Finding the Right Partner in LatAm

Services

Partner Research

Challenge

Our client, a global player in the industrial equipment field, had already begun its foray into Latin America in Mexico. Now they were ready to enter a second LatAm market. Strategically, our client chose not to greenfield but rather to create a joint venture with complementary local firms whose businesses our client could help expand.

Approach

AMI applied its 7-step approach in order to identify the best potential partners. We began by casting a wide net and identifying nearly 40 companies. We then filtered and sorted these based on hard and soft criteria, such as revenue, geographic coverage, product portfolio, training, after-sales service, sales structure, number of employees and corporate culture.

Result

AMI’s strategic advisory enabled the client to identify seven out 40 distributors that warranted personal meetings. Of these, four were retained as key business partners with whom to partner in the client’s second Latin American market entry.

Client Benefit

The client received a detailed evaluation of potential distributors and was able to identify key business partners.

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