Asia Market Research, Trade and Investment Consultancy: AsiaBIZ Strategy

CLIENTS

CLIENT TESTIMONIES

Delighting our Clients!
We go beyond meeting client needs and satisfying our clients with our service delivery of desired results. We delight our clients! To help our potential clients evaluate our excellent service encounters and experience as well as to persuade them to switch to using our services, see what some of our happy clients say:

Ng Poh Beng, Chief Financial Officer, York Transport Equipment Asia Ltd. “Their service was of value to us and our overall customer service satisfaction with AsiaBIZ Strategy was high!” Client became a repeat client in 2010.

Letter of Commendation: York Transportation Equipment Asia Ltd, Singapore

Jimmy Leow, Chief Executive, TJ Systems Pte Ltd, Singapore

I have enjoyed a good working relationship with CEO & Principal consultant, Mr Lawrence Yeo, whom had done a commendable job. Lawrence analyzed and evaluated the market size and demand, provided B2B sales lead generation and strategy formulation.

His dedication and commitment as well as his vast experiences has assisted us to plan our setup of representative office much smoother. I was very impressed with his periodical updates as well as the final report which was detailed, specific and informative. Hence, I would strongly recommend AsiaBIZ Strategy on her quality , delivery and expertise.

Letter of Commendation: TJ Systems Pte Ltd, Singapore

Eduardo Sampaio Marques, Director, Brazil’s Ministry of Agriculture, Livestock and Food Supply. "The results were excellent! AsiaBIZ Strategy has a real good working knowledge of the two markets and was able to identify and select the most important local companies to meet with the Brazilian businessmen. They are flexible and responsive, and were able to accommodate our requests, and can be counted to deliver what they promised. We will always remember AsiaBIZ Strategy when planning our next trade missions to Asia". AsiaBIZ Strategy organized the Singapore and China Trade Missions which included preparing the Information Guide for Brazilian F & B Companies (Singapore and China). These reports assisted Brazilian F&B manufacturers and exporters to export their products to Asia. We arranged confirmed appointments with Singapore and China buyer companies, conducted Partner Matching (Buyer & Distributor) and managed the Welcome Desk at hotel seminar room in Singapore and Beijing.

Letter of Commendation: Brazil's Ministry of Agriculture, Livestock & Food Supply, Brasilia, Brazil

London’s Financial Times Business Editor, Ms Courtney Fingar, fDi magazine: “For the past few years Lawrence has been a highly valued contributor at fDi magazine, providing cogent, detailed and insightful analysis of the Asian market. The energy, dedication and professionalism which he brings to his role at fDi as well as his broader work on behalf of AsiaBIZ (research work on ‘2007 Asia Cities of the Future’ Asia city ranking competition) are second to none.”

Letter of Commendation: Financial Times, London

Patricia Figueroa, Executive Director, PROESA, El Salvador investment promotion agency. “We are thankful for your kindness and flexibility to serve us". AsiaBIZ Strategy prepared sector profiles of electronics, textiles and autoparts manufacturers. This included manufacturer profiles, their manufacturing facilities and recommendations of alliance and joint venture opportunities. Then, AsiaBIZ Strategy developed an investor database of more than 500 South Korean investor contacts and generated short listed investor leads from electronics, textiles and autoparts manufacturers

Eric Bourges, Laval Developpement, French economic development agency. “Thank you for your help!” AsiaBIZ Strategy provided the ASEAN B2B Logistics Business Development service (sales lead generation). Sectors include electronics manufacturing services, automotive, FMCG, hi-tech, industry and healthcare.

Keith Davie, Yorkshire Forward, UKTI. "Best in town!" AsiaBIZ Strategy beat 22 global consultancies to be awarded this extended 12-month contract in a global tender. Over an 18 month period, AsiaBIZ Strategy generated Asia investor leads from the food and beverage sector across 5 Asian countries.

Kok Peng Wai, Business Development Manager, Tuas Power Ltd. “We appreciate your effort in upholding your reputation and professionalism in your work!”

Danny Tay, Marketing Director, ECO Engineering. “We picked you as you are the only one that can do this! Help us!”

Alex Matheson, Trade Commissioner, New Zealand Trade & Enterprise (NZTE). "We like your enthusiasm, energy and ideas!" AsiaBIZ Strategy prepared the Singapore In-Market Guides for New Zealand ICT Companies. As part of its Beachhead Programme, NZTE commissioned AsiaBIZ Strategy as its in-market consultancy to prepare 2 guide books to help New Zealand ICT companies to Singapore. The Singapore Survival Guide was produced to assist New Zealand businesses with setting up in Singapore. It provides an overview of the issues businesses will need to consider. It includes useful data, references, important links and information.

Ray Poletti, Asia Pacific Brewery (APB). "Structured approach!"

Simon Field, Equal Strategy. "Detailed and comprehensive!"

Teo Soon Seng, General Manager, Escatec Engineering. "I like the system!"

Jack Lim, Managing Director, Brunei telecoms company. "I would like to express my sincere appreciation of the work done so far and the assistance given to me!"

Desmond Tan, Marketing Manager, Heineken Account, Asia Pacific Brewery (APB). "Great job! You communicated our brand vision and values well and managed to engage the audience and make the points across"

C. Ling, General Electric (GE, China). "I appreciate your team's hard work and we are looking forward a win-win cooperation in future. I thank your team's effort on this project and will stay in contact with AsiaBIZ Strategy for new opportunity in future!"

Lenore Scanlon, Vice President (Banking), Fuld & Co., Boston strategy consultancy. "I will definitely keep you in mind for other projects. The project went quite well, in particular due to some fantastic research. The piece for Asia ended up working out fine. I do appreciate your flexibility and quick turnaround on that assignment. Many thanks again".

CLIENT PROJECT EXPERIENCE

To help you evaluate our professional credentials and Asia expertise in serving companies (MNCs and SMEs) and governments, below is a sample of our previous Asia market research and consultancy experience. (For confidentiality reasons, some client references and details are omitted from this partial list of client projects our consultants have personally worked on).

AGRICULTURE, FOOD & BEVERAGE SECTOR

For a Singapore Food Trader: CAMBODIA RICE PRODUCTION PLANT FEASIBILITY STUDY & EXPORT STRATEGY

Rice Land Clearing Rice Seed Planting Rice Milling Plant for Export

Situation: Client, a food importer and exporter (rice, garlic, ginger, onions, vegetables, and canned fruits, is moving upstream into rice seed farming and production of rice, searching for viable locations for subsequent exports. Client had engaged our services to study the financial feasibility of investing in a US$20 mn rice plant involving market analysis, site selection, agronomic practices, competitor and customer profiling, financial analysis (profit & loss statement, balance sheet and cash flow statement for 4 selected provinces broken down into wet season and dry season rice) and recommended corporate structure and export strategy.

Results? Our study showed that the proposed investment is profitable.

Client Benefits? Client to start land negotiation with our recommended landowner and soil/seed testing soon.

For a Singapore Commodity Producer: CAMBODIA CASTOR SEED OIL PLANT FEASIBILITY STUDY & EXPORT STRATEGY

Castor Oil Planting Castor Seed Extraction Castor Seed Oil Production

Situation: Client is a specialist in producing and supplying animal and aqua feed ingredients and products, is moving upstream into setting up castor seed oil production, searching for viable locations for subsequent exports internationally.

Client engaged our services to study the financial feasibility of investing in a US$30 mn castor seed oil plant involving market analysis, site selection, agronomic practices, competitor profiling, financial analysis (profit & loss statement, balance sheet and cash flow statement), and developing an export strategy.

Status: work in progress.

For a UK Tobacco Company: MYANMAR TOBACCO MARKET ENTRY & LEADERSHIP STRATEGY

Street Sale (by the stick) Field Trip: Cigarette Wholesale Centre

Client’s vision was to revive their Asian dominance by systematically capturing large market shares from major competitors in each country as part of a global initiative to be the largest cigarette manufacturer.

Key issues analysed included manufacturing and import regulations, cross-border smuggling, distribution chain, optimum retail price points, and consumer migration from one product segment to another.

Project tasks included market sizing and segmentation, analysis of legal and regulatory environment, profiling of major players in the industry, market penetration analysis of major players, competitive and customer intelligence on the major players and analysis of their critical success factors, market/player growth rate and sales volume/value forecast modeling.

Result? We recommended that the client penetrate both the medium and low-priced segments of the cigarette market simultaneously. We also successfully matched optimum distribution partner for both these segments.

Client Benefits? Increased client’s distribution performance and improved retail sales.

For a UK Beverage Company: ASIA BEVERAGE MARKET ENTRY STRATEGY

Market review and assessment in Asia

Profiled market in each country with demographics, market history, and forecast market trends.

Analysed re-export sales trends by destination country and channel

Analysed legal and regulatory issues analysis affecting target market, focus on current taxes and duties on imports, production, and sales, legal purchasing and drinking age, advertising restrictions and/or ban, and drink-driving laws and penalties.

Characterized the distribution chain and identify distributors by company, sectors and brands.

Result? Assisted client in their Asia entry and branding strategy

For a Singapore Food Manufacturer: BUSINESS PLAN & GLOBAL FRANCHISE LAUNCH STRATEGY

Client is a manufacturer, marketer and distributor of beauty, weight, and healthcare solutions. Product lines include food, snacks, drinks, and supplements.

We were engaged to update its business plan to approach investors for expansion funds.

We performed country overview, market sizing and segmentation, competitor analysis, financial analysis (forecast of consolidated global financial statements (sales, profit & loss, cash flow), marketing plan, organisation plan, global expansion plan through a franchise launch and investor search.

Result? Recommended international market entry strategies include client-owned retail stores, establishment of regional master franchisees in Asia, Europe and North America, territory franchisee, single unit franchisees and selective joint ventures.

Client Benefits? Our study enabled client to consolidate its business plan to approach investors for expansion funding and develop its international market entry strategy.

For a European Beer Company: SINGAPORE ALL-STAR CUSTOMER SERVICE TRAINING & BRAND AMBASSADOR

Our consultant was appointed as Client's Brand Ambassador in Singapore to train, communicate and roll-out it’s All-Star Service customer service programme and brand elements to selected top 40 pubs, restaurants and retail outlets with highest retail beer sales. Elements:

Client's mission statement

Brand values

5-star service criteria

Perfect Pour technical training

Result? We conducted 3 trial-runs before client staff panel and client's local distributor's brand and sales managers and then successfully rolled out the service programme in Singapore.

Client Benefits? Increased client brand awareness and improved customer service subsequently increase retail sales

Public Sale of Market Research Report: ASIA SUPERMARKET MARKET ANALYSIS

Clients included several governments' department of agriculture, credit card company and a US FMCG company. Chapters:

Market size

Payment modes (cash, credit cards, debit cards)

Industry overview and growth projections

Competitive environment

Company profiles

Regulatory environment

Future trends and opportunities

Industry Attractiveness Rating: The weighted industry attractiveness ratings method comes from the GE-McKinsey Portfolio Analysis. We use 8 industry attractiveness factors like: Market size and projected growth, Intensity of competition, Emerging industry opportunities and threats, Social, political, regulatory and environmental factors, Seasonality and cyclical influences, Industry profitability, and Degree of risk and uncertainty. Rating scale: 1 = Unattractive; 10 = Very Attractive.

Client Benefits? Increased our clients’ understanding of the Asia supermarket industry and its attractiveness

AUTOMOTIVE & TRANSPORTATION SECTOR

For York Transportation Equipment (Tata Group): THAILAND MARKET EXPANSION STRATEGY (TRUCK AXLE & SUSPENSION)

(See above Client Testimonies: Client awarded us its Letter of Commendation)

Objectives: The project’s strategic objective is to support the client’s strategic planning. Project objectives:

1. The Market

Market demand/size, industry trends, scenario analysis, distribution analysis, import market)

Product Segments:

a. Trailer Axles

b. Trailer Suspensions (both Air Suspension and Mechanical Suspension product segments)

2. Competitor Intelligence

3. Branding

Comparative Brand Perception of Trailer Builder B2B Customers (prices, service quality, delivery, technical specifications, credit terms, product quality, stock)

Brand Feedback on York

4. Strategic Recommendations for Market Expansion

Result? For York, we developed a more comprehensive analysis of the market and a list of its target clients. Through its customer feedback, York also increased its understanding of its strengths and weaknesses against its competitors.

Client Benefits? Client was able to obtain a better understanding of the Thailand market. In 2010, client re-engaged us for its B2B Customer Lead Generation and Satisfaction Feedback campaign, contacting 86% of its Thailand potential clients.

For a Japanese Motor Company, Tokyo: SINGAPORE PASSENGER LAND TRANSPORT SERVICES STUDY

Client wanted to understand the environment for passenger land transport services (taxis, trains, car-sharing segments) in Singapore and whether or not it was feasible for them to enter the Singapore market with their electric vehicles and if so, what were the entry modes and which partners should they partner with.

Legal Environmental Analysis: included legal statutes, legal bodies and regulatory bodies, approvals required to introduce EVs to penetrate Singapore.

Business Environmental Analysis: Competition, competitor profiles (operations, corporate structure, corporate performance), alternative competing products/services to Client’s. We analyzed operations of 2 local transport companies.

Project tasks include the characterization of the operations, corporate structure and corporate performance of target companies. Potential customer demand (market size, annual growth rates, number of carparks, carpark operators and what changes are needed to implement new battery chargers and services).

Distribution and market segmentation: taxis, car-sharing and public trains. Potential partners (their profiles, willingness to collaborate, terms and conditions).

Financial analysis (projected revenues, costs and profits).

Result: Conducted feasibility study of Singapore market entry. Projected revenue and profits, thus confirming that this market was attractive to enter in the long run provided there was cost-sharing from partners for electric battery installations in MRT stations. In the short run, we proposed entering the rental market as a test bed for vehicle acceptance.

For a North American Motor Company: SOUTH KOREA: M & A TAKEOVER VALUATION OF KOREAN MOTOR COMPANY

M & A due diligence study. Korean company had valued itself at US$720 million while Client’s internal valuation of kOREAN acquisition target was US$220 million. Client had wanted an independent financial valuation of its takeover target while negotiations were underway.

Transactions flows and process flows of target were identified. Flows analysis included material flows, product flows, service flows and financial flows. The objective of such identification was to eliminate inter-company transactions to accurately conduct a financial valuation of buyout target.

Result? A financial valuation was recommended that was marginally higher than our Client’s internal valuation.

Client Benefits? Client finalised their purchase price based on recommended valuation. Client subsequently bought a controlling interest in target, which exports cars and kits for assembly elsewhere.

For a North Asian Government Trade Promotion Agency: STUDY OF US CARMAKERS’ ASIAN AUTOMOTIVE STRATEGIES

Client was interested to understand the strategic context of the steps being taken by 2 American automotive manufacturers in Asia. Products analysed were passenger cars and commercial vehicles.

Client gained an understanding of both targets’ strategies in Asia by our study of the targets’ operations, distribution and strategic alliances by product segments (passenger cars and commercial vehicles) by country (Singapore, Australia, Indonesia, Japan, Malaysia, Thailand, Taiwan, Korea).

For each of the 2 US automobile manufacturers, we studied their:

Core operations, approach to designing vehicle/series/model portfolio, major partnerships and alliances for manufacturing, R & D, equity and distribution, manufacturing policies, procurement policies in Asia, marketing and distribution strategies, and bottlenecks and problems in expanding business in Asia (e.g. credit crunch, local content, product mix).

Result? We assisted Japanese companies and Client by formulating an Asia strategy to meet the opportunities and threats posed by the US carmakers’ moves.

Client Benefits? Increased competitiveness of Japanese carmakers.

For Gartner Group, USA: JAPAN & INDIA AUTOMOTIVE SUPPLY CHAIN OEM SURVEY

Our client, a leading global research and advisory firm, conducted a worldwide study with automotive OEMs about their priorities. We were the sub-contractor to the Client. Sample survey topics:

a. Organizations’ business priorities and competitive differentiators

b. Electronics and software in the automotive industry

c. Collaboration with suppliers

d. IT spending

e. IT profiles and priorities

Result? We assisted Gartner in improving their understanding of Asia automotive OEM priorities.

For an Asian Airline Company: FREQUENT FLYER PROGRAM (FFP) TRI-ALLIANCE STRATEGY

Our consultant was commissioned to develop a Frequent Flyer Program (FFP) joint venture strategy between 3 Asia regional carriers. Tasks:

Reviewed airline partners' objectives, evaluation criteria, ‘best practice' models and assessed the suitability of business models (centralized, franchise, or federation).

Result? After analysing little congruence of partner objectives as well as lack of agreement in required investments, we recommended that the tri-alliance be called off, specifically with its SE Asian carrier being an unsuitable partner.

Client Benefits? Client and its neighbouring carrier partner entered into a 2-party joint venture, omitting the third partner. Thus, a potentially bad tri-alliance was averted.

For a regional Airline Association: ASIA CORPORATE AIR TRAVEL MARKET ANALYSIS

Situation: We were commissioned by a regional aviation association to gain a better understanding of the Asia corporate air travel market for short-haul routes as its client wanted to know the receptivity of the Business-class market, to gauge the market interest and to know the characteristics of corporate travel in destination markets. This study formed the basis of another investment feasibility study to justify setting up a new Business-class airline company in Singapore. The customer base was exclusively the original uplift/discharge point-to-point traveler, disregarding fifth freedom traffic. From 500 companies contacted, we conducted 22 company interviews and several Focus Group Discussions (FGDs). Tasks:

A. Characteristics of Business-related Asia Air Market (1. Market size; 2. Market value by travel budget; 3. Development opportunities)

B. Structure and Policies Associated with Corporate Travel Accounts (1. Thresholds for miles upgrade; 2. Executive/management designations eligible to participate)

C. Air Travel Patterns and Preferences of Companies and Individuals (1. Frequency; 2. Booking mode; 3. Most-flown destinations)

D. Key Determinants of Air Travel Decisions (1. Relative influence of aircraft type; 2. Pricing; 3. Product; 4. Schedules; 5. On-board/on-ground facilities)

Result? Our study revealed that the potential Business-class market acceptance was low as planned price point was only 20% lower than a market leading carrier's Business class price. We recommended that the end user investor client focus on foreign MNC segments and the bigger local SME segment. A detailed corporate traveler brand and preference profile was developed.

Client Benefits? Based very heavily on our study, our airline association client recommended to its investor client that the proposed airline investment was not feasible.

ENERGY SECTOR (OIL, GAS, POWER)

For a US Investment Bank, London: SOUTH KOREA US$1.2 BILLION NATURAL GAS PROJECT FINANCING FEASIBILITY STUDY

Client was Lead Arranger to an international 6-bank consortium for end client, a Middle East LNG producer. Tasks:

Developed detailed oil, power, natural gas and coal models with forecasts of supply and demand through 2025 for South Korea with a Korean gas company as potential end client.

Analysed South Korea’s economic outlook, energy demand elasticities in relation to economic growth, energy prices, energy regulatory environment, LNG demand and supply outlook, and power generation outlook.

Result? First shipment from Middle East arrived on 6 April 2000 in Inchon Terminal after initial investment value of US$1.2 billion.

Client Benefits? 8.01 million customers and gas sales of 12.66 million tonnes from Middle East LNG producer to Korean gas company, and a big underwriting fee for Client!

For a US Energy Company: ASIA GAS STRATEGY

Multi-country Asian natural gas strategy study. We analysed several Asian power and non-power gas markets that included Pakistan and East India (West Bengal and Orissa). Tasks included economic and political overviews, gas valuation and pricing, as well as power Transmission and Distribution opportunities into India from Bangladesh.

For a US Energy Company: INDONESIA GAS MARKET ANALYSIS

We developed models for Indonesian gas consumption from non-power industries like ceramics, fertilizers, glass, paper and pulp. Our tasks included forecasting demand and supply balances of the products in these industries, analyzing pricing trends and subsidy impacts as well as gas utilization and valuation.

For a UK Energy Company (Upstream): CHINA GAS MARKET ANALYSIS

For the client, we performed a gas market analysis of China’s Jilin Province and the South Songliao Basin.

Our tasks here involved studying the economic and energy situation, evaluating existing gas markets through computer modelling and identifying new potential users, as well as assessing the potential in new gas markets.

Results? The client subsequently signed up for two exploration and production (E & P) blocks.

For a UK Energy Company (Downstream): SINGAPORE FEASIBILITY STUDY OF PRE-ORDER PICK-UP (ONLINE SHOPPING)

Client had selected Singapore as its pioneer project. Our task was to conduct a feasibility study if motorists were willing to purchase small consumer items (e.g. electronics items like MP3 players) from Client’s e-commerce site and to pick up these pre-ordered items from a client petrol outlet nearest to their residence within a 2km radius.

We also evaluated and identified the optimum fast growth, high margin consumer products for petrol retailing. We surveyed groups of motorists and invited them to browse Client’s prototype e-commerce website and noted their online shopping experiences and offline shopping preferences.

Result? We recommended to client that this project was not feasible due to motorists’ offline shopping preferences (“touchy-feely-browsing” factor).

Client Benefits? Our consumer marketing research enabled our client to better understand their target customers’ preferred purchasing habits, both offline and online. Client saved much money and effort and avoided an Asia-wide rollout. Client subsequently shelved this project.

For a European Petroleum Storage Company: CHINA PETROLEUM STORAGE OPPORTUNITIES

We assessed LNG shipping costs and port fees in China which covered 23 Chinese ports for 9 petroleum products as part of a bigger feasibility study on petroleum storage investment opportunities in China.

Result? We recommended to client their best China investment opportunities to capitalise on. Client’s investments in Baxian Villas (Beiqijia, Changping, Beijing) and Daya Bay (Huizhou, Guangdong) was the result of our study.

Client Benefits? Our services enabled our client to make a strategic decision to invest in China.

FINANCIAL SERVICES SECTOR

For a US Bank: SINGAPORE FUND MANAGEMENT SURVEY

The Client, a world leader in financial and investment advisory services, commissioned this fund managers’ survey engagement because it wished to study the foreign exchange and equity volumes executed in Singapore to focus its marketing efforts, targeting fund managers with best sales potential with respect to big volume foreign exchange and equities.

Survey topics:

Determine amount of assets under management Determine investment classes Determine investment strategies and styles Determine operation of active currency hedging Determine trade volumes

For a Hong Kong Credit Company: SINGAPORE UNSECURED PERSONAL LOANS MARKET FEASIBILITY STUDY

Client commissioned this project to understand Singapore’s market for micro loans, i.e, unsecured personal loans, and whether the Singapore market is attractive for them to enter, how much money they would make and how best to enter this market.

Our analysis included profile of Singapore’s existing small loans providers like pawn shops, cooperatives, banks, loan sharking and other means of generating quick credit and cash like Cash Converter shops.

Result? Our research shows that the Singapore market is already well served by cooperatives, pawn shops and quick cash sale Cash Converter shops.

Client Benefits? We advised our client not to enter the Singapore market due to inherent high risks of unsecured lending in such a small market size.

For a Singapore Bank: RETAIL BANKING WEBSITE CONTENT DEVELOPMENT & MYSTERY SHOPPING

For initial website launch, we researched, edited and wrote the portal’s Financial Products Overview within an urgent 3-day dateline. Topics included:

Fixed deposits; Basic concepts in lending Interest rates and how they work; Mortgages Capital repayment Car loans; Credit lines; Credit cards CPF; Insurance Investment-Linked Insurance Products (ILPs) Financial planning; Tax implications

Mystery Shopper survey: we also conducted mystery shopping surveys, contacting competitor banks’ Customer Service or Loans Department. We assessed how banks responded when our shoppers looked for the best personal banking deals with good customer service level and banking advice.

Result? We helped to improve our client’s retail banking portal, written in a very personal and street-level tone to connect with retail website browsers. Our mystery shopping efforts revealed market insights on competitor banks’ website experience and ways to differentiate our client.

Client Benefits? Overall improved market connection and differentiation.

For a Japanese Bank, Tokyo: 5 ASIAN COUNTRY INVESTMENT BANKING CONCEPT STUDY

Client wanted to gain a better understanding of the advertising concepts surrounding the investment banking industry in Asia.

We also analysed the business and competitive dynamics as well as a brief profile on the top ten investment banks. A competitive intelligence on western banks and their advertising strategies was also conducted.

We tested institutional market brand perceptions, impressions and expectations to its new proposed brand name across 5 Asian countries: Hong Kong, Singapore, Malaysia, South Korea, Japan.

Customer Satisfaction Survey: We gathered comparative market feedback on client and its competitors on key important client service and experience topics. We surveyed fund managers, investment analysts and other users of financial institutions also for their views, perception and concept associations of corporate identities and branding

Result? Client better understood how to advertise to its institutional market and changed some brand features

Client Benefits? Asia-wide acceptance of its new brand

For a Canadian Bank, Toronto: SINGAPORE EXPORT FINANCING FEASIBILITY STUDY

Client commissioned this project to understand Singapore’s market for export factoring, and whether the Singapore market is attractive for them to enter, how much revenues and profits they would make and to develop market entry and alliance strategies.

Our analysis included profile of Singapore’s existing factoring providers. We also surveyed 30 export companies who currently use factoring on their views of using a potential new factor service provider. Our analysis assessed Singapore’s market attractiveness for the client’s receivables financing product which involved the analysis of trade flows from Singapore to North America, inter-ASEAN trade flows, export volume and export financing needs of Singapore-based companies in the electronics, chemical and medical equipment sectors. We then conducted personal interviews with several factoring firms to determine their service offerings and competitive pricing as well as targeted manufacturers to gauge their willingness to pay for the client’s export financing service. Finally, we prepared a Singapore competitive banking industry analysis.

Result? Our research shows that the Singapore market is already dominated by strong local factoring competitors who are well favoured by corporate clients. These factoring banks can lower their cost of funds and maintain a large market share of funds. Also, potential clients were skeptical that a new foreign entrant can offer better than their already low-cost factoring companies.

Client Benefits? We advised our client not to enter the Singapore market due to very strongly entrenched local competitors and skeptic local potential market.

For a US Credit Card Company: ASIA RETAIL SPENDING AND CREDIT CARD SPENDING STUDY

We analysed market sizes, YTD annual growth rates and card penetration rates for each of the 16 sectors: Traditional merchant segments (restaurants, fashion, department stores, travel agencies, recreation, hotels, airline ticketing, book stores). New merchant segments (government payments, supermarkets, insurance, utilities, telecoms, gasoline, education, medical).

Coverage of 22 Asian countries include: Australia, China, Hong Kong, India, Indonesia, Japan, Korea, Malaysia, New Zealand, Philippines, Singapore, Taiwan, Thailand.

We identified new and emerging Asia Pacific card penetration opportunities which amounted to more than US$1 trillion: Discretionary and non-discretionary Category (T & E, Retail/ Everyday/Bill Payments).

We also identified Asia market trends, market outlook, market drivers and future/pending regulatory changes.

Result? We developed a massive retail market size and credit card penetration database on 16 selected business segments across 22 Asian countries.

Client Benefits? Client was able to determine Asian sector growth potential and conduct focused marketing on the major merchant segments.

For a US Venture Capital client: ASIA SME INVESTMENT TARGET PRE DUE DILIGENCE STUDY

Broadlist: We identified over 1400 Asia small and medium enterprises (SMEs) and contacted them to determine their interest in receiving US investment from our client.

Shortlist: we screened these SMEs for their suitability from several criteria (e.g. revenue size, profitability, extent of exports, nature of products and services, etc) and developed a shortlist of the optimum 50 Asia SMEs for our client to invest in. Subsequently, we assisted these SMEs in their working capital and cash flow management.

Result? We generated a target investment database built from across 14 selected Asian countries (Bangladesh, Dubai, Hong Kong, India, Indonesia, Israel, Japan, Malaysia, Philippines, Singapore, South Korea, Taiwan, Thailand, Vietnam).

Client Benefits? Client was able to quickly select their preferred investment targets to implement their Asia investment portfolio.

For Financial Times (London): ‘ASIAN CITIES OF THE FUTURE 2007’ CITY RANKING COMPETITION

(See above Client Testimonies: Client awarded us its Letter of Commendation)

We analysed the investment, economic, business and financial strengths of cities across 24 Asia countries in the latest 2007/08 ranking competition. Our CEO Mr Lawrence Yeo was one of judge in the 2005/06 competition panel of 3 judges.

We identified small and large Asian cities and assessed those with good prospects for investment, rapid economic development and rising quality of living. More than 60 criteria were gathered, ranging from cost effectiveness, to human resources and infrastructure in these cities.

Result? We developed a massive city database on 24 selected countries, contacted 559 cities and ranked cities according to these categories:

1. Economic Potential 2. Cost Effectiveness 3. Human Resources 4. Transport 5. IT & Telecommunications 6. Quality of Life 7. Best FDI Potential

Client Benefits? Client was able to publish the latest 2007/08 ranking to 45,000 global CEOs and government officials.

IT & CONSUMER ELECTRONICS SECTOR

For a US Computer Manufacturer: 9 ASIA COUNTRY BRAND AUDIT

Client had always thought that they were first in every media area but had wanted to check media pulse across 10 Asian countries (Australia, China, Hong Kong, Indonesia, Malaysia, Thailand, Taiwan, Singapore, South Korea) .

We assessed media perception of imaging products (laser, inkjet printers, multi-format printers, consumables) in terms of communications input from Asian IT journalists for HP, Canon, Epson and other competing brands.

Result? Client was initially shocked with unbelief to discover that they did not fare well in 3 critical areas (value, quality, friendly). Its arrogant and proud Number 1 culture had blinded itself to its weak areas.

Client Benefits? Client's Marketing and Corp Comms Depts collaborated with R&D to repair media damage.

For Thomson Consumer Electronics: ASIA MARKETING STRATEGY

Client was facing issues of declining profitability caused by eroding market shares.

We formulated client’s Asia strategy by analyzing markets and modeling of competitor and product market share and profitability. Product portfolios included color television sets (CTV), decoders (DVD), and digital-television (DTV).

Our analysis compared competitors' historical sales growth rates on a product line and country basis with the market rates.

Result? Client followed our strategic recommendations to discontinue several obsolete and low-demand product lines, thus saving millions from divesting poorly-performing products. Client also followed our advice to re-locate manufacturing operations to India and China, leaving a minimal marketing presence in Singapore.

Client Benefits? Client’s brand emerged better positioned, re-focusing on its relevant core products.

For a Japanese Consumer Electronics Manufacturer: ASIA AIRCON COMPETITIVE INTELLIGENCE & COMPETITOR PROFILING (SINGAPORE, MALAYSIA, THAILAND, PHILIPPINES)

Client wanted us to compile competitive intelligence on their strongest Western competitor as well as several second-tier competitors.

Competitor’s corporate structure and ownership

Mission and culture

Global and regional HQ influence

Chiller aircon success factors

Competitor’s success factors.

Reasons why they’re market leadership position

Current & Future sales and marketing strategies

Channel strategy: Distributors and dealer network structure

Regional distribution strategy

Examples of Competitor’s expansion

Result? Client was able to better understand their top competitor in Asia

Client Benefits? From this study, we developed strategic recommendations to enable Client to better compete against its market leader competitor and market follower competitors and to capture a bigger market share.

For a Japanese Consumer Electronics Manufacturer: SINGAPORE RESIDENTIAL AIR CON MARKET ANALYSIS

Client wished to assess the domestic residential air-conditioner market in terms of market sizing, product positioning, competitive dynamics and market outlook as part of its ongoing efforts to build industry knowledge on selected industries. Tasks:

Assess the current economic/business environment and its implications on the air-conditioner market.

Assess the property market and construction industry and its implications on the air-conditioner market.

Determine air-conditioner market and segment sizes, characteristics, trends and future potential.

Identify customer segments, applications, requirements and future dynamics.

Identify the top five competitive brands in the market, and estimate competitive market shares and their success within each product segment

Result? Client was able to understand the attractiveness of the market.

Client Benefits? Client was able to better market to its target market segments and compete more effectively against its competitor brands.

For a US Media Company: 4 ASIAN COUNTRY FISHING TRADING PORTAL INCUBATOR FEASIBILITY STUDY

Client was considering investing US$2 million in a real-time trading portal for fishing industry across South Korea, Thailand, Singapore and Malaysia. The website offered a spot price for each type of fish, and much news about catches and different markets around the world. There would be links offering access to shipping and refrigeration.

Market sizing and segmentation, analysis of legal and regulatory environment, profiled major online players and their market penetration, competitive intelligence and analysis of their critical success factors, fishermen trading patterns and language translation costs for real-time 24/7 help line.

Result? Recommended client no immediate market entry until they fixed technical startup problems. Language translation costs were very high and PC penetration rate was low among traditional entrepreneurs fishermen traders. Links had to be made with major fish suppliers, and the site had to be translated into Korean, Thai and Chinese.

Client Benefits? Twelve months later, the portal was born.

For a Singapore Broadband Company: ASIA BROADBAND MARKET FEASIBILITY STUDY

Client operates Singapore’s first broadband TV which is an IPTV media broadcaster that brings news and entertainment over the Internet to the TVs of its subscribers through custom set-top boxes.

Digital business is big business. The global ICT digital industry was worth approximately US$3 trillion during the study. The broadband industry was projected to have 216 million fixed and 61 mobile subscribers. Asia Pacific broadband has boomed. In 2006, global broadband subscriber size was about 216 million fixed line (and 61 million mobile) subscribers. Asia Pacific then had about 68 million subscribers in 2006. The figure was expected to grow to about 156 million subscribers by 2010.

Analysing Forces at Work: In this section, we analysed the key market and technological forces that would potentially disrupt existing industry value-chains and market structures. These forces were loosely grouped under:

Broadband Network Access

Broadband Customer Demand

Broadband Supply Chain Inter-dependencies

Linkages Online Business Models

Market Size, Drivers and Trends

Competitive Analysis

Other indicators of Singapore broadband market data

Our strategic recommendations included a Marketing Plan.

Result? Client struck partnerships with a retail chain and karaoke equipment retailer to distribute its set-top boxes. Client also announced a partnership with a Singapore media company to launch a first-ever video news on-demand channel.

Client Benefits? It expanded its broadband TV service, increasing its 40 TV channels delivered live over the Internet to 55 channels.

For a US E-Learning Company: SOUTH KOREA E-LEARNING MARKET ENTRY FEASIBILITY STUDY

Client’s online university members composed of Columbia Business School, Stanford University, University of Chicago Graduate School of Business, Carnegie Mellon University and London School of Economics and Political Science. They were considering entering the Asian market starting with South Korea as a pilot study.

We conducted an assessment of South Korea’s e-learning market (B2B and B2C) in terms of an environmental scan, competitive dynamics and market outlook, and to develop strategic recommendations for Client.

Issues analysed included superiority of technology platform or partner, top-quality educational content or partner, branding and foreign language translation requirements.

Result? Recommended client that this market was attractive to enter and to commit to invest over the next 3 years to enter. As a new entrant into Korea, we recommended that Client adopt an aggressive differentiating strategy in order to fulfil its objective to be the leader in Asia. This was to be a composite of product offering, price, promotion, distribution channel selection, customer understanding and tactics.

Client Benefits? Client subsequently formed a joint venture with a former Samsung CEO.

For a US Telecom's Systems Integration Division: JAPAN SYSTEMS INTEGRATION (SI) MARKET ENTRY STRATEGY

Client from US HQ office specifically requested for our CEO Lawrence Yeo to handle this strategy project. They had wanted a detailed understanding of the Japanese business landscape and competitive intelligence (CI) of the main systems integrator competitors. Tasks:

Conducted CI on big and medium sized Japanese SI players in terms of hardware, software and solutions segments.

Analysed target's organizational structure, alliances, joint ventures, acquisitions, financial performance, sales and marketing strategy, business dynamics, our client's ability to replicate its competitor's key success factors and core competencies to capture market share leadership and analysed players’ SWOTs and critical success factors.

Market sizing and segmentation, analysis of legal and regulatory environment, Interviewed several Japanese corporate customers of systems integration and their willingness to partner with client and obtained their terms of trade and alliance wish-list.

Result? Recommended client an alliance strategy with 3 optimum medium-sized Japanese SI partners. Arranged meetings between client and these partners. Formulated a Japanese market entry strategy involving an alliance strategy.

Client Benefits? Client successfully entered Japanese SI market based on our marketing research and strategic recommendations

LOGISTICS SECTOR

For Bax Global: INTERNAL CONSULTANT TO BAX GLOBAL’S ASIA DISTRIBUTION OF MOTOROLA CELLPHONES

Our consultant was the in-house Internal Consultant for Bax Global. Assisted its General Manager to manage their Motorola key account as an Asia Distribution Centre in training, pre-ISO audit, customer servicing (mobile phone retail distributors and wholesalers), order fulfilment and shipping throughout Asia, complaint resolution and quality control to conform to to Six Sigma/Motorola 7 Disciplines standards. Tasks:

Designed and implemented systems in customer servicing, quality, pre-ISO audit, 550 employee training, and program adherence to Motorola Six-Sigma standards.

(a) Implemented a complaint resolution system to handle customer complaints from Motorola and its Asian distributing customers through an Action Register Database and Corrective Action Reports (CAR). Seconded to support line function directly. Developed procedures to improve service quality by identifying key issues, review with functional departmental heads’ the analysis of root causes and corrective actions, monitoring action effectiveness and implement solutions.

(b) Implemented Training Needs Analysis, Training Schedule and Training Manual. Developed training procedures and work instructions for program.

(c) Performed quality compliance check in accordance with Motorola’s Quality System Review (QSR) and Standards of Internal Control (SIC).

(d) Conducted an Independent Review of Pre-ISO 9000 Audit (certificate renewal) across entire Motorola program.

(e) Facilitated a Process Mapping Workshop for all functional departmental heads as part of our Process Improvement consulting work. Performed business analysis. Analyzed key performance metrics of all departments (freight tonnage, shipping volume, factory quality, order management, field customer issues) and wrote the Performance Metrics section of the 3rd Quarter Business Review (QBR) for GM – Operations.

Result? Significantly creativity was practiced in the daily permanent resolution of product and service defects within a 24-hour period to satisfy Motorola’s stringent service standards. Daily average of 30 service defects was reduced to 10 within 5 months.

Client Benefits? Client kept Motorola satisfied, long enough to improve its hard assets and machinery performance.

For a US Industrial Automation Company: SOUTH KOREA INDUSTRIAL AUTOMATION MARKET ANALYSIS

Client commissioned us to gather industry market data and revenue market share on their competitors. Problem was the lack of current market data, and their Asia corporate planning depended heavily on this required information for their strategic planning.

Tasks:

1. Market Size and Competitors' Market Share

By Sector: Factory automation, Defense, Test Measurement, Medical, Semiconductor, Telecom, Automotive, Aerospace

By Product: VME - Virtual Machine Environment, CPCI -Compact PCI, ATCA - Advanced TCA (Advanced Telecommunications Computing Architecture), AMC - Advanced Mezzanine Cards, PMC - PCI Mezzanine Card. By Competitor

2. Competitive Strategy

Result? Client was able to better understand their competitors’ sales performance and product emphasis as well as to update their market data.

Client Benefits? From this study, we developed strategic recommendations to enable our client to better compete against its competitor and capture bigger market share.

For a UK Logistics Software/System Integrator, Singapore: JAPAN MARKET FEASIBILITY & MARKET EXPANSION STRATEGY

Situation: Client is a logistics software system integrator producing its own proprietary software. Its HQ is based in UK. Client’s appointed Tokyo distributor for the past 4 years had failed to produce the desired sales result. Client engaged us to study the Japan market in detail and whether it is indeed a difficult market to operate in, causes of the difficulties and how profitable it is.

Tasks: market analysis, demand-side analysis (market segmentation, customer intelligence, B2B customer lead generation), supply-side analysis (supply, competitor intelligence), distribution analysis (including system integrator distributor partner search), market feasibility and developing a market expansion strategy.

Results: Our study verified our client’s impression that Japan was a difficult and expensive market to operate in due to strong preference for foreign Western customised software entrenched since 1947 and high operating costs. Also, the lack of client branding in Japan posed a significant difficulty and needs time to overcome.

Client Benefits: Our recommended expansion strategy enabled client to know the medium strategy to implement, identify which potential shortlisted distributors to appoint and replace the non-performing existing one and to know the optimum marketing strategy needed to market their software in Japan.

Company meetings in Tokyo arranged with both potential distributors and B2B customer leads.

For a Japanese Industrial Automation/Conveyor Systems Manufacturer: CHINA MARKET FEASIBILITY & MARKET EXPANSION STRATEGY

Situation: Client, a manufacturer of palletizing, conveyor, sorting and storage systems, seeks to identify expansion opportunities for new sales and maintenance service contract renewal sales in addition to gathering market intelligence on market analysis, competitor and customer intelligence, industry trends, pricing, brand perception and other sub KITs (Key Intelligence Topics).

Geographical Scope : China’s top 17 provinces (North, Mid East, South and South Western provinces)

Objectives: The project’s strategic objective is to support the client’s regional Asia strategic planning and growth strategy, starting with China first.

Project objectives:

Part 1: Market Size (USD$ million by product segments , market growth)

Part 2: Industry Analysis (supply capacity, major players/institutions, Porter 5 Forces Analysis, production chain / technology changes, trends analysis, opportunities, challenges)

Part 3: Demand-side Analysis: Customer Intelligence (demographics, psychographics, buying behaviour), Branding (customer’s feedback on comparing client with competitor brands, brand perception and their willingness to switch to client brand), New Customer Lead Generation & Company Profile, Arrange Company Meetings

Part 4: Supply-side Analysis: Competitor Intelligence (CI) (Company Profile of top direct competitors, market share capture, SWOT analysis)

Part 5: Distribution Analysis (how client service is distributed across China e.g. competitors’ own offices, distributors, dealers, agents, margins, collaborations, etc)

Part 6: China Market Expansion Strategy

How to sustain a competitive advantage

Positioning the business against rivals

Anticipating changes in the business environment and adjusting the strategy to accommodate them

Influencing the nature of competition through strategic actions

Marketing Strategy (addressing Existing Customer Retention & Attraction of New Customers;

Marketing Plan

Result? Implemented our recommended expansion strategy in tier 2 cities.

Client Benefits? Client obtained our gathered market information as well as our advice on how best to expand its China business.

For a US Courier Company: AIR EXPRESS MARKET ANALYSIS

1. Market measurement project was commissioned to estimate volume market size

Product Segments:

- Express market (Documents + Dutiable items) at total level, segment level (regular, Advantage, ad hoc) and by destination region (Asia, EU, North America, rest of Europe, rest of world)

- Other modes (Fast Freight including Deferred Express, Parcel Post and Freight)

2. Estimates were calculated by calibrating results to client's internal shipment data. Total market estimate was then apportioned according to regional spread found in survey data. Penetration data was also derived for all modes at total and segment level.

3. Brand Dynamics of Client Vs Competitors

Sole users, main courier used, used at all

Conversion Rate

Repertoire Usage

4. Brand Positioning

What aspects of Image drive Preference?

How is client perceived vs. competition? (Speed of delivery, Offering a range of services, Making it easy to get information, Easy to use services)

What are client strengths and weaknesses?

How can client optimize brand preference?

Result: Target Market Specification and Brand Positioning information collected and estimated

Client Benefits: Client was able to identify specific markets with the greatest coverage of International shippers by minimizing industry exclusions and by covering the widest economical sample base in terms of company size

ENGINEERING & CONSTRUCTION SECTOR

For a Japanese Plant Engineering & Construction Company: SINGAPORE CLEAN ROOM MARKET ANALYSIS

Client wished to better understand the clean room facilities sector in Singapore, in terms of its market potential and major players.

This study looked at clean rooms in general and covered all types of clean rooms in various industries, like semiconductor, pharmaceutical, food, chemical and medical devices. It also covered clean rooms in the research and tertiary education institutions like Institute of Microelectronics and Nanyang Technological University. The focus was on clean rooms in the semiconductor sector. Tasks:

Projected and existing number of clean room facilities

Future trends in establishment of clean room facilities

Trends in refurbishment and upgrading of clean room facilities

Competitor Profiles

Client Benefits? The information enabled our client to better assess the environment for the awarding of engineering and construction contracts for clean rooms facilities in Singapore. It also helped our client to determine the resources to be allocated to marketing to the companies with clean room facilities and to optimize its positioning and therefore increase its revenue in this sector.

For ECO Special Waste Management Pte Ltd, Singapore: SINGAPORE MARKET ATTRACTIVENESS & INVESTMENT FEASIBILITY STUDY

ECO-SWM is a Singapore hazardous waste treatment engineering company.

Situation: The client’s strategic objectives are to study the long-term market attractiveness of Singapore’s waste management industry and to enable it to prepare a persuasive pitch before its investors to invest. Tasks:

Market Overview (Hazardous and Non-Hazardous Waste) and Environment Scanning

Industry trends and growth

Economic environmental analysis

Technology environmental analysis

Regulatory legal/political environmental analysis

Cultural environmental analysis

Market barriers

Competitors’ Analysis

Current capabilities

Expansion plan

Strength and weaknesses

Market share and competitive strategies

Market Size, Attractiveness & Potential Market Segmentation

Marketing and Competitive Strategies & Recommendations

Economic Analysis and Waste Generation

Demand-Supply Modelling

Result? Client was able to benefit from our financial valuation of investment using the Wassily Leontief’s environmental Input-Output (IO) model

Client Benefits? From this study, we developed strategic recommendations to enable our client to better pitch before its Japanese and Singapore investor partners to raise funding for its needed expansion.

Danny Tay, Marketing Director, ECO Engineering. “We picked you as you are the only one that can do this! Help us!”

SECURITY SECTOR

For an American Security Products Manufacturer: COMPETITIVE INTELLIGENCE & COMPETITOR PROFILING

Client wanted us to compile competitive intelligence on their competitors. Problem was the lack of current market data, and their corporate planning over the last 3 years was based on old data. Tasks:

Competitors’ success factors

Current & future sales and marketing strategies

Market size and market share (by company, by products)

Ÿ Security Systems

Ÿ Fire Protection

Ÿ Monitoring & Response

Ÿ Security Personnel

Market positioning (by company, by products)

Pricing data (by products)

Result? Client was able to better understand their competitors’ sales performance and product emphasis as well as to update their market data.

Client Benefits? From this study, we developed strategic recommendations to enable Client to better compete against its competitor and capture bigger market share.

For TJ Systems Pte Ltd: INDONESIA SECURITY SYSTEMS MARKET ENTRY STRATEGY

(See above Client Testimonies: Client awarded us its Letter of Commendation)

Situation: Client is an electronic security system distributor and integrator. Its products include detection systems like X-ray systems, specialised equipment like night vision equipment, and integrated solutions like CCTV and access control systems. It had won various awards for excellence (Golden Brand Award in 2006, Enterprise 50 Award 2005, Top Entrepreneur 2005, Fastest Growing 50 Award 2005, Singapore SME 500 Company 2004/2005, and Merlion Award by Security Asia in 2001).

TJ engaged us to study the feasibility of the long term Indonesia market potential to justify establishing an office in Indonesia as well as to develop a market entry strategy. Tasks included market analysis, demand-side analysis (market segmentation, customer intelligence, B2G/B2B customer lead generation), supply-side analysis (supply, competitor intelligence), distribution analysis (including distributor partner search), financial feasibility and developing a market entry strategy.

Client Benefits: Through our field interviews, our client increased their knowledge of the local government client segments which they themselves could not identify despite having 5 years of direct export trading sales there. Our analysis also revealed reasons for client not achieving a breakthrough in this market. Client is in talks with 3 of our recommended shortlisted distributor partners.

RETAIL LIFESTYLE SECTOR

For Fedelco Enterprises Pte Ltd, Singapore (VHive): SINGAPORE RETAIL FURNITURE SHOPPERS BRAND SURVEY & MARKETING STRATEGY

Client is one of the top Singapore furniture retailers.

We were engaged to survey 300 shoppers across 10 shopping malls (general mall and store intercepts), analysed 9 competing brands, and to develop its market expansion strategy to capture greater local market share. Tasks:

Market sizing and segmentation

Analysis of retail furniture environment

Supply chain analysis,

Profiling of major competitors (SWOTs, critical success factors, and pricing)

Analysis of the dynamics of Singapore malls (general vs thematic)

Result? Client obtained a better understanding of the Singapore retail furniture industry, re-deploy their store presence with a new store location strategy.

Client Benefits? Our study helped our client to increase its market share.

GAMING SECTOR

For a Singapore Lottery Operator, Cambodia: CAMBODIA LOTTERY & GAMING MARKET ANALYSIS & FINANCIAL VALUATION STUDY

Cambodia is considered the biggest Asian gambling market behind Macau.

Client owns Cambodia’s top 3 lottery operators for the past 20 over years and has 30% equity share in one of the largest casinos at the border.

We were engaged to prepare an independent market analysis with historical and forecast financials.

Performed country overview, economic, legal and political outlook, market sizing and segmentation, competitor analysis, financial analysis (profit & loss statement, balance sheet and cash flow statement), growth strategy, marketing plan (technology, acquisition targets, new ventures) and regional expansion plan.

Result? Planned or pending acquisitions identified include jackpot companies and Cambodia’s second largest casino and selected software companies which develop the gaming software. We developed a lottery marketing strategy to focus on 2 main areas: product marketing (design) and program marketing (mostly promotion).

Client Benefits? Our study enabled client to support and develop its Asia regional gaming strategy (both online and offline).

PUBLIC SECTOR: TRADE PROMOTION AGENCIES

For Singapore Trade Development Board (now International Enterprise of Singapore): SINGAPORE BRANDS EXPORT OPPORTUNITY STUDY

Our consultant managed this export strategy project, whose strategic objective was to identify Singapore's top 25 exporting brands with the best export opportunities and to formulate export strategies for these exporting companies.

Tasks:

1. Broad-listed 250 Singapore brands

2. Short-listed and selected Top 25 brands offering best Asia export potential

- The GE-McKinsey Portfolio Matrix model was modified to analyse the industry attractiveness and then superimposed on top of the exporters' financial and operational data. Four key areas were analysed: (a) Industry Check (b) Company Assessment (c) Brand Evaluation (d) Human Resource)

3. Developed 25 individual Asia marketing and branding strategies that include brand awareness generation for each of the 25 exporting SMEs

Result? Client brought 25 brand owning companies on Asia regional trade missions

Client Benefits? Food, clothing and wellness cluster export growth

For New Zealand Trade & Enterprise (NZTE): SINGAPORE IN-MARKET GUIDES FOR NEW ZEALAND ICT COMPANIES

As part of its Beachhead Programme, NZTE commissioned us as its in-market consultancy to prepare 2 guide books to help New Zealand ICT companies to enter Asia, starting with Singapore. The Singapore Survival Guide was produced to assist New Zealand businesses with setting up in Singapore. It provided an overview of the issues businesses will need to consider. It included useful data, references, important links and information.

Report outline:

Why Singapore?

12 Facts You Need to Know About the Business Environment in Singapore

Attractive Sectors, Threats and Opportunities

Singapore Business Practices, Customs and Etiquette

Success Stories – Insights, Lessons and Warnings

Singapore Business Models

Partnering, Networking and Business Matching

Business Strategy Roadmaps (for SMEs and MNCs)

Human Resources and Operations

Office and Operating Facilities

Legal and Regulatory Environment

Financing and Taxes

Government Incentives

Result? A Singapore ICT in-market guide. This was distributed throughout the world to New Zealand businesses.

Client Benefits? New Zealand investors had a useful and practical in-market guide to enter the Singapore ICT market.

Alex Matheson, Trade Commissioner, New Zealand Trade & Enterprise (NZTE). "We like your enthusiasm, energy and ideas!"

For Brazil’s Ministry of Agriculture, Livestock & Food Supply: Partner Matchmaking Mission (MatchMaker): China and Singapore

We helped Brazil’s Ministry of Agriculture, Livestock & Food Supply to promote their local trade into Asia and to find Asia business partners with our Telemarketing Campaign, Sector Profile Report and Partner Matchmaking sessions in hotel seminar rooms.

(See above Client Testimonies: Client awarded us its Letter of Commendation)

A. Telemarketing Campaign

1. Broadlist of over 300 potential partner companies: manufacturers, buyers, importers/exporters, distributor, wholesaler, retailers, per country. We contacted them with an official Invitation with brief mission overview and then follow-up

2. Contact Database: Generated a shortlist of 20 screened partner companies (distributors and B2B buyers)

B. Sector Profile Report (for each foreign delegate company)

1. Agenda (Appointment Schedule for each delegate company with time slots)

2. Macro Environment (Economy, Regulation, Political Stability, GDP Outlook)

3. Industry Overview

4. Demand: Market Size, Growth, Buyer Behaviour/Preference

5. Supply: Industry Structure, Major Competitor Profiles

6. Export/Business Opportunities for Exporters

7. Asian Partner Profiles

C. Matchmaking Session (Hotel seminar room)

1. Welcome Desk: Registration of participants

2. Ushering participants to individual foreign delegate tables

Results? Shortlisted 20 screened and interested lead companies met the Brazilian delegate companies

For Yorkshire Forward, UK Trade and Investment (UKTI): ASIA INVESTMENT PROMOTION & INVESTOR LEAD GENERATION

AsiaBIZ Strategy beat 22 global consultancies to be awarded this 12-month contract in a global tender which was favourable extended to 18 months. Over an 18 month period, we generated Asia investor leads from food and beverage sector across 5 Asian countries: Singapore, Malaysia, Thailand Indonesia and South Korea.

Project Methodology: Exclusive reliance on face-to-face meetings with senior Asia investor management.

1. Desk/Library Research/Call Centre: identify lists of F&B companies by country and initiated contact.

2. Industry Interviews: face-to-face meetings with more than 300 Asian F&B CEOs and Chief Investment Officers.

3. Survey: Initial questionnaires to query interest to invest in UK.

Result? Recommended client to commit to invest in long-term relationship building over the next 3 years with Asian CEOs.

Client Benefits? Client subsequently hosted several Asian CEO location visits. We cannot disclose specific Asian investor-businesses developed due to confidentiality clause.

Keith Davie, Yorkshire Forward. "Best in town!"

PUBLIC SECTOR: INVESTMENT PROMOTION AGENCIES (IPAs)

For El Salvador Government (PROESA): SOUTH KOREA INVESTOR LEAD GENERATION

We generated South Korea investor leads from electronics, textiles and automotive parts manufacturers.

Project Methodology: We identified long-list of target South Korean investors, established initial contact to assess their interest in investing in El Salvador and screened them for suitability with client criteria, compiled brief company profile and then followed up with emails of client’s presentation file.

Result? Developed an investor database of more than 500 South Korean investor contacts. Arranged and accompanied in face-to-face meetings with client team who visited Seoul to accompany their Presidential visit. Worked with the El Salvador Embassy in Seoul.

Client Benefits? Generated South Korean investments into El Salvador.

Patricia Figueroa, Executive Director, PROESA, El Salvador investment promotion agency. “We are thankful for your kindness and flexibility to serve us".

For Laval Développement (French economic development agency): SINGAPORE SALES LEAD GENERATION FOR GEODIS LOGISTICS

Laval Développement wished to develop its logistics sector by developing the Asia business for Geodis Logistics starting with sales lead generation.

Geodis Logistics being a logistic/integrator enjoyed support from Laval Développement to be the hub for Asian companies distribution/customization from France and Europe. Geodis Logistics is in the business of global logistics, coordination of procurement flows for distribution: inventory management, order picking, JIT production line deliveries, kitting, customisation, assembly, cross-docking, and after-sales management / Europe. It offers customised solutions for the automotive, FMCG, hi-tech, industry and healthcare sectors.

In trying to expand its Asia market, Geodis Logistics first needed to study if it was feasible and attractive to develop its logistics service offering in Laval. It engaged AsiaBIZ Strategy for this pilot Asia business development project, starting with one sector (electronics manufacturing services or EMS) and in Singapore. Client then expanded its target customers from EMS Sector to Multi Sector companies.

Our evaluation and analysis of the Singapore Market included an initial study of the market situation, what Singapore potential corporate customers thought about the Laval region and Geodis services and to find out more about their European/French logistics needs.

Result? We developed a broad-list of 300 customers, screened them into a final short-list of customers, and arranged a private, invitation-only seminar with the client team.

Client Benefits? Geodis Logistics experienced new Asian customers. Laval Developpement enjoyed new location awareness among Asian companies.

Eric Bourges, Laval Développement “Thank you for your help!”