We help our Client’s create value adding partnerships that enhance competitive positioning and augment access to India’s fragmented markets.

To create a successful partnership strategy providing the support required to navigate the vastness and highly fragmented nature of the Indian market, VPC creates a map that defines in a granular manner all the activities required for the intended objective.

We then analyse local goods, materials, services for such requirements, carving and defining those which are strategically advisable.

Exploring the potential benefits while considering the risks, VPC helps companies evaluate and define the most opportune types / forms of partnerships and their functional scope, as well as the most efficient systems for managing the overall configuration.

Our services focus on the following partnership types:

– Channel specific collaboration(s)

– Distribution, manufacturing, sourcing / procurement.

– Licensing / franchising.

– Equity based partnership(s).

Once the partnership configuration is in place, we provide the following services:

– Identify, approach and screen potential partners

– Collaboration structuring, road map and timeline

– Business and financial planning

Case Study

Client: Leading developer in environmental protection and renewable energy

Project Background

A leading EPC contractor in the waste management sector was keen to identify Indian companies for joint participation in public and private sector project opportunities.

VPC approach and solution

VPC undertook a detailed internal analysis of the Company aimed at highlighting the key strengths that could in turn be proposed to possible Indian partners, and that would be in line with Indian market requirements. A technology for solid waste processing was identified as of particular interest based on Indian market considerations. VPC started discussions with a large number of leading Indian EPCs that were keen to diversify their infrastructure interests into waste management. This would ensure complementary of competency and strong civil works capabilities to ensure price competitiveness of the eventual consortium.

Impact and Results

The Company was awarded projects with total waste volume of 1400 Tons / Day. VPC also ensured that the relationships built would have a legacy; in fact the Company is still actively engaging with the partners introduced and participating in tender opportunities well after the termination of its mandate with VPC.

Client: Leading European food packaging company

Project Background

A European supplier of food packaging equipment wanted to set up a commercial structure in the Indian market to sell its products and provide after sales services in the Indian market.

VPC approach and solution

VPC segmented the Company’s product portfolio into two main umbrellas; one above a particular value and that would only be receptive to MNCs and Indian Tier 1 suppliers (High-end Segment), and another composed of higher volume, lower priced products (Mid-end Segment). We then created a market map whereby it was seen that there were a few selected pockets that represented the bulk of the market value for the Mid-end Segment. It was hence decided to focus day to day efforts in these geographical markets and build a fragmented dealer network that would ensure direct channel access with the key decision makers of potential customers. For the Higher-end Segment we structured a pan India collaboration with a single highly qualified distributor having access to customers with higher capex spending capacity for their packaging requirements.

Impact and Results

The Company has a very active set of 4 dealers covering 5 key states of India for the Mid-end Segment and 1 dealer for High-end Products. All of this is done within the framework of a simple reporting system that ensures minimal management effort of the dealer network from the Company.

Value Prism Consulting
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