Diesse Diagnostica Senese S.p.A.

L’azienda cliente

Diesse Diagnostica Senese SpA is a company engaged in the production of in vitro diagnostic systems.

The company, already present abroad in several markets through the presence of distributors, wants to make the most of its product abroad andintends to start an internationalizationprojectwithin the Scandinavian market (Denmark, Norway, Sweden, Finland and Iceland).

Objectives of the company:

Start a deep market research that gathers a range of information (import/export data; national health system reimbursement prices; required registrations; main competitors operating locally both local and international);

Activate a search and contact of potential distributors, in line with the company's products;

Select and meet distributors interested in starting a b>business partnership;

To implement a process of establishment in the market in question, in a profitable and lasting way.

Strategy and action

Octagona, together with its Temporary Export Manager who is an expert in the area, has coordinated, planned and supervisedthe entire internationalization project:

analyzing trade flows for company products in target markets;

identifying the major players in the industry (institutions, competitors, and distributors);

developing comprehensive market research aimed at understanding industry dynamics and trends, players operating in the market, and normatives of target countries;

creating a long-list of 50 distributors,skimmed later into a short-list of 24 potential counterparts;

initiating telephone contacts and managing relationships with selected distributors in order to identify interest in evaluating possible collaboration;

planning and organizing meetings with such counterparts within the Dusseldorf Medical Fair.