Project
Hydraulic hose guards for heavy equipment in the mining industry.
Client
Singapore-based regional business of a global manufacturer of high-quality high-density polyethylene (HDPE) hydraulic hose safety spirals and protective sleeves.
Objective
As part of an APAC growth strategy, the company wished to identify and secure a new distribution channel in Australia. Strategy Australia was recommended to the client by an overseas trade organisation.
Outcome
Utilising Strategy Australia’s knowledge of the industrial distribution sectors, fifteen (15) potential distributors were identified who specialised in supplying the mining industry with industrial products and technical services.
After the client selected the preferred potential partners, Strategy Australia made direct contact with each explaining the partnering opportunity, confirming sales and technical capabilities, and the fit of the client’s products in the partner’s business.
The results included an extremely positive outcome with one distributor secured that was a significant supplier to RioTinto. The value of the distributor’s first order was estimated at $AUD2-3million.