A European specialty chemicals company wanted to further assess 2 potential distributors for their commercial development in West China.
What is the reputation of the potential distributors with key end-users?
Are they well introduced to the right decision makers at key prospects?
Key project focus
- Voice of Customers on distributor performance in a non-English speaking geographical territory.
Innoscape Identified 3 experts from 3 key prospects, and after vetting by the client, proceeded with phone interviews.
3 executives from key potential customers in the Sichuan province in China
- Direct inputs collected in this case by the Innoscape team in Chinese language.
- Outcome enabled the client to identify a potential conflict of interest limiting distributor’s incentive to perform at least 2 accounts.
“Innoscape ability to identify the right experts in China and to interview them in local language was quite impressive. The project enabled us to make the right commercial decision in a new territory not easily accessible for our European organization.”
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