The Swiss company WEKA AG expanded, with the new partner Toshniwal Hyvac Pvt. Ltd., its presence in the Indian subcontinent. In collaboration with Dr. Wamser + Batra GmbH succeeded in evaluating and establishing the partnership, as well as further expanding into local licensed production.
The manufacturer of devices for level measurement technology, cryogenic components and special valves has been active in India for many years. In order to be able to successfully work on such distant markets, strong cooperation with local partners must be established. Despite many years of effort, positive business development could no longer be achieved with the original partner.
From the sales partner search...
That's why WEKA AG decided a few years ago to replace the previous cooperation with a new Indian partner. “The number of expressions of interest from local companies in India has been high, but finding someone who is a real fit is a real challenge. Since the risk of tying an unsuitable partner to us seemed too great, we wanted to be supported by a professional service provider."says Marcel Fürst, sales manager and marketing manager at WEKA AG.
The company commissioned Dr. Wamser + Batra GmbH, in India, with due care, for potent Sales partners to search. The process took almost two years in total - from the start of the search to the start of collaboration with the company Toshniwal Hyvac Pvt. Ltd. You can't find an efficient sales partner simply by researching member lists or sending newsletters. “Especially good potential sales partners in India are often so focused on their day-to-day work that you don’t run into them at a trade fair and don’t immediately trigger euphoria,” explains Melanie Jain, project manager at Dr. Wamser + Batra GmbH. On the one hand, the potential partners must be examined very carefully - also with regard to infrastructure, performance and reputation in the market; on the other hand, it takes many rounds of discussions until common goals are defined and mutual expectations become transparent. This can take many weeks, sometimes months.
John M. Andrea, responsible International Sales Manager at WEKA AG explains: “Dr. Wamser + Batra GmbH accompanied us in both important steps: both during the actual search and during the initial communication up to the start of business activities. Especially with the second point we had to learn how different India and Europe are. If Dr. If it weren't for Wamser + Batra GmbH, we would probably have broken off the discussions much earlier in frustration instead of recognizing misunderstandings and different expectations. Through the moderation of the process by Dr. “Wamser + Batra GmbH created the transparency and openness in the discussions that has now enabled us to work with our Indian partner in a very trusting manner.”.
... to a fully-fledged licensed manufacturer in India.
The establishment of the cooperation and the initial experiences were so promising that WEKA AG and Toshniwal Hyvac Pvt. Ltd. have now expanded their collaboration. The implementation of local license production is now under construction. This is with the aim of being able to enter the Indian market at the beginning of 2020 using a fully-fledged licensed manufacturer and to stand out from the competition with Swiss quality know-how.
