01
Client context
The manufacturer had capacity to export and was receiving occasional enquiries from abroad.
02
Business challenge
It was unclear which markets to prioritise and what certifications, partners and pricing were needed.
03
Research objective & questions
Rank export markets and design a market entry plan for the top priority.
- Which markets offer the best combination of demand and accessibility?
- What certifications and approvals are required?
- Who are the main competitors in each market?
- Should the company use distributors, EPC relationships or direct sales?
04
Methodology & approach
- Market screening
- Demand, imports, competition and accessibility scoring.
- EPC and end-user interviews
- Project requirements and vendor approval processes.
- Distributor interviews
- Potential partner capabilities.
- Competitive benchmarking
- Pricing and positioning of incumbents.
05
Sample & geography
- ~8 markets screened
- ~20 buyer and EPC interviews
- ~10 distributor interviews
- Geography — Middle East and Africa
06
Key findings
- Vendor approval lists with EPC contractors were the main gateway.
- Two markets combined strong project pipelines with fewer approval barriers.
- Local stockists were essential for maintenance demand.
- Competitive pricing was achievable, but delivery reliability was the key concern.
07
Business implications
- Focus on two priority markets.
- Pursue EPC vendor approvals and appoint local stockists.
- Lead with delivery reliability commitments.
08
Outcome
The manufacturer received a market prioritisation, approval roadmap and partner shortlist.
Example engagement — Shows how Hoog approaches this type of question. Not a specific client project. Findings are directional.