Process control, industrial automation, M&R, testing

South Korean radio navigation and M&R equipment producer explores Russia and Poland

Completion: 2017 - 09
Target markets: RU&PL
Objective: Our client produces anemometers, rudder angle indicators, RPM indicators, sensor and sound signal systems for the shipbuilding business. EasyLink was contracted to organize a tailored meeting schedule with prospective partners at two B2B matchmaking events at the Neva trade fair in St. Petersburg (Russia) and in Gdansk (Poland) inviting prospective partners from the Tri-City area in North Poland.
Results: EasyLink focused on handpicking and approaching design companies, shipyards and distributors of shipborne communication, navigation and other electronics systém and set up meetings with 15 prospective partners at the two B2B events.

US automation producer exploring the Polish market

Completion: 2017 - 05
Target markets: PL
Objective: The client is a leading provider of motion systems and components for original equipment manufacturers (oem’s) around the globe. EasyLink already assisted the company back in 2014 to find a partner in the Czech Republic. The company had then also relocated some production to Brno (CZ). The client now wishes to expand further and follow up on previous talks with interested parties in Poland.
Results: EasyLink conducted market research into companies in Poland involved in import and supply of motion systems, electric drives and motors to industrial customers. The consultant approached a total of 46 companies and organized 8 meetings with importers and service companies in the automation sector.

Initial list of prospective partners in Poland

Completion: 2014 - 01
Target markets: PL
Objective: The client designs and manufactures automatic, high-speed interleavers and stackers for the meat industry. The company wishes EasyLink to prepare an initial list of prospective partners in Poland.
Results: 25 prospective partners were initially identified in Poland. At this time, no contact was established with the entities to evaluate their qualification and interest in serving as a distributor of the client in Poland. The client will review the long list and advise as to which companies are to be approached with the partnership opportunity.

Contact list of companies in Russia

Completion: 2013 - 03
Target markets: RU
Objective: Our client attended a trade show in Moscow and asked us to provide contact details of selected companies he wished to meet prior the trade show.
Results: EasyLink was again commissioned to collect a list of verified contact details (contact person, email and phone number). We were also asked to verify if the contact person was intending to attend the trade show in order for the client to decide about the meeting venue (trade show/company premises). Our goal was to identify persons within the companies who are in executive positions deciding about which technologies and machines their laboratory/company uses for testing (i.e. lab manager, another manager involved in decisions on equipment used, or any executive with strategic thinking and business development approach), not sales and marketing people. Again, EasyLink managed to deliver 87% of the requested data within a short period of time.

Irish manufacturer of climate control equipment targets the Czech market

Completion: 2013 - 02
Target markets: CZ
Objective: EasyLink was commissioned by a leading Irish manufacturer of air heating, radiant heating, ventilation equipment, air handling units and pipe bending machines to identify potential distributors of industrial heating systems.
Results: EasyLink identified and contacted 37 prospects and arranged meetings with 7 potential distributors.

Identifying major labor-related issued in Poland for a U.S. process automation solution provider

Completion: 2013 - 02
Target markets: CZ
Objective: After numerous previous projects performed for the client in different CEE countries, the company commissioned EasyLink again, this time to provide market intelligence on labor-related issues. The company has an office in Belgium. However, the cost of maintaining this office is quite high and thus NovaTech would like to explore whether it would be more advantageous to have an office elsewhere. The company is interested in researching the labor regulatory environment – how easy is to hire/fire an employee, what is the real cost of hiring an employee (taxes, leave time, pensions and other employee benefits, etc.).
Results: In order to complete the task EasyLink consulted numerous local labor, financial and tax authorities and compiled information on the cost of hiring an employee (social security contributions and deductions, health insurance contributions), labor regulations (making and termination of an employment contract, vacation time, overtime, etc.), taxes (direct and indirect).

German specialist in cleaning systems for liquids targets the Czech market

Completion: 2011 - 06
Target markets: CZ
Objective: Easylink was requested to identify prospective partners for two product groups: evaporators and filtration equipment for industrial liquids. Each of the product groups required approaching a specific target group. EasyLink was provided additional selection criteria such as a minimum number of employees, sales volume, and capability to provide sales and servicing support.
Results: Easylink pre-selected over 50 companies active in surface treatment, industrial wastewater and total fluid management sectors. 44 prospects were short listed, approached and interviewed. The companies were provided detailed information on our client’s technologies. 12 companies expressed interest in meeting the client to discuss the proposed collaboration. EasyLink was asked to schedule just two meetings for the client’s first one-day in-market visit.

U.S. business seeking partnership opportunities in the area of process control and automation

Completion: 2011 - 05
Target markets: CZ&PL
Objective: The client approached Easylink asking for assistance in assessing the market in both countries and identifying system integrators who might be suitable for partnership with the U.S. company that has a global presence and is currently trying to expand to Central and Eastern Europe. The client further wished to arrange face-to-face meetings with the prospective partners.
Results: Both in Poland and in the Czech Republic, the consultants screened dozens of companies and compiled lists of prospective candidates, who were then approached and assessed for their match with the client's requirements. In total, 15 meetings were scheduled (9 in the Czech Republic and 6 in Poland). Aside from detailed travel and meeting itineraries, Easylink staff also provided interpreting services and assistance with logistics.

U.S. producer of handheld and portable combustion and emission analysers screens the Czech market

Completion: 2010 - 12
Target markets: CZ
Objective: Our office was requested to identify suitable distribution partners in the Czech Republic.
Results: In the first stage, the consultant in the Czech Republic prepared short profiles of 37 companies involved in distribution of M&R instruments and gas/vapour/emission analysers. Following our client’s approval of all the prospects, the consultant approached their managers. Altogether 11 companies confirmed their interest in further talks with the client. Our findings suggested that most analysers to be bought in the nearest future would be procured to replace obsolete instruments currently in use. The market is dominated by German brands with Testo holding the lion’s share.

Irish manufacturer of moisture meters targets the Czech market

Completion: 2010 - 09
Target markets: CZ
Objective: EasyLink’s task was to identify, approach, screen and recommend established distributors of moisture meters for various segments of the industry, with sales and technical personnel capable to service the equipment.
Results: Altogether we interviewed 22 prospective partners amongst distributors of measuring and testing equipment, including moisture meters, geodetical, surveying and construction equipment as well as flooring tools and materials. Their capabilities and potential for representing the client as well as their interest in business negotiation were evaluated. During his 2.5-day visit in October 2010 the client met with 4 highly qualified prospects with confirmed interest in partnership.

Identifying distribution partners in Ukraine

Completion: 2010 - 05
Target markets: UA
Objective: Our client, a leading producer and supplier of petroleum and petrochemical instrumentation offering custom-designed testing equipment for industrial laboratories, wishes to identify local partners - technically capable with sales and service personnel servicing labs and/or shops.
Results: We prepared short profiles (including company name and location, website and overview of activities) of 19 potential distribution partners meeting our client’s criteria.

Identifying distribution partners in the Czech Republic

Completion: 2010 - 05
Target markets: CZ
Objective: Following completion of partner identification and search projects in Bulgaria and Ukraine for this U.S. producer of petroleum and petrochemical instrumentation, EasyLink was commissioned to carry a distributor search project in the Czech Republic.
Results: As the first step, an initial list of over 30 entities was provided for client’s review and comments. The consultant then introduced the client and its instrumentation to a total of 26 companies. 6 companies confirmed their interest in further talks with the client.

Exploring opportunities on the Czech measurement and testing market

Completion: 2009 - 09
Target markets: CZ
Objective: A U.S. manufacturer of force gauges, torque gauges, test stands and gripping fixtures used by quality control, engineering and manufacturing professionals in virtually every industry around the world commissioned EasyLink to confirm the route to market and identify potential partner organizations to replace its former representative.
Results: Short profiles of pre-selected companies were submitted to the client for review; after receiving his feedback the consultant approached 22 pre-approved companies to evaluate their potential and interest in becoming a local partner. The client was recommended to initiate direct communication with 3 companies.

Partner search in Bulgaria

Completion: 2009 - 01
Target markets: BG
Objective: A U.S. specialist in design and manufacture of petroleum and tribology testing instruments for viscosity, fuels, biodiesel and friction and wear testing was seeking a local partner - technically capable with sales and service personnel servicing labs and/or shops. EasyLink’s consultant in Bulgaria was requested to identify prospective partners, contact the companies that offer the best opportunities and interview the key decision-makers.
Results: As the first step, we developed an initial list of contacts based on business and electronic databases, company websites, telephone interviews with market experts and the consultant’s own market knowledge and contacts. The list was submitted to the client for review and comments. After receiving feedback, the consultant approached 21 companies to present the client and business partnership they seek in Bulgaria and to evaluate their interest. After telephone interviews with company managers, we followed up with a letter in local language containing additional information. Finally, specific feedback was collected from all prospective partners. Altogether 8 companies expressed interest in further talks regarding cooperation with the client.

U.S. software provider expanding into the Polish market

Completion: 2008 - 04
Target markets: PL
Objective: A U.S. provider of software and services to process manufacturing plants and wastewater treatment facilities enlisted our consultancy for identification of potential distributors/agents in Poland.
Results: The consultant conducted market research into companies involved in system integration and engineering to pre-select 16 entities for in-depth evaluation and direct approach. The consultant provided the client with detailed company profiles of 6 prospective partners with confirmed interest in further talks.

Irish provider of accredited calibration services - identification of potential customers in the Czech Republic

Completion: 2008 - 03
Target markets: CZ&SK
Objective: We were asked to interview representatives in charge of calibration of M&R equipment at 15 companies from 4 different industrial segments (telecommunications, electronics, pharmaceutical and automotive) regarding their calibration services requirements and needs.
Results: EasyLink exceeded the client's requirements by directly contacting 16 companies from the selected sectors, which allowed EasyLink’s consultant to obtain extra valuable information.

Irish supplier of electronic gas control systems seeking local distributors

Completion: 2008 - 01
Target markets: CZ
Objective: The client specialises in the design, development and production of advanced, high quality, electronic gas monitoring instruments. Our task was to identify qualified distributors meeting a set of 16 specific criteria presented by the client.
Results: Starting with a list of 21 companies for interviews with their managers, we eventually arrived at 6 prospective partners with confirmed qualification and interest. Secondly, a meeting itinerary was developed, including all necessary logistics and other arrangements (hotel & car rental & interpreter).

Top-level international supplier of industrial system drives requests assessment of potential in 5 key CEE markets

Completion: 2007 - 12
Target markets: RU,PL,CZ,SK,UA
Objective: The client, a joint venture of several large multinational companies, is a leading player in the industrial system drives business. The client approached EasyLink to request an independent and professional evaluation of 5 target markets in Central and Eastern Europe, focusing on key market segments - metals, paper, chemical, mining and cement industries. The studies were required before making a commitment to these markets and in devising a business strategy to expand the company's market presence.
Results: EasyLink first completed a study of the Ukrainian market, which comprised nearly 200 pages of detailed and specific information on market trends, particular customers and their needs, plans and ability for investments into new technologies, detailed insight into the competitive landscape, including specific import figures by key competitors, market shares, volumes and other. After receiving this study, which the client valued very highly, they decided to contract EasyLink for 4 more markets - Russia, Poland, Czech Republic and Slovakia. For each of the four countries, EasyLink delivered over 150-page reports addressing the same areas of interest.

U.K. innovative product design house and consultancy targeting Czech Republic's utility sector

Completion: 2007 - 09
Target markets: CZ
Objective: The client developed an innovative electronic cable-free low-bandwidth product aimed at data transmission of slow moving variables such as flow rates, water levels, or switch changes from various measuring devices found on wastewater, reservoir and pumping station sites. The client looked for potential distributors for his new product among Czech companies active in the water industry.
Results: Our Czech consultant compiled an exhaustive list of 35 companies as initial prospects, eventually shortening it during additional screening to 23 firms that were then interviewed at the level of sales/executive managers. We developed 8 positive leads for the client - interesting and interested, with additional 2 companies with conditional interest. In the second stage, the client decided to exhibit at a major international fair in Brno to present his new product, and the consultant prepared an itinerary with 8 important meetings that took place directly at the fair.

Maltese supplier of monitoring and control systems exporting to Russia and Poland

Completion: 2007 - 09
Target markets: PL&RU
Objective: The client is a specialist focusing on remote control and monitoring systems for energy rooms, pumping stations and water treatment plants.
Results: EasyLink prepared 6-7 quality meetings in each country targeted within this project, based on initial market research followed by direct contacts with prospective partners and buyers. We provided a detailed profile and specific response from each prospect to the client in advance, in order to enable a well-prepared and productive series of meetings. Transportation and interpretation was arranged as well, providing the client with a turnkey service for their visit to Warsaw and Moscow.

U.K. producer of leak detection control equipment targeting Hungary

Completion: 2007 - 07
Target markets: HU
Objective: One of the world’s leading manufacturers of leak detection, monitoring and control equipment for the water industry, with a strong reputation and customer base in the international water utilities sector, requested assistance in understanding the existing market structure, recommending the best route to market and identifying, contacting and screening potential partners. These could be distributors of complementary products for the water industry, large leak detection contractors operating on a national scale, or other relevant players.
Results: EasyLink's consultant in Hungary conducted thorough market research and short-listed top 17 companies for further evaluation and direct contact. Eventually, 9 companies confirmed interest in meeting the client, including most of the key market players. The client proceeded with a market visit, requesting a 3 to 4-day itinerary.

Leading supplier of industrial drives systems building up presence in the Czech Republic

Completion: 2007 - 06
Target markets: CZ
Objective: The client supplies industrial infrastructure systems for the metals, paper and material handling markets, and custom-engineered drives for municipal and industrial utility applications. The focus of their June 2007 visit to the Czech Republic was on contact with potential customers in the pulp & paper industries.
Results: EasyLink provided an in-depth overview of the Czech pulp & paper industry, identifying all relevant manufacturers, their size and existing technologies, and their outlook in terms of upgrade and new investments. EasyLink organized an intensive meeting program with a total of 7 meetings with key prospective buyers.

Russia: Identifying distributors of electronic variable speed controllers for electric motors

Completion: 2007 - 06
Target markets: RU
Objective: A European producer of variable speed drives requested EasyLink to identify and approach potential customers/partners (distributors) in the Russian Federation.
Results: In total, more than 50 companies were surveyed, and 32 short-listed companies were contacted by phone for an interview with their managers regarding their qualification and interest in partnership. 8 companies confirmed interest in cooperation.

U.K. product design house again looking for partners in the Czech Republic

Completion: 2007 - 06
Target markets: CZ
Objective: The client suggested that an ideal route to market for its new spark detector is through specialist equipment catalogues supplying medium and high voltage electrical maintenance equipment. Following our completion of initial market research and partner/customer targeting, the client requested us to arrange meetings with prospective customers.
Results: The consultant compiled an exhaustive list of 47 initial prospects, eventually shortening it to 23 firms for interviews with sales/executive managers. We presented 7 positive leads to the client plus 4 companies with conditional interest. In the second stage, the client decided to visit the market, and the consultant prepared an itinerary with 8 meetings, also accompanying the client to most meetings to provide in-market support.

U.K. supplier of control systems looking for a partner in the Czech Republic

Completion: 2006 - 07
Target markets: CZ
Objective: The leading independent system integrator requested EasyLink to assess market potential and identify prospective partners amongst electrical and precision engineering companies strong on the engineering and manufacturing side, but with limited strength in automation engineering in the aerospace and automotive sectors.
Results: Interviews with top managers of 10 leading companies in the sectors of interest suggested that a very limited potential existed for such partnership.

Market research: Supplier of testing equipment exploring opportunities in the Czech Republic and Slovakia

Completion: 2006 - 03
Target markets: CZ&SK
Objective: EasyLink’s in-market consultants were asked to assess the local markets in terms of size, structure, customers and key competitors. Deliverables the client requested included detailed report in MS Word, summary of findings in MS PowerPoint, copy of interview notes and database entries in MS Excel.
Results: Our key findings in each of the two countries were analyzed in final reports, each close to 35 pages in length. The Czech Republic has been traditionally strong in industrial research – around 30% of currently existing laboratories are formerly state-owned research institutes, and around 20% are at universities; around 50% (but often smaller in size) are private laboratories. The highest number of existing laboratories is in the infrastructure segment (50-60), followed by ground vehicles (25-30); the aerospace industry has only 4-6 labs. The total size of the testing equipment market in Slovakia is estimated at USD 2 million in 2006, equally distributed between infrastructure and ground vehicles (aerospace segment is negligible).

U.K. manufacturer of portable calibrators and supplier of repair and calibration services targeting Russia

Completion: 2006 - 01
Target markets: RU
Objective: The company has identified Russia as a major potential market where it needs to appoint an agent - technically experienced in instrumentation with good standard of technical English and good contacts in the oil and gas sectors and the utilities.
Results: Our initial results suggested that the Russian market for metrological and calibration equipment has been rather stable with room for new entrants. In total, 20 companies that supply metrological and calibration equipment to the gas, power, oil and refining industries were short-listed and 13 were contacted by phone for an interview with their managers regarding their qualification and interest in partnership with the client. We then prepared detailed profiles of top candidates with confirmed interest in direct communication.

Exploring opportunities in the Polish food testing markets

Completion: 2005 - 05
Target markets: PL
Objective: A leading U.K. provider of nucleic acid purification systems, manual kits and contract services to the biomedical research market wishes to identify qualified distributors with a sound knowledge of the food testing market.
Results: In the course of this project, the consultant in Poland contacted 15 companies that supply mainly research and diagnostic centres, universities and commercial and scientific laboratories (biotechnological, biochemical). 6 companies expressed interest in further talks with the client.

Supplier of infrared temperature measuring systems targeting the Czech Republic

Completion: 2004 - 05
Target markets: CZ
Objective: EasyLink was commissioned to identify relevant partners and verify their activities and contact details.
Results: We carried out very extensive research (exceeding our other projects of this nature in terms of time spent and resources used), and prepared detailed profiles of 21 companies in line with requirements specified by the client.

Verified database of prospective distribution partners

Completion: 2004 - 04
Target markets: CZ
Objective: Our client’s range of products includes load links, crane scales, tension/compression load cells and bespoke load monitoring packages for oil & gas, marine, rail, construction, health and safety testing, mining, lighting and stage rigging. The company is looking for distribution partners in the Czech Republic.
Results: Our MS Access database included verified company information and contact details of 15 prospective partners.

U.K. product design house targeting partners in CEE, now in Hungary

Completion: 2004 - 01
Target markets: HU
Objective: The company turns ideas into electronic based products for clients ranging from major multinationals to one-man-bands. It would like to introduce its range of “fit and forget” contact sensing and alarming modules for early detection and avoidance of catastrophic plant and machinery failure to the market in Hungary via partnership with a small to medium size company with an established sales network concerned with condition monitoring and predictive maintenance.
Results: Our research of potential partners covered a number of sectors, including automation (process control), electronic engineering, electronic design and electronic components. We introduced the client to 10 companies. After obtaining their feedback, we arranged meetings with 4 companies interested in discussing partnership/distributorship opportunities with the client.

U.K. producer of aseptic valves targeting the Czech Republic

Completion: 2004 -
Target markets: CZ
Objective: The client wants to identify agents and/or distributors who currently sell valves into the OEM, spares, repair and retrofit markets in the biopharmaceutical plant and food processing industries.
Results: 15 companies were interviewed and their qualification and interest in partnership with the client assessed. 9 companies expressed interest in direct talks. Given the limited time available for meetings the consultant was asked to schedule face-to-face appointments with the top 4 prospects.

Supplier of industrial automation and control systems approaching OEM manufacturers in Russia

Completion: 2004 -
Target markets: RU
Objective: The UK’s leading independent systems integrator wished to be introduced to major OEM manufacturers supplying the paper, aluminium & steel, paper converting and plastics industries.
Results: We screened and contacted 25 prospects. We prepared detailed profiles of 3 companies whose managers expressed interest in discussing in more detail the proposed/possible forms of cooperation with the client and comparing its potential benefits with those of their current arrangements with (or proposals from) other Russian partners.

U.K. product design house targeting partners in CEE, starting with the Czech Republic

Completion: 2002 - 12
Target markets: CZ
Objective: The company has developed a set of modules, combining both sensors and set point detectors, to reduce the costs of plant and machinery failures. The company aims to penetrate the CEE markets as quickly and productively as possible and ultimately to set up key distribution channels throughout Europe.
Results: Following thorough evaluation of and contact with pre-selected partners EasyLink’s consultant recommended the client to travel to the Czech Republic to meet top 4 prospects. Upon his return from the visit in December 2002 the client praised EasyLink: „On reflection it was one of my most efficient two days in business and I am obviously extremely pleased with the results.“ Within two months, the client signed a deal with a Czech company involved in turnkey deliveries of process information & control systems.

U.K. manufacturer of leak detection equipment eyeing the Czech Republic

Completion: 2002 - 06
Target markets: CZ
Objective: The company was keen to build up their brand name and recognition in the Czech Republic by extending their distribution. Easylink was asked to find companies that have good knowledge and contacts in the water distribution market (as consultants, agents or providers of leak detection services) and technical support capability.
Results: The consultant identified, approached and evaluated prospective partners and arranged face-to-face appointments with managers of 8 companies. Following an in-market visit in June 2003 the client appointed one of the entities its local representative.

Exploring opportunities for a U.K. specialist in industrial automation and control

Completion: 2002 -
Target markets: CZ
Objective: EasyLink was requested to arrange meetings with potential customers in the aluminium and steel industry in the Czech Republic.
Results: Within the Czech steel and aluminium industries we identified and approached 13 potential customers to evaluate their interest in collaborating with the client. 5 companies tentatively agreed to meet the client, and we recommended the client to plan for at least a 2-day visit.

Scheduling targeted meetings with strategic partners in the Czech Republic

Completion: 2001 - 09
Target markets: CZ
Objective: EasyLink was requested by an Irish leader in industrial automation to identify and arrange meetings with keen and qualified partners.
Results: We contacted senior managers in 19 companies offering industrial automation project management services and provided them with details on our client’s proposition and requirements. 9 meetings were arranged.


Process control & automation & M&R & testing market research in Central & Eastern Europe

Would you like to understand and estimate the market potential for process control and automation, measuring and regulation, and testing products in the CEE region? EasyLink provides professional expertise in strategic market research, market intelligence, competitive intelligence, market size analysis and market potential evaluation, competitive landscape and distribution structure study, identification of new customers and potential partners etc. Please contact us to discuss how we can assist your business objectives in export, marketing or sourcing.

Customer Search & Partner Search in Central & Eastern Europe

Are you seeking Process control & automation & M&R & testing distributors, agents or buyers in Poland, Czech Republic, Slovakia, Hungary, Romania, Bulgaria, Ukraine, Russia? We are experienced experts in search, identification, screening and pre-selection of business partners in Central & Eastern Europe, ranging from distributor search to profiling of prospective customers and identifying specific business opportunities; we assist our clients with sourcing in emerging markets and low-cost markets in the CEE region.