Malaysia - Business matchmaking

Details

Published on Sunday, 11 March 2012 07:38

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.