Piceniumplast — setting up in France (CCI France-Italy)

Context

Setting up in France and building a network able to get the products listed with the major B2B buyers. Target: professional material resale networks. Mission entrusted to CBCI via the Franco-Italian CCI.

Challenges

• Identify the key players in the French market
• Find 1 to 2 partners covering the entire territory
• Understand the routes of access to purchasing groups and key accounts

Solutions

• Market analysis and identification of the main players
• Identification of key events (Cyclo trade show, sector meetings)
• Targeted meetings with competitiveness clusters, federations and clusters
• Selection of 4 to 5 potential partners
• Presence at a professional trade show to refine the strategy

Results

• Partners identified and serious leads validated
• Confirmation that the best approach relies on in-house sales staff
• Strategy readjusted (agents as an initial lever, direct presence to be strengthened)
• Market potential validated at 10 times the initial estimates