payments, currency and tax
- Export procedures, regulations and logistics
Business Case Studies:
A U.K. company involved in the design and manufacture of innovative seating and positioning equipment for the disabled and infirm, focusing on wheelchair users. The study provided data and information to guide the company’s next steps in the Canadian market place through the following components.
Market overview providing data and information on:
- The nature of disability in Canada, number of wheelchair users, demographic information (age and province)
- Provincial healthcare schemes including reimbursement rates, eligibility, products covered and distribution
- Competitor activity: with comparable products (including wheelchair system providers), pricing where available with brief profiles
- The required Health Canada registrations and approvals
- Key distributors of backrest/seating products that could be potential partners for distribution in Canada
- Resources showing tradeshows, conferences and seminars, relevant associations, and academic centers of excellence in mobility issues
- Market entry routes and next steps
A leading Welsh manufacturer and supplier of training products to emergency services, military and industry in 20 different countries for over 30 years. The study provided data and information with a strategy and framework for the company’s market expansion in Canada as follows:
- Commentary on population and industry distribution in Canada, the regulatory framework, government policy and trends relating to emergency services
- An examination of each target market setting out market size, training standards, accreditation and training providers
- An overview of competitor manufacturers
- Key purchaser targets and a long list of potential partner distributors
- Recommended routes to market
- Results: Distributor identified in the research is representing the company in Canada
Trade Mission to Canada
Support provided to a trade mission to Canada for three Welsh companies (2016)
- Developer and manufacturer of adhesives for cross-laminated timber applications
- Software provider of degree certification services to post-secondary education institutions
- Manufacturer of educational toys
The following services were provided:
- Target company/firm/organization/institution identification
- Calling program to set up meetings over two days (14 in total)
- Accompanied company visits
- Development of applicable profiles and itineraries for each participating company
- Campaign spreadsheet with report provided to client
Marathon Economic Development Corporation
Project Summary
A two-phase study to identify mining service and supply gaps that presented opportunities for business development and potential to strengthen the value chain. The second phase involved implementation through a marketing plan with a lead generation campaign and P.R. strategy.
Activities:
- Research into the town’s mining sector and regional competitiveness,
- Stakeholder engagement and interviews
- Benchmark indicators for business attraction
- Best practices research for mining sector business development and attraction
- Development of a lead generation campaign and PR strategy
Results:
- An action plan to pursue identified opportunities with KPIs to track and monitor results
- Marketing messages and a value proposition developed for the town
- Trade show activity in lead generation campaign resulted in 27 leads qualified for action by MEDC
Manufacturers Association of Maine
Project Summary
The Manufacturers Association of Maine (MAMe) provides business growth services to over 300 Maine companies. MAMe contracted RCI to help Maine defense contractors find new business opportunities as part of the “Defense Diversification Program”. The program helps defense contractors during federal defense budget cuts and was awarded the “Program of the Year Award” from a regional trade group.
Activities & Results
- Between May 2017 and June 2018, Research Consultants International has scheduled over 60 qualified appointments on behalf of 10 Maine manufacturers interested in diversifying their markets.
- Our team worked one-on-one with companies to identify what unique services or products can be leveraged in markets outside of defense and then designed a tailored lead generation program for each company to expand their markets in the US and Canada.
- The “Defense Diversification Program” is a model business retention and expansion program that is providing incredible opportunities to Maine manufacturing companies,” said Lisa G. Martin, executive director of Manufacturers Association of Maine.
- Subsequent to this program, one of the participating companies in the program hired RCI on a permanent basis to provide marketing and lead generation services
South Carolina Department of Commerce
Project Summary
South Carolina Department of Commerce focuses on promoting trade and export development for South Carolina companies. The organization contracted Research Consultants International’s services in 2016 to assist with B2B matchmaking services during three Canadian trade development missions. RCI’s work has focused on various sectors, including advanced manufacturing, aerospace, life science, plastics, food processing, and clean tech.
Activities & Results
- Between November 2016 and July 2018, Research Consultants International has scheduled over 150 meetings on behalf of 15 different South Carolina-based companies during multiple trade development missions in Canada.
- Meetings took place in Montreal, Toronto, Ottawa and Vancouver
- Our team conducted comprehensive, 1-hour long interviews with each company being represented. This was done to make sure that our outreach complied with the specific requirements and criteria of each firm.
- Worked together with the companies and export promotion team to ensure solid logistics on each mandate
- Lead nurturing program on behalf of South Carolina SME’s with prospects that were at early stages in the sales cycle
Export Québec
Project Summary
Export Quebec focuses on promoting Quebec exports and helping Quebec based companies to navigate the intricacies of foreign markets. The organization contracted Research Consultants International’s services in November 2014 to assist with B2B matchmaking services at select North American trade shows. RCI’s work has focused on various sectors, including mining, engineering, clean tech and sustainable products, construction, advanced manufacturing and hospitality.
Activities & Results
- Between November 2014 and January 2016, Research Consultants International has scheduled over 150 qualified appointments on behalf of Quebec companies interested in developing US trade relationships.
- Meetings took place at such industry trade shows as MINExpo, Greenbuild International, International Construction and Utility Equipment Exposition and Boutique Design New York (BDNY).
- Our team conducted comprehensive, 1-hour long interviews with each company being represented. This was done to make sure that our outreach complied with the specific requirements and criteria of each firm and the company fulfills all export requirements. All interviews were conducted in French.
- Worked together with the companies and export promotion team to ensure solid logistics on each mandate
World Trade Center - Toronto
Project Summary
The World Trade Centre Toronto (WTC-T) is the trade services arm of the Toronto Region Board of Trade. As a member of the World Trade Centres Association, WTC-T creates unparalleled global access for the Toronto region’s business community. WTC-T provides targeted international trade advisory services and expertise through comprehensive research, trade education, strategy building workshops, outbound and inbound trade missions and valuable connections to experts and networks. See Link for Press Release introducing our partnership with the WTC-Toronto.
Activities & Results
- Partnered with the WTC-T on a food and beverage mission in California and scheduled 16 qualified appointments on behalf of 8 Toronto-based companies interested in expanding in the California market.
- Our team worked one-on-one with each company to identify what unique services or products can be leveraged and then designed a customized program for each company. Meetings were setup with potential clients, distributors, buyers and brokers that represented large brands across the Southwestern United States.
- As the official business intelligence partner of the WTC-T, Research Consultants International will continue to work with the group on future missions including trips to London, Paris and the North East, United States.
Our Approach & Methodology
Our research methodology is a collaborative team effort that promotes primary data collection and client/consultant on-going feedback, in order to ensure that the highest qualified leads meet client goals and expectations.
Phase I - Strategic Formulation & Targeting
- Establish a focus for company prospecting and develop a distinct set of research preferences.
- Evaluate key screening indicators such as: number of company locations, number of employees, industry trends, current activity in client’s region, recent growth trends etc.
Phase II - Prospect Database Development
- Creating list of qualified companies that meet our client’s criteria for investment attraction.
- Focus on researching and identifying C-level executives responsible for corporate development projects.
Phase III - Lead Generation & Prospecting
- The objective is to identify qualified prospects with active site search or expansion projects.
- Multi-channel Outreach: Phone, Email, Social Media
Phase IV - Appointment Setting & Matchmaking
- Our objective is to ultimately put you in front of qualified leads with active expansion projects that fit your target criteria.
- We provide all-inclusive services, taking care of all the necessary advanced planning, research, and agenda management.