A Japanese manufacturer of imaging equipment has been selling its products on the Russian market. However, the market environment changed, and there was a need to re-evaluate how to adjust the sales channel structure. First, we did some discovery with the client, talking to stakeholders involved in the matter. Then, after confirming the situation on the ground and talking with channels in Russia, their experts, and decision-makers, we did a number of strategy-building sessions with the client, working out an effective strategy to adjust the local channel structure for long-term success.

A Japanese equipment manufacturer for the Oil&Gas industry was looking to diversify its business portfolio. Caspian Sea countries were identified as the most prospective area to expand its business. However, the details had to be developed. First, Azerbaijan, Kazakhstan, and Russia were all prospective markets. However, one market had to be chosen to place the highest priority on it. Also, there was a need to formulate a market entrance strategy. After the necessary research and analysis, it was identified that strategically important markets would be Kazakhstan and Russia. Market entrance strategy through alliances and joint ventures with local players was identified as optimal. After formulating the strategy, we continued to support the client with its project.

Our client was a Japanese manufacturer of commercial refrigeration equipment for the retail, cold-chain logistics, etc. The client was looking forward to strengthening its presence in the US market. M&A was identified as the right way to achieve this goal. However, the detailed approach was to be developed in cooperation with a consulting firm. After careful consideration, we have identified a better M&A strategy compared to the originally envisaged one. At first, the client was thinking about the acquisition of a small player to get a “foothold” on the US market. We, on the other hand, recommended a much bigger M&A target to get a commanding position in the mature US market. The client went on with the strategy we offered and later acquired a very significant market player in the US to become one of the top players in the market.