Distributor search in three countries for a Swedish security technology supplier
Tick Tock Consulting identified, qualified and met potential distributors for Inferno in Vietnam, Indonesia and Thailand – 13 qualified meetings on one trip – and then acted as local market representative.
Indusec AB (Inferno)
2017–2018
Vietnam, Indonesia, Thailand
Distributor search, meeting programme and market support
The challenge
Inferno develops audio- and light-based security products for homes, commercial premises, public buildings, vehicles and infrastructure. The company appoints one exclusive distributor per country and wanted to find the right partner in three Southeast Asian markets in parallel – with as few trips and as little wasted time as possible.
Our approach
- Local consultants in Indonesia, Thailand and Vietnam worked in parallel with the same method and a shared project file.
- A long list per country of companies and key people in the security industry.
- Qualification by phone and email: business focus, size, brands, customers and decision-makers.
- Introductory calls between Inferno and the best candidates before the trip, so every meeting was relevant.
- A meeting programme in August 2017: five meetings in Vietnam, four in Indonesia and four in Thailand, with notes and next steps per company.
- Market support in 2017–2018 with PMO status reports: distributor dialogue, project follow-up and leads.
Results and deliverables
13 qualified distributor meetings in three countries on a single trip.
A report with long lists, meeting notes and recommended next steps per market.
Continued dialogue and representation with selected distributors, including a sample order in Indonesia.
“Tick Tock Consulting delivered what they committed and matched our expectations. All the meetings arranged in all the three countries were highly industry-oriented and had huge business potential for us.” – Indusec AB (Inferno)
What do you need to move forward?
20 minutes, free of charge. We understand your situation and goals, give concrete guidance on the spot and assess together whether we can help. If there is a fit, the next step can be a Process Review.