Diesse Diagnostica Senese SpA

Client Company

Diesse Diagnostica Senese SpA is a company involved 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 and intends to start an internationalization project within the Scandinavian market (Denmark, Norway, Sweden, Finland and Iceland).

Company goals:

Initiate in-depth market research that gathers a range of information (import/export data; NHS reimbursement prices; required registrations; key 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 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, coordinated, planned and supervised the entire internationalization project on multiple European markets (Czech Rep., Germany, Bulgaria, Romania and Albania).

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 regulations in 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.

Results Obtained

The following results were achieved in the course of the project:

Implementation of a comprehensive mapping of the Scandinavian market, in terms of industry players (competitors, institutions and distributors) and in terms of regulations related to in vitro diagnostic devices;
Identification of distributors interested in business collaboration, which led to meetings with such potential partners.