Moss Srl

Client Company

Moss Srl is an Italian company that has been designing and manufacturing automatic machines for different types of printing applied to packaging since 1967, already commercially active in India for several years.

The company received good feedback on the sales potential of one of their machines in India, the challenge at this point was figuring out how to price it without skimping on product quality.

Objectives:

Find a way to sell the machinery in India while remaining price competitive;
Identify a strategy that would be optimal for penetrating the Indian market;
To build and develop a commercial growth process, generating an increase in terms of turnover.

Strategy and Action

octagon, after an initial strategic analysis, identified a solution that could contain costs without losing quality in any way: technology transfer, which allowed the machine to be produced directly at the local partner's facility.

This solution turned out to be optimal for both Moss and the Indian counterpart, bringing benefits and growth to both manufacturing entities, decreeing the success of the operation.

In-depth assessment of the Indian market and guidance of the client in defining the best strategy;
Support from Octagona's Indian team on communication with the Indian counterpart;
Negotiation and definition of commercial agreements with the counterpart;
Follow-up action and ongoing dialogue with the Indian counterpart.

Results Obtained

Thanks to Octagona support

The client was able to produce in India while remaining competitive in the market;
Clear agreements were made with the local counterpart thanks to the team on site that facilitated effective and clear communication;
A large amount of valuable information and contacts where gathered to define further business steps to be implemented in the target countries;
With the support of Octagona, Moss is now aiming toward the United States, with an expansion project that will see the company playing a leading role with a newly established subsidiary in the American market.

Customer Feedback

Andrea Fantozzi, CEO Moss Srl:

Although Moss has been exporting to the Indian market for decades and therefore has some knowledge of it, without Octagona's cooperation it would not have been possible to finalize this technology transfer agreement with the local counterpart , as the mostly cultural differences would have been a difficult obstacle to overcome."

Vera Madella, Temporary Export Manager – Moss Srl:

"Team Octagona guided us in our negotiations and in drafting the agreements with the Indian partner. The discussions lasted several months, but with Octagona there was always a close cooperation and with their support we managed to define a clear agreement where the main points of technology transfer were set".