What we saw
Rapid growth of the fiber optics industry presented new opportunities for the company to capitalize on its competitive advantages in order to penetrate new markets. And, their main competitor's patent was about to expire. Together with the client, Trendlines decided to focus on four countries that represented great potential for product sales.


What we did
First we needed to understand the market structure and dynamics in each of the four target countries. To do this, we —  researched the relevant standards and regulations, identified potential customers and end-users (pipe manufacturers and telecom companies, respectively), and  interviewed the decision makers.

We then created a market overview for the client, based on our in-depth research and market analysis. Our report summarized information on each country and included lists of contacts.

What we discovered
Industry maps prepared for each of the four countries, we found that the markets were quite different structurally and in other ways. Based on this research, our advice to the client focused on who to approach, how to approach them, and where to invest their efforts.

Outcome
The client has concluded distributor agreements in the United States, based on an initial contacts made by Trendlines, and has received orders in the millions of dollars.

As for Signal, we are happy that the client was satisfied — to the point of returning to us for further research, consulting, and business development work.