Project

Date

Countries

Objective

Outcomes

An Australian innovation which could not be manufactured cost-effectively in Australia.  The owners wanted to have the product range manufactured in Asia, but wanted to retain an involvement.

Aug 1990

Taiwan, Malaysia, Thailand

Identify, qualify and negotiate with potential joint venture partners.

Successfully established agreement with joint venture partner in Medan, Indonesia.  Was granted Power of Attorney to sign the agreement, which was done in 1992.

June 1991

Singapore, Indonesia,

Nov 1991

Singapore, Indonesia, Malaysia,

March 1992

Japan, Taiwan, Singapore, Thailand, Malaysia,

May 1992

Singapore, Malaysia,

Sept 1992

Singapore, Indonesia,

Nov 1992

Singapore, Malaysia, Indonesia.

Establish a food processing company and commercialise a product concept developed by the Queensland Government.

March 1996

Singapore, Malaysia, Thailand, Hong Kong, Japan.

Identify and qualify buyers

Negotiate orders.

Project was documented as the best the Queensland Government’s Food Group had ever had completed for it. Secured the company’s first export order which remained the largest single export customer for many years.

May 1996

Malaysia, Thailand.

Nov 1996.

Malaysia, Thailand, Hong Kong.

May 1997

Malaysia.

A company that wished to export direct to replace its current practice of exporting through agents.  The owners were dissatisfied with the profitability and access to the market that this distribution channel provided.

June 1996.

Germany, Switzerland, Netherlands.

Establish distribution direct to export markets to eliminate Australian export agents.

Qualified, negotiated with and appointed agents.
The client and Phil Currey Marketing won export awards for this project!

State government department wishing to identify confirmed opportunities for Australian value-added vegetable products.

October 1996.

Japan, Taiwan, Korea.

Market research for pickled vegetables and pumpkin.

Market research report made available to commercial enterprises.

Publicly listed company wishing to decide whether and how to enter the Japanese market with a specific food product range.

Dec 1996.

Japan.

Market research for the client’s products in Japan.

Decided not to enter this market.  Better opportunities existed for raw material than this market.

Company with existing export markets wished to review the effectiveness of its export activities and the appropriateness of its overseas partners.

June 1997

Hong Kong, China, Taiwan, Japan, UK.

Review customer satisfaction and opportunities for additional sales.

Successfully identified opportunities and limitations.

A company with products recently released into the Australian market needed to review their readiness for export markets.

July 1998.

UK, Norway, Spain, Italy.

Market research for therapeutic products.

Decided not ready to export yet.  Products required further development.

Project

Date

Countries

Objective

Outcomes

A family farming enterprise with more than A$1m of ageing perishable food product and an increasing production capacity needed intensive assistance to sell the inventory before it deteriorated and to establish distribution channels globally to cater for future capacity increases.

Aug 1997

Hong Kong, China, Korea, Japan

Establish markets for the company’s product.

Established agents / customers in Europe, Asia and USA.

Secured in excess of $1 million in orders whilst establishing agent network.

Oct 1998

Hong Kong, China, Taiwan.

Dec 1998

UK, Switzerland, Germany, Netherlands, Belgium, USA (mainland and Hawaii).

Mar 1999

UK, Switzerland, Italy, Germany, Belgium.

April 1999

USA (mainland and Hawaii)

Aug 1999

Hong Kong, Japan.

A company with a well developed domestic presence wished to expand into export markets but lacked to time and experience to do so themselves.

March 2000

Singapore

Prioritise markets, develop market entry strategy and negotiate with potential buyers.
Develop market entry plan with short listed agent.
Meet with agents as a follow up.

Initial orders placed by two distributors in Singapore

May 2000

USA

Oct 2000

Singapore

A manufacturer with well-established market presence in Australia had been developing an export presence in Europe for a number of years, but had not been able to achieve the sales they desired.

Sept 2000

Germany, Belgium, Italy, France, UK.

Assess opportunities for increasing sales in Europe.

“Problem areas” clearly defined so company management can take corrective action.

A company with a well established product and reputation in Australia had been trying to establish in Asia for a number of years, but found itself incurring lots of travel expenses but not achieving significant sales.

May 2000.

Singapore, Malaysia, Thailand.

Assess market attractiveness and collect information upon which a market entry plan can be developed.

Accompany Export Manager in a training and coaching role

Regional Export Plan has been developed.

Opportunities to quote have been identified and agents are being selected.

First order booked.

Oct  2000

Singapore, Malaysia, Thailand

A company with a niche product, specifically designed for Australian conditions, wished to identify and secure opportunities internationally.

March 2001

USA

Assess market attractiveness and collect information upon which a market entry plan can be developed.
Assess market potential.
Met with potential distributors to identify one/s that are most appropriate.

Decided to investigate other markets!

Confirmed interest; decided to proceed with distributor identification and appointment.

Identified 3 and have commenced negotiations.

June 2001

Malaysia

August 2001

Malaysia

A small family business with a specialised niche product that had received hundreds of enquiries form the USA but did not how to proceed to market entry.

August 2001

USA

Assess market attractiveness and identify appropriate distributor.
Met with three potential distributors.
Follow up distributor

Distributor selected and agreement reached.
Negotiating with the best of the three

Oct 2002

United Kingdom

March 2003

USA

A food processing company that had developed an innovative value-added product and needed assistance to establish new export markets.

March 2002

Korea, Taiwan & Japan

Attend trade show, visit prospective users and assess current distribution arrangements.
Meet with prospective customers and introduce Austchilli.

New distribution arrangements made in Japan.

Negotiated with eight prospective industrial users in the UK and product is being considered for NPD.

Oct 2002

United Kingdom

June 2003

United Kingdom

Project

Date

Countries

Objective

Outcomes

A company with products well established in the Australian and New Zealand markets, but very keen to open up the UK to generate additional revenue.

June 2002

United Kingdom

Qualify the market size and attractiveness, and use information collected as the basis of a market entry plan.

Confirmed attractiveness of market by speaking with a range of target audience members, and have sufficient information upon which to base a market entry plan.

Experienced food manufacturer with good sales into Australia and New Zealand wishing to expand into Europe.

Oct 2002

United Kingdom

Market research to identify and qualify opportunities in the UK.

Confirmed that the price is acceptable and are currently negotiating significant contracts.

Multinational food company exporting A$70m to Japan wanting to establish a presence in China.

Feb 2004

March 2004

Hong Kong and China

Market research to identify and qualify opportunities in HK and China

Identified the opportunities to allow development of market entry plans.

Manufacturer that has experienced rapid and profitable growth globally now wishing to ensure its marketing and support systems are at world’s best practice for projected growth.

Oct 2004

April 2005

May 2005

August 2005

Chile

USA & Canada

Chile

Chile

Market development.

Market Development

Market Development

Market Development

Confirmed market potential in Chile as the base for a regional office.

Confirmed opportunities in the market and are working to exploit opportunities identified.

Interview short-listed applicants for the position of Regional Sales Manager and selected location and signed agreement for office.

Commencement of Regional Sales Manager and establishment of plan and budgets for the first 12 months.

Public company specialising in value adding and export of retail, commercial and industrial products to identify opportunities for products.

December 2005

Japan

Market assessment.

Identified opportunity for one product.

A global food ingredients manufacturer wanting feedback from customers and non-customers in New Zealand.

March 2006

New Zealand

Customer and Non-Customer In-Depth Interviews

Completed assessment of opportunities and provided feedback to client.