Client: A Mid-Sized Chemical Manufacturer Seeking Asia Expansion

Challenge:

The client wanted to expand into Southeast Asia but lacked visibility into the right distributors, logistic capabilities, regulatory expertise, pricing practices, and credit norms across the region. Past attempts with local partners had failed due to misalignment in technical capability and target industry coverage.

How Research Outlook Helped:

Research Outlook executed a Channel Partner Identification & Fitment Study, covering:

• Screening of 160+ potential distributors across 6 countries
• Evaluation based on reach, financial strength, industry coverage, storage capability, and regulatory compliance
• Deep-dive interviews to assess commitment, product compatibility, and onboarding readiness
• A distributor scoring matrix with 22 evaluation parameters
• Designing a channel incentive model & joint business planning framework
• Mapping of credit norms, margin structures, and logistics ecosystems

Business Impact:

• The client onboarded the top 3 high-fit distributors in Vietnam, Indonesia, and Thailand
• Achieved USD 6.2 million in new revenue in the first year
• Improved delivery lead time by 37%
• Strengthened presence in electronics, coatings, and agrochemical customer segment