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下面的个案资料旨在举例说明英联为各个行业的客户制定的众多短期项目和长期业务发展提案。每个案例的顶部都列出了所属行业，任务类型和客户产品描述。

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

�

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.

�

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

�

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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