Case Studies Quick Links

Connecting Finland to Canada




Industry/Market of origin:  Ornamental Glass manufacturer/ Finland

Product/Service:  The client has been established for 5 years and employs just 15 skilled personnel in a very modern production facility on the outskirts of Helsinki. The client specialise in high quality coloured glass processing for architectural and furniture products. The company has some export success in Scandinavia, but following a trade mission to Canada believed that there could be a niche market for their high end ducts.

Market Situation:  Canada is an architecturally diverse market with many multi-cultural influences. The client, in wishing to enter the Canadian market, engaged Copernicus to carry out a pre-market assessment study on which to base their market entry strategy. Copernicus conducted a market analysis, an opportunity assessment, and evaluated the company’s and similar sized domestic competitor’s product offering, pricing, and routes to market.

Objective:  :   Introduce the client into the market in a low risk, limited capital exposure strategy. In doing so establish a sales pipeline that would demonstrate a first year return of investment in line with agreed targets.

Strategy:  Partner the client with established Canadian designers, architects and property developers to specify the clients products as an integral part of their design work. In this way a niche market was created a steady stream of new project work and enquiries developed for the client

Implementation: Copernicus worked with the company to create a market awareness of the clients capabilities by identifying Canadian companies who were involved in small scale projects “with a difference”. The client’s ability to produce intricate, individual designs, made to measure with a 99.9% first time delivery accuracy and a rapid delivery system despite the distances involved has endeared them to their customers.

Results:  Sales in year one exceeded 18% of targets, and year two over 66% demonstrating an more than acceptable return on their investment with Copernicus and the export to Canada connecting markets service. The client realized its objective of entering the Canadian market and is now continuing to work with Copernicus with the aim of generating further sales revenue and new opportunities in additional markets.





Expand your business horizons, contact the experts today info@copernicus-consulting.com

 

back to top ^