Vietnam - Business Matchmaking

Client 

A fertilizer manufacturer

Country

Vietnam

Duration

Three months

Assignment objective(s)

To form a partnership with suitable fertilizer manufacturers from the Netherlands.

Challenge(s)

The Netherlands has many professional fertilizer manufacturers and traders. This made it easier for us to find the partners for our client. However, Dutch fertilizer manufacturers and traders are gradually switching from chemical fertilizers to biological fertilizers. In Vietnam, this change is not so fast as in the Netherlands, therefore, the partners of our client have to be able to supply both chemical and biological fertilizers.

Approach

H&T Consultancy started with an extensive research on the Dutch fertilizer market, which resulted in a list of carefully selected fertilizer manufacturers based on very specific requirements. Together with the client, 5 potential manufacturers and traders were selected and approached.

Result(s)

Within three months H&T Consultancy managed to find the right partner for the client. H&T Consultancy was also key in arranging the initial contact till the point of signing the contract to render the partnership formal. 

Malaysia - Business matchmaking

Client 

A major mechanical & electrical engineering company

Country

Malaysia

Duration

Two months

Assignment objective(s)

To form a strategic partnership with a suitable European elevator manufacturer for the Malaysian market.

Challenge(s)

The global elevator industry is dominated by five major players – Otis, Schindler, Thyssen-Krupp, Kone and Fujitec. They are all represented in Malaysia. Therefore finding a partner who is not yet present in Malaysia and who is big enough to compete with these major players in the elevator industry, is a significant challenge.

Approach

As the major elevator companies are already established in Malaysia. H&T Consultancy had to find a player who was 1) not present in Malaysia, 2) big enough to compete in the Malaysian market and 3) willing to collaborate with the client in Malaysia. H&T Consultancy started with an extensive research on the global elevator market, which resulted in a list of carefully selected European elevator manufacturers based on very specific requirements. Together with the client, two potential manufacturers were selected and approached.

Result(s)

Within two months H&T Consultancy managed to find the right partner for the client in Malaysia. H&T Consultancy was also key in arranging the initial contact till the point of signing the contract to render the partnership formal.

Malaysia - Market research

Client

Premium LED Lighting manufacturer

Country

Malaysia

Duration

Two months

Assignment objective(s)

To gather and analyze market data to provide input for strategic decision making.

Challenge(s)

As the LED lighting market was in its infancy, organized information about the market was scarce.

Approach

The LED lighting market has been developing rapidly in the recent years. To keep track of these developments and to stay ahead of competition, market data have to be collected and analyzed frequently. H&T consultancy built a database with detailed information about the competitors and its products. These data were used to conduct analyzes about the specific type of products that are present in the market. Furthermore, geographical market differences became apparent.

Result(s)

The client used our market data to validate and adjust strategic marketing decisions.

The Netherlands - Event organization

Client

Economic and Trade Office Vietnam Embassy

Country

The Netherlands
 

Duration

Two months

Assignment objective

To organize an event to promote investment in Vietnam and to inform Dutch entrepreneurs of Vietnam’s positive macro-economic developments.
 

Challenge(s)

To set up an attractive event program and to attract entrepreneurs who are genuinely interested in Vietnam.

Approach

H&T Consultancy worked closely with the Economic and Trade office Vietnam Embassy and Holland Gateway to make the event happen.

Result(s)

The venue was held at Holland Gateway with a premier location in the World Trade Center located in Schiphol.

For the event His Excellency Vietnam’s ambassador to the Netherlands, was one of the speakers. Furthermore, the trade counselor of the Economic and Trade Office Vietnam Embassy, a Dutch HRM specialist who trains managers in Vietnam and a Vietnamese business culture specialist spoke at the event.

These high profile speakers presented information about Vietnam and how to conduct business in Vietnam. Emphasis was put on bilateral cooperation between VN-NL and common challenges when doing business in Vietnam.

The event is considered a success and as a result the Economic and Trade Office is planning to hold more Vietnam Update Days in the near future.

Vietnam - Trade mission

Client

Chamber of Commerce in The Netherlands
 

Country

Vietnam
 

Duration

Five months

Assignment objective(s)

Prepare and coordinate a three days matchmaking and fact finding program in Ho Chi Minh City, Vietnam, for 16 Dutch companies.

Challenge(s)

To find suitable matchmaking partners for the Dutch companies.

Approach

In coordination with the Chamber of Commerce, Dutch companies who requested to participate in the matchmaking program in Ho Chi Minh City (HCMC) were interviewed to understand their needs and preferences.

Besides the matchmaking program in HCMC, a fact finding program was organized for the companies that joined the trade mission to HCMC. To ensure the necessary exposure of the visit of the Dutch delegation to HCMC, H&T Consultancy worked closely with the Ministry of Industry and Trade, the Dutch Consulate in HCMC and Vietrade in HCMC.

Result(s)

Most Dutch companies were matched with at least six potential Vietnamese business partners and each Dutch company had a personal consultant to support them throughout their stay in HCMC. To date (February 2012), some Dutch companies have already engaged in business with the Vietnamese partners, sourced by H&T Consultancy and its partner.

After the visit of the Dutch delegation in HCMC, H&T Consultancy interviewed the Vietnamese parties who were present at the welcome reception and the matchmaking program. 82% of the Vietnamese parties considered the meeting with the Dutch delegation valuable to their business.