An Auto components leader launches secondary sales channel in Australia

The client aimed to enter Australia's commercial vehicle aftermarket. D&B identified 120 potential dealers and distributors, accelerating outreach and expanding marketing reach.?

Challenges faced by the client

The challenge faced by the company was to explore and establish a presence in the Australian commercial vehicle's aftermarket, specifically for auto components. They needed to identify credible dealers and distributors in a new and unfamiliar market to build a secondary sales channel effectively.?

Internal challenges

The organization lacked the internal market intelligence and data analytics capabilities needed to identify and evaluate potential partners in the Australian commercial vehicle aftermarket. This made it difficult to make informed decisions and build a reliable sales channel from within.?

External challenges

The Australian market posed barriers such as limited access to verified business information, unfamiliar regulatory and trade environments, and difficulty in identifying trustworthy dealers and distributors. These external factors complicated the company’s efforts to establish a foothold in a new geography.?

How D&B helped?

D&B helped tackle the challenge by leveraging its proprietary data and market intelligence to map the client’s products to HSN codes, analyze Australian import data, and identify 120 credible dealers and distributors. They also validated these entities and provided direct contact information, enabling business teams to efficiently enter the market and reduce outreach lead time.??

Key learnings

• Building Sales Channel for Company Outreach?
• International Market Penetration?
• Reduce Reach Time and Improve Reachability for Marketing?