Defining the best route to expand its distribution network in China
Established in the 1960s, Dasic Marine specialises in the manufacture of tank cleaning and gas freeing equipment. Servicing a diverse range of industries, including marine, oil and gas, chemical and road transport, its product technology has been tried and tested in the field. Since the early 1990s, it has also performed to the highest regulatory standards of the food, brewing and beverage sectors.
As part of its global business expansion plan, Dasic Marine was looking to extend its distribution network to a much wider range of industries in China. The company was encouraged by the UK’s Department for International Trade (DIT), which provides support and grants in buying export-related services from accredited providers.
Although it had existing business connections in the country, opening up new sectors in China meant Dasic Marine encountered a totally different landscape. The company lacked the necessary knowledge in the new sectors as well as contacts who could become its new partners.
The company approached a few service firms to ask for assistance, and subsequently selected Crayfish.
To start with, Crayfish's transparent pricing, fixed budget and clearly scoped project specification helped Dasic Marine secure funding from the DIT for a market research exercise.
Crayfish’s pre-selected research project team then undertook a well-planned market research programme for Dasic Marine, aiming to gain essential local knowledge. It explored the market size of various sectors, regional characteristics, active players in the same vertical field and the available routes to market.
The project team went on to identify potential partners by region and sector, shortlisting them before making contact to verify the interest of those who would like to establish direct and long-term collaboration with Dasic Marine.
Dasic Marine was able to follow up with a number of new partners identified through Crayfish’s research to establish relationships within targeted sectors across various regions in China.
“The service I have received from Crayfish has been excellent, from the very first meeting the process has been easy and trouble free. The level of detail in the desk research report far exceeded my expectations, I am very satisfied and would use them for all future requirements. Thank you to Crayfish and its experts for all your efforts and assistance!”