Case Histories PDF Print E-mail

The Case Histories below are examples of the many dozens of short-term projects and longer-term business development initiatives that Intralink has undertaken for its clients across a range of market sectors. The sector, type of assignment and description of each client’s product are listed at the top of each example.

China 

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1

Sector Automotive
Type Market landscape

Diesel vehicle emission control products

Researched the China market for vehicle emission control products and developed market entry options

 

  • Intralink conducted a detailed market analysis for emission control products in China with a focus on the bus sector
  • Delivered an in-depth report covering government regulation, competition and potential customers
  • Researched and benchmarked sources of key stainless steel parts
  • Analysed the costs and benefits of different entry options and presented recommendations to the client

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Sector Automotive
Type Market landscape

High-performance hydraulic cylinders for tipper truck applications

Landscaped the Chinese market for hydraulic truck cylinders and investigated the options for manufacturing

 

  • Intralink determined the size, growth rate and characteristics of the hydraulic truck cylinder market and completed an analysis of the competition
  • Interviewed companies across the value chain, including truck makers, body builders, competing hydraulic manufacturers and industry insiders
  • Mapped the channels between suppliers and customers and explained pricing structures and prevailing business practices
  • Recommended a low risk, staged approach to developing the Chinese market, working with both local partners and creating a local subsidiary company

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Sector Broadcast equipment
Type Market landscape

Broadcast systems for TV and post-production

Landscaped the market for broadcast systems in China and explored opportunities to partner with local system integrators

 

  • Intralink conducted an in-depth analysis of China's market for broadcast hardware and software, focusing on system integrators and national broadcasters
  • Identified, accessed and demonstrated the client's products to leading system integrators in the market
  • Explored partnership opportunities with system integrators direct and through local dealers
  • Acting on the client's behalf, established direct relationships with purchase departments inside key television networks, including CCTV, STV and OTV

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Sector Chemicals
Type Location benchmark

Chemicals for the rubber industry

Benchmarked potential manufacturing sites in China for the construction of a chemicals plant

 

  • Intralink benchmarked several potential locations for the site of the client's China manufacturing facility
  • Obtained data on labour costs/availability, utility and waste disposal costs and local financial incentives through interviews with dozens of government officials, labour market managers, recruiters, HR managers and expatriate managers of foreign-invested enterprises
  • Analysed infrastructure and tax policies of each location to draw final conclusions & make recommendations
  • Intralink is standing by to coordinate implementation of the project in the capacity of interim general manager

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Sector Consumer electronics
Type Market landscape

Application solutions to the IPTV and digital TV markets

Undertook a 12-week China landscape study to determine the opportunity and strategy to sell to TV, PMP and set-top box manufacturers

 

  • Intralink spoke with telecom operators, system integrators, STB manufacturers and others to deliver a report on the IPTV industry in China
  • Presented to over 10 of China's leading television manufacturers, including Haier, Konka, Changhong, TCL, Skyworth and others
  • Analysed the product offering of local and foreign competitors and identified the key challenges in terms of product, price and business model
  • The client has hired a VP of Sales and local technical resource to implement the marketing strategy

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Sector Consumer electronics
Type Market landscape

High performance MP3 decoders

Undertook a market study to understand the opportunity to sell into Chinese mp3 player manufacturers

 

  • Intralink identified the client's competitors, analysed their products and explained their distribution, sales and technical support strategies
  • Mapped existing channels and pricing structures and met with a broad cross-section of design houses and resellers
  • Profiled the leading mp3 player manufacturers and listed their supplier affiliations and main markets
  • Developed a product launch strategy which included recommendations about product, pricing, partners, local support and target markets
  • Intralink is standing by to implement the recommendations of the report

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Sector Consumer electronics
Type Market landscape

Power Line Communications (PLC) for home networking solutions

Targeted leading stakeholders in China’s emerging IPTV market with high-throughput PLC solution

 

  • Intralink researched the opportunity and challenges for the client to sell its PLC solution into China’s emerging IPTV and PLC adapter markets
  • Identified and mapped the channels into key stakeholders in the IPTV ecosystem
  • Presented to IPTV service operators and leading makers of home entertainment equipment and PLC adapters and established the PLC strategies of each
  • Benchmarked the China marketing strategies of the client’s leading PLC silicon competitors
  • Assessed the client’s market entry options and made recommendations for practical next steps
  • Intralink continues to represent the client in a business development capacity

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Sector Displays
Type Supplier benchmark

Near-zero power displays for electronic shelf-edge labels

Benchmarked Shenzhen-based suppliers of key components and appointed the client’s China Production Director

 

  • In preparation for off-shoring production of its electronic shelf-edge labels, the client wanted to identify sources of key components in China
  • Intralink identified and visited fifteen potential suppliers and benchmarked each against the client’s specifications and selection criteria
  • Using a sophisticated methodology, Intralink short-listed 5 companies for final audit and qualification
  • In parallel to the benchmark initiative, Intralink identified and interviewed Hong Kong candidates for the senior position of China Production Director
  • The client has appointed its director and visited the leading supplier candidates

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Sector Enterprise solutions
Type Surrogate sales

Database management software for drug discovery research

Provided in-depth analysis of China market with entry strategy and follow-on Surrogate Sales™

 

  • Intralink compiled a comprehensive market landscape report, analysing market conditions, competition, customer base, product demand and sales channels relating to drug discovery software in China
  • Developed market entry strategies and implemented the recommendations through Intralink’s Surrogate Sales Program™
  • Successfully concluded significant licence agreements with four customers in mainland China
  • Identified and evaluated potential distribution partners leading to the appointment of the leading candidate
  • Intralink continues to act for the client in China by providing business development and liaison support to the local distribution partner

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Sector Enterprise solutions
Type Surrogate sales

Traffic management & application delivery control software

Developed China marketing strategy and negotiated OEM partnership with leading Chinese server manufacturer

 

  • Intralink completed a commercial opportunity assessment and advised the client on its Chinese product, pricing & distribution strategies.
  • Developed and implemented a market entry initiative with recommendations for sales and technical support.
  • Identified and accessed companies with relevant product experience and customer base to investigate partnership opportunities.
  • Concluded an OEM agreement with one of China largest server manufacturers
  • Product roll-out is expected in April 2007
  • Intralink continues to represent Zeus in a business development capacity.

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Sector Enterprise solutions
Type Market landscape

Credit card payment solutions

Developed market entry strategy and identified China partner for innovative credit card payments solution

 

  • Intralink completed a three-month landscape of China’s credit card payment market, which included identifying the key emerging trends, opportunities and potential risks
  • Our research included macro-level analysis of the direction of government policy as well as in-depth interviews with decision-makers from a cross-section of stakeholders, including the People’s Bank of China and other leading Chinese financial institutions, global credit card issuers, and hard and software solution providers.
  • Intralink’s engagement concluded with an enterprising market entry strategy to partner with a local Chinese company to become a pioneer in China’s payment solutions market

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Sector Enterprise solutions
Type Market landscape

Integrated clustered storage systems

Completed a commercial opportunity assessment for data storage systems in China and introduced potential partners & end users

 

  • Intralink completed a commercial opportunity assessment (market size, trends, competition, distribution, etc.) and identified channel partners for the client in China. The search focused on companies in Beijing, Shanghai and Hong Kong
  • Accessed and submitted proposals to the leading candidates
  • Planned and executed a road show to demonstrate the technology to key end users in the public and private sectors, including national broadcasters, research institutes, and post-production houses
  • Acted as the client's local China liaison to support contract negotiations with local channel partners

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Sector Industrial & engineering
Type Supply chain management

International food, ingredients & retail group

Projected future availability and prices of a key ingredient for a proposed yeast extract plant in China

 

  • The client wanted to understand the sources, future availability and prices of the key ingredient for a proposed yeast extract plant in China
  • Intralink identified and met with the leading suppliers to determine capacities and future strategies
  • Analysed Chinese agricultural policy to understand influences on yields, total output and prices over next five years
  • Analysed activities and expansion plans of competitors to determine future consumption demand
  • Delivered an in-depth qualitative and statistical report that the client used as part of its due diligence process ahead of a multi-million dollar investment

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Sector Industrial & engineering
Type Investment coordination

Soil reinforcement and ground stabilisation solutions

Advised and assisted the client on $8 million buy-out of its Chinese joint venture partner

 

  • Intralink managed the negotiation process with the Chinese partner and government approval bodies on behalf of the client's senior management
  • Post deal closure, supervised the due diligence process and ensured a smooth transition of ownership and management control of assets to the UK party
  • In conjunction with the client's China GM, supervised the recruitment of key staff, and implemented a post-handover marketing & PR strategy in China
  • Intralink has been retained by the client in a non-executive capacity to advise on strategic issues for the China business

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Sector Industrial & engineering
Type Investment coordination

High-performance stud bolts for the petrochemical industry

Acted in an Interim General Manager role to establish and manage the initial growth stages of a new, wholly-owned manufacturing facility in Shanghai

 

  • Advised on and coordinated the establishment of a WFOE company in Shanghai and put in place accounting and tax compliance functions
  • Oversaw all aspects of production ramp-up at the company’s Shanghai plant, hired workers and managed local suppliers
  • Designed and equipped a local testing centre to ensure highest quality standards for US and Europe-based export customers
  • Identified and appointed a full-time general manager and handed over management responsibilities six months after commencement of production
  • Intralink continues to provide advice and ad hoc support to the client

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Sector Industrial & engineering
Type Market landscape

Engineering, design & project management services

Undertook a strategic review of current operations and market landscape initiative covering China's building & engineering sector

 

  • Against a backdrop of increasing low- cost competition from Chinese service providers, the client's operations in China were struggling to find new customers
  • Intralink carried out a strategic review of the business, identifying internal and external failings and recommending options for improvement
  • Running in parallel with a strategic market landscape, Intralink identified the key success factors and partners to enable a re-launch of the brand
  • Several major projects in the pharmaceutical and fine chemicals industries have been secured following Intralink's involvement
  • Intralink still maintains close ongoing ties with the client's China operations

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Sector Industrial electronics
Type Commercial audit

Temperature profilers & data loggers

Undertook a commercial audit of the company's existing China business and implemented recommendations for new channel partners and employees

 

  • Intralink undertook a commercial audit to understand the strengths and weaknesses of the company's current China business
  • Developed a China-wide strategy and conducted a search to identify additional channel partners to supply new target markets
  • Assisted with the recruitment of a new general manager and repair and maintenance engineer
  • Initiated the move to larger and more suitable office space in Shanghai and managed the application and registration procedures
  • Intralink continues to act in a non-executive and advisory role for the client and, when necessary, providing business development or other practical support

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Sector Industrial electronics
Type Manufacturing partner benchmark

Electronic component kitting

Identified and benchmarked over 20 potential electronic manufacturing service partners in China

 

  • Intralink contacted and visited over 15 Electronic Manufacturing Service companies in the Shenzhen, Shanghai and Beijing/Tianjin areas
  • Conducted audits of each company according to the client’s own partner selection criteria and short-listed five companies for further evaluation
  • Arranged for short-listed companies to sign non-disclosure agreements and to submit proposals for a variety of PCB assemblies
  • Organised and accompanied the client company's senior managers on a visit to China to engage in detailed discussions with potential manufacturing partners
  • As a result, the client selected a partner and has issued purchase orders for its first two products

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Sector Medical devices
Type Channel development

Advanced woundcare & ostomy products

Developed entry strategy for East China market & identified distribution partners for advanced woundcare products

 

  • Intralink conducted an in-depth market analysis of China's ostomy market, focusing on key cities as well as key suppliers, distributors and hospitals
  • Completed a commercial opportunity assessment to identify suitable channel partners for the client in the East China region
  • Negotiated with (and between) the preferred channel partner and the client to conclude a distribution agreement. The final agreement included sales targets, marketing budgets and roll-out schedules
  • Intralink continued to liaise between the two parties during the initial phase of the relationship

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Sector Mobile comms
Type Snapshot

Mobile social networking

Identified and accessed the key players in China’s mobile media ecosystem for the client to short-list local business partners

 

  • The client wanted to meet with a cross-section of companies in China as a way to expose the competitive environment, understand the market dynamics & identify potential partners
  • For this Snapshot™ initiative, Intralink targeted with over fifty companies across the mobile media and social networking ecosystem
  • Organised a one-week visit to China during which the client with twenty companies, including network operators, providers of mobile media services, handset OEMs and others
  • Following the visit, the client has selected a market entry strategy and is in active discussions with potential partners
 

 
 

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