Problem: A company specializing in the design, manufacture, and marketing of traceability solutions and industrial marking for the automobile, aeronautics, oil and gas, and railway industries. The company wanted to break into the Canadian market by identifying and selecting one or more distributors to serve as an active and long-term representative in the Eastern Canadian market.
Action: To work towards this goal, Rézoway started a prospecting process to evaluate, approach, and select one or more partners in the market and that met the company’s requirements.
Results: After three months of active prospecting, combining the collection of useful market research and on-site business visits, Rézoway presented four distribution solutions, with justifications, that met the company’s goals. Following a visit by the company and on-site meetings with the four potential partners, the company chose the distributor recommended by Rézoway. After the signature of a formal distribution agreement, local teams were trained and the initial equipment was shipped. And all of this in just two months after the company’s visit. Within five months, the company had a partner that was qualified, motivated, and actively engaged in its development in Canada.

Problem: After conducting several missions and business projects in the Canadian market, more specifically in Quebec, the company wanted to structure its presence in the market by assigning two dedicated resources there. First, a locally hired senior sales representative, and second, a VIE (Volontariat International en Entreprise, an international work experience volunteer) with a three-fold mission: to connect with current business contacts, to pursue the development already initiated and to provide local technical support as necessary.
Action: In this case, the company wanted to place two of its resources in Montreal (QC), and entrust housing and supervision to Rézoway.
Results: Using an operational platform in its Business Center, Rézoway actively supported the company in its business development. Through periodic work visits, sharing its professional networks, and making prospecting tools available, Rézoway was able to positively contribute to the company’s rapid development in the market. After only a year, the company saw its number of clients pass 60 and is currently hiring two additional sales managers.

Problem: A company specializing in developing electronic document management software. The company’s objective was to establish a long-term presence in North America, by validating the market (business and competitive intelligence) in advance, identifying potential prospects and partners (prospecting), and forming its local team (hiring and branch formation). The company wanted to validate its opportunities in Quebec first before studying potential expansion to English-speaking provinces. That’s why Montreal was chosen as a starting point for the plan.
Action: In the context of the year-long plan, Rézoway first identified market needs and players. Then, in accordance with the specifications, Rézoway assessed the interest shown by a representative sample of potential prospects and partners before approving the introduction of a local team.
Results: In the first three months of research and analysis, Rézoway measured and evaluated the formal needs of Quebecois prospects for electronic document management. We also identified about ten prospects that the company met with during their first business visit. Two months after the first, a second visit confirmed market interest in its services, adding a range of new, qualified contacts. After six months of validation and prospecting, the Company hired two local employees, with housing and supervision managed by Rézoway, in preparation for active development in the Canadian market.