Having successfully developed its market in Romania, KUMA, a Danish producer of sanitary equipment, wished to approach the Bulgarian market as part of its expansion strategy. In order to efficiently identify potential dealers of KUMA products, KUMA took advantage of BC Serdon’s Market Entry Services. During the initial project phase our team contacted more than 90 Bulgarian companies that corresponded to the target profile agreed upon by KUMA. After preliminary screening BC Serdon arranged meetings with seven companies that met all the requirements. During the meetings two of the companies expressed interest in selling KUMA’s products. Having a better idea of market potential from this first project, KUMA’s management decided to plan a second visit to Bulgaria during the following year, which BC Serdon organized in accordance with the client’s timeline and budget. We arranged meetings with a few of the companies previously contacted, but also approached nearly 30 new companies. As a result our clients attended five meetings with potential distributors.
