WEKA AG
The Swiss company WEKA AG is expanding with its 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 process took almost two years in total - from the start of the search to the start of cooperation with the company Toshniwal Hyvac Pvt. Ltd. An efficient sales partner cannot simply be found by researching member lists or sending newsletters. “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.
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.
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.