We have delivered tailored market research and business matching solutions to thousands of companies over the past 20+ years to help them understand and enter the South East Asian market
Examples of Market Entry Projects We Have Undertaken
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Finnish Company in the Circular Economy Meets with Indonesian Concrete Manufacturers
Our client is a Finnish leader which specializes in the manufacture of sustainable concrete products from recycling industrial waste such as fly ash, ground granulated blast furnace slag (GGBFS) and red mud. The client was seeking partnerships with precast manufacturing companies in Indonesia to license its technology in the local market. Over a 12-day period from July-September 2020, our Indonesia team arranged 16 meetings through videoconference calls, including one with an engineering consultancy firm specializing in toll roads, as well as several with manufacturers of pre-cast concrete products such as paving blocks, ready-mix concrete, concrete pipes, panels, roof tiles, and a combination of structural and non-structural concrete products. The engagements enabled our client to assess each company’s current formula in producing concrete, as well as the level of interest in using GGBS in the production, concrete specifications and requirements, as well as supply chain issues and raw materials pricing. As a result, our client was able to study the local market and also formulate a cost-efficient solution for its prospective partners.
US Biotech Company Seeks Clinical Trial Venture Partners in South East Asia
Orissa International assisted a US Pennsylvania-based biotech company in finding potential partners to support the clinical trial of its broad antiviral medication to treat infections such as dengue and COVID-19. The medication has already been awarded two patents by the US government, and works by repurposing a widely available drug – mycophenolate mofetil (MMF) – and administering it at lower dose than currently indicated. Our in-house consultants targeted potential partners and connected the client to several organizations, including government institutions, universities, pharmaceutical companies and other related research institutions. In Singapore, our team connected the client with the country’s largest cluster of healthcare institutions which supports commercial partners in the early phase of clinical research. In Malaysia, our team also facilitated communications for COVID-19 clinical trials with a government-funded medical institution, as well as with the Malaysian government's agency that conducts and supports clinical research in the country. Also, our Vietnam team also connected the client with a state-owned enterprise engaged in researching, manufacturing and trading of vaccines and biological products.
Japanese Green Tea Supplier Expands to the Philippines and Thailand
Orissa International’s client, a Japanese manufacturer of food & beverage products with a focus on traditional Japanese ingredients and raw materials such as roasted rice tea, barley tea, oolong tea, Japanese confectioneries, grains and functional foods, sought our assistance to expand its market presence in South East Asia, particularly in the Philippines and Thailand, where it is currently partnered with a local company selling Japanese F&B products. The client hopes to emulate its success in these two countries by making its brand available to the mass market there. In the Philippines, our team introduced the client via videoconference to four prospective distribution partners who had expressed an interest in knowing more about the client’s product offerings and objectives in the country. Two were distributors of premium and organic teas which sell to the HORECA industries and supermarkets, while the other two were high-end shopping chains, known for their wide range of imported consumer goods brands. One of the shopping chains was also open to doing contracting to produce its own private label green tea brands with manufacturers such as the client. Also, in Thailand, our team matched the client with two distributors who were keen to explore potential partnerships with our client by marketing the brand to its retail partners, including hypermarket chains where the brand was not yet available.
French Developer of Dry Eye Treatment Devices Matched with Medical Equipment Distributors in Thailand
Orissa International helped a leading French provider of medical equipment for hair removal and dry eye treatment to find distributors in Thailand. Our client is already established in many countries through its worldwide network of sales partners in Austria, Russia, Turkey, Australia, Morocco, Italy, Germany, Finland, China, and other countries. It was seeking to market its product line for dry eye treatment devices to professionals in the ophthalmology field in Thailand. Our local team identified 32 distributors which supply medical equipment to clinics, such as LASIK centers, hospitals, and medical professionals such as optometrists and ophthalmologists. From the meetings arranged with eight potential distributors via videoconference, the client is now considering to enter into an official partnership with three of these companies.
Illinois-based Chemical Manufacturer Increases Number of Connections with Thai Distributors
Our client is an Illinois-based manufacturer of basic and intermediate chemicals, including surfactants, specialty products, germicidal and fabric softening products and quaternaries, as well as special ingredients for the food, supplement and pharmaceutical industries. It is considered one of the largest surfactant manufacturers in the world with 18 production sites worldwide. Currently, our client’s products are being used by multinational chemical manufacturers, as well as local pesticide manufacturers and suppliers in Thailand. The company contacted Orissa International to assist in finding additional Thai distributors which have the capability to market its chemicals, particularly for agricultural applications. Our team identified 36 potential distributors that cater to the agriculture sector. The team also set up one-on-one videocall meetings with five companies, one of which was later evaluated by our client to be a likely partner for its coating and ink additive product lines, and two other distributors which were potential partners for its agricultural chemicals.
Heavy Equipment Manufacturer Expands in Malaysia and Ventures into Vietnam
Orissa International assisted a company based in Northern Ireland, UK which manufactures a comprehensive range of tracked mobile crushing, screening, and recycling equipment for the quarrying, mining, construction, demolition and recycling industries. Orissa International was tasked to find additional resellers for its established sales network in east Malaysia, as well as new resellers for its range of heavy equipment in Vietnam, focusing on Hanoi and Ho Chi Minh City. Our client’s target partners included sellers of construction and recycling equipment focusing on the aggregate sector. Our team in Malaysia connected our client to one distributor who expressed interest in carrying our client’s products and who also had proven experience in selling new and used heavy equipment in the target region. In Vietnam, our team arranged videoconference meetings with three distributors and dealers of heavy equipment to the construction and mining industries.
Market Survey Conducted on Medical Tourism Sector in Malaysia and Myanmar
Orissa International assisted a Japanese research firm based in Taiwan to conduct a two-stage market survey in Malaysia and Myanmar as part of the client’s long-term research project on medical tourism in the islands. For the project, Orissa International identified a group of specified medical tourism stakeholders in the two markets, including medical coordinators, third-party administrators (TPAs) and travel agencies. Orissa International’s team then interviewed them on behalf of the client. A series of conference calls between the client and identified stakeholders was then arranged across a three-week timeline which involved 19 stakeholders in both countries. Through the assistance from Orissa International’s research team, the client was able to reach out to the stakeholders more effectively to understand their operations, as well as learn about the interest and requirements for medical tourism promotion activities.
Report on Air Defense Industry in Thailand and Vietnam
Orissa International conducted a market study in Thailand and Vietnam for a US-based systems integrator which offers mission-critical aviation services to government and commercial customers. The client was interested to learn about the military fixed-wing and rotary MRO (maintenance, repair and overhaul), and upgrade market. The report covered information on relevant government agencies, as well as defense expenditure, platforms operated by the military forces, and modernization plans. Orissa International also provided an outline of the procurement process and its perceived transparency.
Market Sizing Study for Components of Rubber and Plastic Manufacturing Machines in Thailand
Orissa International conducted a market sizing study in Thailand for a manufacturer of components and sensors for plastics and rubber product machines. A data model was developed from the ground up to allow the client to adjust prices of their components and serviceable market assumptions by source country of machine imports, and also analyze various scenarios. The model drew on a range of inputs from secondary and primary research, including import and export data, revenues of machinery OEMs (Original Equipment Manufacturers) with factories in Thailand, and information on production capacity and machinery prices being gathered from interviews. As part of the project, we also identified and listed key end-users of the machines into which our client's products can be installed, thereby generating a potential target end-user list. Finally, we scanned the market to identify and list international plastic and rubber machinery OEMs with a direct presence in Thailand, in the form of a sales office or service center.
Entity Setup for Promoting Infrastructure Interests
Orissa International was approached by a foreign government agency for information on the ideal type of legal entity which could promote the interests of infrastructure companies from the country into the South East Asian region. We looked at the different types of entities registered by similar organizations operating in Singapore and advised them on the registration process, and recommended the type of entity best suited to the client’s requirements. In addition, our report covered regulations for hiring a foreign employee, mandatory contributions, average salaries for the job profile and pricing for co-working spaces in Singapore.
Regulations for Ultra-Low Temperature Freezers in Singapore and Vietnam
Our client, a US company providing ultra-low temperature freezers used in pharmaceutical research and clinical trials, is looking to enter the Singapore and Vietnam markets. The company required information on the required testing and certifications for compliance with local electrical and electronic (E&E) equipment standards related to safety, health and environmental protection, as well as medical device registration requirements in the two countries. Orissa International identified the relevant authorities and accessed regulatory documents in English and Vietnamese for the client. We also contacted the regulatory authorities in each country to obtain clarification and further details to supplement findings from published sources.
Webinar on ICT Opportunities in Vietnam and the Philippines
Orissa International’s Country Managers for Vietnam and the Philippines presented at a webinar on Information and Communications technology (ICT) opportunities in their respective markets. In addition to providing an industry overview, our Country Managers also spoke about key technology and application areas that present high-growth potential post-Covid 19, and various market entry options in Vietnam and the Philippines for technology SMEs from Singapore. Over 50 Singaporean companies participated in the webinar, which was organized by the Apex organization for tech start-ups and enablers in Singapore.