Transportation & Logistics Market Research

South Korean shipbuilding companies explore Russia and Poland

Completion: 2017 - 09
Target markets: RU&PL
Objective: EasyLink was commissioned to co-organize a trade mission of 10 Korean shipbuilding industry companies to 2 European shipbuilding centres – St. Petersburg in Russia and Gdansk in Poland. EasyLink’s task was to introduce the Korean shipbuilders to local potential partners and to set up meetings with parties interested in discussing potential cooperation. The meetings in St. Petersburg were scheduled to take place alongside the Neva Trade Fair, hosting shipbuilders and shipping companies from entire Russia, while the Polish leg was organized as a stand-alone event at a hotel in Gdansk and was mainly intended for companies from the Tri-City area – Gdansk, Gdynia and Sopot. Additionally, EasyLink was to organize a trade visit in one of the shipyards in/around St. Petersburg.
Results: EasyLink set up a dedicated website for the two B2B events in English, Russian and Polish, detailing the clients capabilities, references and marketing materials. Interested parties had the option to register online as well. Next step was to build a database of companies most releveant to the clients’ individual needs; these included shipyards, distributors, design companies, service companies, associations, owners and managing companies involved in the naval / marine industry. After approaching all targeted companies and setting up meetings, EasyLink compiled individual reports for each delegate that contained an itinerary of the scheduled meetings, profiles of the positive companies, and a short market insight into the local shipbuilding industry. In Russia, our consultants approached 147 companies – we also had the privilege and permission to contact shipyards operated or affiliated with the state-owned United Shipbuilding Corporation, which designs, builds and repairs 80% of Russian vessels, both military and civil/commercial. EasyLink was also able to secure a site visit at St. Petersburg’s Baltic shipyard, a no small feat as the shipyard builds nuclear vessels. The mission participants were able to talk to the Baltic shipyards trade office and visit their workshops, the outfitting quay and the under-construction multipurpose nuclear ice-breaker «Arctica ». In total, 94 meetings were prearranged and 81 took place at a dedicated one-day event during Neva 2017. In Poland, EasyLink contacted over 270 companies predominantly focusing on companies in the Tri-City area. The event was to take place one week after Baltexpo, the biggest Polish shipbuilding event, and our consultants visited the fair to gather further leads and invite companies personally. EasyLink was able to arrange 60 meetings for the South Korean delegates, who were able to meet some of Poland’s largerst shipyards such as Remontowa or Crist in addition to ship designers, outfitting companies, marine equipment distributors and producers.

South Korean cable protection systems re-evaluate the Russian and Polish markets

Completion: 2017 - 09
Target markets: RU&PL
Objective: A leading manufacturer of cable carriers and cable protection system for heavy duty applications incl. for shipbuilding cranes already had some knowledge of the markets due to previous ties with local partners. EasyLink was to explore the market further by arranging meetings with new potential partners in Saint Petersburg at the Neva shipbuilders fair and in Gdansk (Poland).
Results: 12 meetings took place at 2 day-long B2B events in Russia and Poland, both co-organized by EasyLink.

Navigation and communication systems from South Korea at B2B events in Russia and Poland

Completion: 2017 - 09
Target markets: RU&PL
Objective: Our client is one of South Korea's top producers of navigation and communication equipment - GMDSS, sound signals, magnetic compass and automatic identification systems. The company wished to meet shipyards and potential distribution partners in Russia and Poland and joined our Trade Mission to Gdansk and St. Peterburg to showcase their products.
Results: EasyLink’s Polish and Russian in-market teams arranged 13 meetings with qualified potential partners at B2B events in Saint Petersburg (at the Neva fair) and Gdansk. The client received tailored reports with profiles and contact information of the companies that wished to meet him and an overview of the local shipbuilding industries to gain more understanding about the local markets.

Marine accommodation systems manufacturer meets potential partners in Poland and Russia

Completion: 2017 - 09
Target markets: RU&PL
Objective: Our client, a South Korean leader in marine accommodation systems, joined our Trade Mission to Russia and Poland to meet local shipbuilders and prospective partners.
Results: EasyLink organized 2 B2B matchmaking events – one at the NEVA shipbuilding trade fair in St. Petersburg and the second as a stand-alone event in Gdansk, the capital of Polish shipbuilding. Our client was able to meet 19 companies, including outfitting companies, design offices and large shipyards (e.g. Remontowa, Severnaya Shipyard) with whom they discussed capabilities and potential cooperation.

South Korean producer of accommodation systems joins Trade Mission to Poland and Russia

Completion: 2017 - 09
Target markets: RU&PL
Objective: A producer of accommodation systems for commercial vessels, offshore living quarters, ROPAX and navy projects wished to evaluate potential of the Russian and Polish markets and engage local potential partners. EasyLink was tasked with organizing meetings with handpicked partners at B2B events in St. Petersburg, Russia and Gdansk, Poland.
Results: The client was able to meet 10 potential partners in Russia and 7 in Poland. These included top distributors of marine equipment, shipyards (e.g. Vega Group), Russian Shipbuilding and Shiprepair Technology Center, fleet owners and design offices.

Shipbuilding fittings targeting Russia and Poland

Completion: 2017 - 09
Target markets: RU&PL
Objective: Our client is a top manufacturer of various parts for the shipbuilding industry in South Korea and beyond - plastic cable trays, cable ways, binding, tanks, piping, test equipment, pumps, fittings and submarine parts. EasyLink was tasked with attracting potential partners to meet with the client at 2 B2B events in Russia and Poland co-organized by EasyLink.
Results: Sixteen (16) meetings were scheduled for the 2 day-long events, including with shipyards, shipbuilding spare parts distributors and service companies, an import / export representative of the United Shipbuilding Corporation in Russia and design offices.

South Korea’s no. 1 producer of lifting and support equipment catches the eyes of Russian and Polish shipyards

Completion: 2017 - 09
Target markets: RU&PL
Objective: Our client produces ship parts lifting and assembly equipment and in-dock transport equipment and is an absolute leader in its home market as well as a prominent exporter. They wished to meet potential partners – shipyards and distributors – in Russia and Poland and joined EasyLink’s Shipbuilding Trade Mission to St. Petersburg and Gdansk in September 2017.
Results: The client met 10 companies at 2 day-long B2B events in the two markets and had the opportunity to discuss cooperation with some of the largest local shipyards and the import/export organization of the United Shipbuilding Corporation, which designs, builds and repairs 80% of Russian vessels. The Polish shipyards were especially interested in the client’s solutions.

Korean special purpose boats seeking partners in Poland and Russia

Completion: 2017 - 09
Target markets: RU&PL
Objective: A South Korean producer of military and special purpose boats with advanced design and high technology made from aluminium, FRP, Inflatable Rubber as well as its in-house produced and perfected rubber fabric wished to meet potential partners in Russia and Poland and commissioned EasyLink to carry out a partner search project.
Results: EasyLink arranged meetings with 11 companies at 2 B2B events in St. Petersburg in Russia and Gdansk in Poland, including with Remontowa, Vega and Vyborg shipyards. An interpreter was available at all times and assisted whenever needed.

U.S. manufacturer of equipment for the production of electric motors again visits Russia

Completion: 2016 - 10
Target markets: RU
Objective: The client designs and manufactures machinery to build and repair large motors in more than 60 countries around the world. Their customers include virtually all of the world’s major railroads, mining equipment companies, and electrical equipment manufacturers.
Results: EasyLink was again commissioned by this client to prepare another market visit. This time we were asked to approach nine companies to set up appointments for the trip to Russia in October 2016. Four sales leads were identified!

Leading U.S. freight forwarder looking for an acquisition target in the CEE region

Completion: 2009 - 08
Target markets: CZ&PL
Objective: Our client wished to expand its activities in Central and Eastern Europe and approached EasyLink with an inquiry for identifying suitable acquisition targets among Czech and Polish logistics companies.
Results: EasyLink’s consultants in the Czech Republic and Poland short-listed over 60 companies matching the client's initial criteria. After his review the list was narrowed down to 35 companies whose top managers were subsequently approached with an offer for strategic partnership. The companies were also closely screened. In the end, a face-to-face meeting with a suitable Polish candidate was arranged for our client's M&A advisor.

U.S. producer of container liners seeks agents in Hungary

Completion: 2009 - 01
Target markets: HU
Objective: Our client, a producer of container liners for liquids (oils and wines) and dry goods, requested assistance in identifying an agent in Hungary that would present and market their products to the logistics and bulk shipping industry.
Results: We compiled an initial list of prospects – companies involved in distribution of packaging materials and equipment as well as companies offering packaging and logistic solutions - for client’s review. We then proceeded to interviewing and evaluating their managers. The client was presented with profiles of 11 best candidates keen to negotiate specific partnership terms and conditions.

U.S. logistics provider offers support to Czech and Hungarian exporters and logistics companies

Completion: 2008 - 06
Target markets: CZ&HU
Objective: Our client wished to strengthen and reactivate existing and past relationships built during his past two in-market visits and commissioned EasyLink to schedule meetings (re-approaching several selected companies) with Czech logistics companies. In addition, the client decided to also utilize our services to establish contacts with manufacturers/exporters and shipping companies in Hungary.
Results: EasyLink arranged 8 meetings with the leading Czech logistics providers for our client’s two-day visit to Prague and 5 meetings in Hungary (this part of the trip required extensive travel throughout the country) where the client discussed particular business opportunities with e.g. Waberer’s - the largest logistics service provider in Central Europe and Herend – the world's largest porcelain manufactory operating for over 180 years.

Foreign client requests prices of forklift trucks

Completion: 2008 - 04
Target markets: CZ
Objective: Our task called for pricing of 26 different models of counterbalance forklift trucks from different dealers and was carried out for purchase as well as leasing of new trucks.
Results: The consultant identified and approached companies selling and renting the appropriate brands of new forklift trucks in order to request price quotes for the given models. After receiving their quotes, the consultant converted all the information into the currency of choice (EUR) and ensured all the price quotes addressed the pre-specified criteria. Furthermore, the consultant provided translation of parts of individual quotes.

Key Czech producer of bulk material loading systems targets customers in Great Britain

Completion: 2008 - 03
Target markets: uk
Objective: EasyLink was asked to identify, approach, evaluate and arrange meetings with qualified & keen prospective distributors of vertical telescopic dust-free loading chutes with focus on companies currently dealing with related products such as industrial filters or industrial conveyors.
Results: Extensive research was carried out in order to pre-select 57 potential partners that fit our client’s requirements. From this initial database, EasyLink’s in-market consultant targeted 23 entities selected by the client. Altogether 7 meetings were scheduled for the client’s visit to the U.K. held concurrently with its participation at the Easyfair Solids exhibition. 4 additional companies expressed interest as potential end-users and were invited to visit the client’s stand. Our final report included a detailed meeting itinerary, full company profiles, contact details and feedback responses from all targeted companies.

Second in-market visit arranged for a U.S. logistics provider

Completion: 2007 - 06
Target markets: CZ
Objective: EasyLink was commissioned to identify additional potential customers – companies exporting products to USA, and schedule targeted meetings with their managers.
Results: EasyLink approached 18 targets (i.e. Czech companies shipping container volumes to the port of Norfolk) and 14 Czech-based logistic and shipping companies to ascertain their interest in using our client as their logistics provider or partner. During the June 2006 visit to the Czech Republic, the client met with 5 prospects.

Customer targeting by a leading international logistics provider

Completion: 2007 - 05
Target markets: SK
Objective: A Czech-based subsidiary of a multinational logistics group commissioned EasyLink to develop a tailor-made database of potential new clients active in several market segments.
Results: EasyLink developed a customized user-friendly database in MS Access containing close to 200 potential customers for value added logistics services. Individual entries included names and titles of key decision makers - logistics manager, transportation/warehouse manager, managing director, sales manager and others; company profiles, financial indicators and short company description for each customer. As a bonus, EasyLink prepared envelope labels with printed addresses to facilitate our client’s direct marketing campaign.

Supplier of tamper-proof electronic seals for road transportation (e.g. trailers, trucks and vans) explores Romania

Completion: 2006 - 07
Target markets: RO
Objective: Our Wales-based client is keen to further develop business on the Eastern European markets and would like to target Romania this time. The company wishes to introduce its products directly to major general retail groups in Romania.
Results: The consultant in Romania identified and introduced the client to 34 prospective partners amongst general retail groups with their own transportation fleet, dedicated third party subcontractors, petroleum logistics companies, and distribution, logistics and forwarding companies.

U.S. logistics provider exploring new business opportunities with Czech exporters

Completion: 2006 - 06
Target markets: CZ
Objective: For the client’s in-market visit in June 2006 EasyLink was requested to arrange meetings with potential customers – door-to-door exporters to the United States and shipping and logistics companies.
Results: The client was prepared a detailed two-day meeting itinerary. Among other prospects the client met with one of the biggest providers of freight forwarding and logistic services in the Czech Republic.

Partner search and arrangement of one-to-one appointments

Completion: 2006 - 02
Target markets: CZ
Objective: Over the years, our client has become a leader in the design and manufacture of specialised, tailor-made storage and handling solutions. Now, the company would like to use EasyLink’s assistance to identify potential partners in the Czech Republic (companies supplying complete material storage solutions, not just standard products, were seen as the preferred partners).
Results: We identified and approached 24 prospects. After we presented the client with detailed profiles of top 6 prospects with confirmed interest in partnership, the client visited the Czech Republic to discuss specific opportunities and conditions of cooperation with their managers.

Advising a client on legislation pertaining to forwarding/transportation companies in Slovakia

Completion: 2005 - 05
Target markets: SK
Objective: Our client wishing to create an international and domestic road transportation company would like to know what legislation applies to the road transport of goods in Slovakia and what legislation/requirements pertain to the drivers - contributions to social insurance, driving legal hours and transport allowances.
Results: Our final report outlined the key applicable road legislation (6 acts, e.g. on road act, road tax and work hours of drivers), legislation on allowances and travel expenses as well as an overview of social and health insurance contributions by employers, employees and self-employed. The client was extremely impressed not only with the content of the report, but also with the fact we were able to accommodate the client’s request on an extremely short notice.

Compiling a database of potential customers

Completion: 2005 -
Target markets: CZ
Objective: EasyLink was enlisted to compile a database with extended entries of up to 500 medium-sized and large companies in the Czech Republic in six selected market sectors.
Results: During the course of our work we used a cross-search method to compile an initial database of targets. We then contacted the companies to verify and complete all the information requested by the client.


Transportation & Logistics market research in Central & Eastern Europe

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Customer Search & Partner Search in Central & Eastern Europe

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