Case Study
Scientific Equipment
From the Hexagon to the Horizon: The Saga of a Company Implanted in the American Market
A cutting-edge scientific equipment company that ingeniously partnered with us to establish a highly successful 100% subsidiary. With this strategic move, the company not only gained absolute control over its market but also supercharged its research and development endeavors. Despite formidable hurdles such as sky-high sales turnover and substantial fixed costs, this remarkable case study unfolds the awe-inspiring performance of this visionary company.
The implementation of global synergies, notably through scientific communication and webinars, has strengthened the company’s presence on the international market.
Despite a turnover every two to three years, the company has managed to maintain operational stability by applying best practices and recruiting wisely.
While other international markets often used distributors, the company chose to use the U.S. market as a direct source of market knowledge.However, this strategy is not without its challenges. To minimize costs, particularly for a French SME, the company opted for expatriation, which entailed significant fixed costs. The US market also presented challenges, such as frequent turnover of sales staff, due to fluctuating performance or more attractive opportunities elsewhere. Salaries, twice as high as in France, contributed to this turnover, imposing financial pressure.
Despite these obstacles, the company has achieved remarkable results. It now occupies a dominant position on the world market, ranking number one in its niche thanks to highly technical products. Using a step-by-step approach, the company began by deploying a local sales person, followed by the expatriation of a French business engineer, the recruitment of local staff and the expansion of functions. Global synergies, such as scientific communication and webinars, have helped consolidate this enviable position on the world market.