2015

Team ExpanZeus

ExpanZeus Corporate Services P. Ltd.

11/26/2015

360° Market Evaluation- Bridging the Gap

Website: - www.expanzeus.com

Email: - info@expanzeus.com

Phone: - +91 7798980880

Background

I have presented many documents till now in my career of last 11 years. Sometimes to submit to

management, sometimes to address the large group of MDs, CEOs, Directors, Owners of various

companies. And yes!!! At least 2-3 times a day to my prospective clients. So in all, I must have

created 100s of documents and must have given 1000s of presentations. All these times I did create

and present the documents to sell my services. Never with an endeavour to fill up the market gap. I

was the Vice President- M&A of one of the American Investment Banks. My services, my brand, the

needs of the services... everything, were knows to market. I never had to speak about how these

services will benefit them. They already knew it.

But this time, the dynamics have changed. I am not writing this document to sell my services (if the

business comes, I will not deny though). This document is to share the experience. I have taken a

bold step to create a legacy. I have decided to become an entrepreneur. But what’s the use if I offer

the same services to the market which my earlier employer used to offer? Or what’s the use if I offer

the same solutions which every consultant offers? So I designed my own solution which is rarely

offered in the market.

As I mentioned, I have spent many years in Investment Banking now. I was (& still do) dealing in

M&A and was facilitating the companies from US and Europe which were interested to enter India.

During all these years I used to wonder what can be the process for any company to enter Indian

Market. For any European or American company, India is of course an unknown market. On what

grounds they must be taking decisions to invest millions of dollars? Is it because their competitor did

invest so did they? Or any friend of the CEO invested in India and so did the CEO. NO!!! The decision

process was quite serious. All these foreign companies used to study a lot. They used to spend days,

nights, weeks (in some cases weekends also), months together to understand about the Indian

Market. They used to study about their competitors, customers, vendors and every element

attached to their business. YES!!! SERIOUS EFFORTS OF COURSE!!! Then why is the survey show that

more than 50% of the Joint Ventures fail? Why there is a need of INSURANCE in M&A deals? Many

times I have heard that the market is “DOWN” or “SLOW”, so we will enter India once the market is

“UP”. Is this completely right? NO!!!

So, there is something missing!!! What’s that? I always used to think, think and think. After

sacrificing the monthly fat pay cheques, and getting some time for my own, I got the answer. It is a

small link which is missing. First hand market knowledge. Please read it again... not only market

knowledge, it has to be “First Hand Market Knowledge”.

Dear all, I proudly present the most unique and niche service in India- “360° Market Evaluation”

For all those who are reading this document- your inputs are most welcome. We are in constant

endeavour to improve our quality and range of services.

Why 360° Market Evaluation

How does it start?

Generally, the thinking process gets triggered by some of the factors mentioned below. Once the

thinking process starts, we obviously tend to study a lot about various possibilities. Fortunately or

unfortunately, the knowledge is just few clicks away from us. Let’s examine some of the triggering

points:

Prospective/ Existing Clients:

Many companies adapt a rout to by following the clients. It’s one of the best strategies

companies can adopt. Whereas, some companies may get carried away. Following the

“CUSTOMERS” is good, following the “CUSTOMER”? I think we all need to re-think on this

Investment Banking Firms/ Consultants:

We have observed that foreign companies are frequently contacted by consultants from

emerging markets like Korea, China, and India (of course I am also part of the league). IB

firms contact European/ American companies because they have a mandate from their

client to find the strategic partner from these regions. Obviously, the foreign company which

is “Thinking” to enter India now starts thinking very seriously about it.

Competitor/ Prospective Partner

In some cases I have also witnessed the situation where the foreign company entered Asian

market because its competitor did so. This is a great strategy provided we have the

complete market knowledge. Apart from that I have seen many foreign companies starts the

process of market entry as they get contacted by some of their prospective partners.

How do They Judge the Market:

Once we start thinking about getting in to the market we start studying the market dimensions very

seriously. Some of the methods we adopt are:

Market Reports:

Today the market reports published by third parties are easily available on the internet. We

just have to open Google and type “Indian Automotive Industry” or “Indian IT Industry” or

“Indian Education Industry”. And you will get 100s of results within faction of a second. You

will find many reports published by many big brands. But remember, the perspective of

these reports may not be what you are looking for.

Information Memorandums (IMs)

While the European/ American companies are in touch with the IB firms, they receive lot of

information by the way of Information Memorandums (IMs). This document also includes

impressive primary and/or secondary information on the market.

Visits by The Prospective Partners

There are so many Asian firms which warmly welcome European/ American companies for

the strategic relationships. During their visits to Europe and US, they tend to present the

information on the Indian market.

Projections

Well, the internet is full of projections. Some of them are derived by the way of logical

analysis as well. Some are again just the research reports.

Conferences/ B2B Meets/ Events:

This is a very common and to some extent effective way of gathering the market knowledge.

European/ American companies visit India during the trade shows, conferences, B2B

meeting events and try to study the market demand or drive. Well, good enough! But is it

good enough on the basis of which you can invest millions of dollars?

What is the Right Method?

Obviously, all will agree with me. The first hand information coming directly from the entities

directly connected with you is the most accurate and reliable information. There are so many facts

that no report can cover all the information in few pages. Your prospective client will know his

expectations and projections better than any market research firm. Analysing the competitor will

give you better insight on your SWOTs. Understanding the legal, financial and other statutory

requirements will help you better to decide the best rout of Market Entry.

What is “360°Market Evaluation”?

When I discussed this Idea with my friends, my mentors, my critics, etc. I received one common

revert- “What’s new in this? We study so many theories in management lessons... like P.E.S.T.E.L.

analysis. Everyone knows this”.

My answer is very simple- “Yes, we have studied, we know, but we rarely implement”.

We at ExpanZeus are committed to provide complete 360° perspective to all those companies who

want to enter India with adequate market knowledge.

In the quest to make you completely equipped with the market knowledge, we arrange your

meetings with all the officials representing factors which can affect your business in India. Or other

words, we bring all the facts on the table so that the foreign company/s can evaluate the market

attractiveness more precisely.

360°

Clients

Competetors

Suppliers

Human Resource

Legal

Compliances

Locations

Technology

Finance

Politics

What we exactly do:-

For those companies who wants to explore the market to the deepest, we arrange face to face

meetings with all those people who can provide the most accurate and reliable information related

to specific industry. During this phase we take care of the logistics (travel, lodging, boarding, etc.),

professionally managed meetings, comfortable stay and the solution document.

Logistics:

We provide the complete logistic plan and arrangements for the officials travelling to India. Right

from arrival at the airport till departure. We provide comfortable and safe chauffeur driven vehicles,

flight bookings, hotel reservations and so on. We will be completely responsible for your hassle-free

stay in India.

Optimised Utilisation of Time

Time is the most prestigious resource. All your meetings and travel schedules will be so

arranged that you can cover most of the meetings and visits in minimum possible time. We

will arrange the schedule in a way that you spend most of you time gathering the knowledge

on the market and minimum time in travel.

Most Relevant Meetings

The meetings scheduled will be most relevant to your business needs.

Safety

Your safety is our prime concern. Throughout the schedule and travel you will be

continuously accompanied by one of the resources of ExpanZeus to ensure your safety and

comfort.

The Best & Affordable Stay

We have strong business tie-ups with best of the hotels in India. Our relationships will offer

you most reasonable cost of the accommodation and food.

No Hidden Costs

All the original bills and receipts will be handed over to you for the records. Be rest assured

that there will not be any hidden or extra charges above your actual spending.

Translators Available on Request (German, French, English, etc.)

We also can provide a translator for your officials if needed. These services can be availed on

demand.

Land on the Airport & walkout

Introduction with ExpanZeus Officials & Rest

Face to Face Meetings as scheduled

Report Compilation

Drop to the international airport

Departure for the next destination

Meetings:

This is of course a 360° market evaluation for you and your company. Before you make any critical

decision, we would like to assist you to examine the market at its deepest. We will plan your

complete meeting schedules with your Prospective customers, Distributors, Vendors, Competitors,

Employees (HR, Admin, Technical Heads, HoDs, CEOs, etc. as per your requirements). Along with this

we also help you to visit 2 to 4 possible locations for your set up. This will help you to experience and

realise the market dynamics. One of the senior officials of ExpanZeus will be always there with your

officials to assist in all the meeting

As far as travel is concerned, we suggest you to travel only to meet you prospective clients,

competitors, vendors, and partners and to visit your prospective locations. Rest of the knowledge

points will be arranged at the hotel you are staying.

Prospective Clients

We have a great reach and contact base with most of the leading organisations in India. We

hardly believe that there might be an organisation in India where we might not be able to

penetrate. Our strong relationship in the market with CxO level officials will be handy for

you to have face to face meetings with your prospective clients. This gives you hands on

knowledge about your CLIENTS’ expectations. The most accurate point of your study on

“Market Attractiveness” or “Market Potential”

Prospective Competitors

At ExpanZeus we understand that the knowledge about the competitors is equally important

as the knowledge about your clients. In fact, in some cases we have seen it is more critical

than any other factor. We organise your face to face meetings with your competitors so that

you can analyze “Where We Stand”. This will also help you to understand your shortfalls and

leading edge. Understanding the technology with your competitors will also benefit you in

winning the clients when you enter the market.

Prospective Vendors

India is a huge market. You name the requirement and you will have numerous options to

chose from (unless you are in very niche segment). Whereas, it is very important to select

the quality oriented and reliable vendors in order to fulfil your clients’ need. Choosing a

wrong supplier may prove hazardous to the business. We will arrange your visits to your

vendors’ locations so that you have the best of the options ready even before you step in

India.

Prospective Human Resource

If you are entering in India on your own, this factor will prove to be the most critical factor.

India is the country where you will get the most qualified human resources very easily.

Whereas, it depends a lot on your requirements also. We carry this exercise to arrange your

meetings prospective employees so that you understand the expectations, attitude and

quality of Human Resource available in India. We generally arrange one meeting per HoD

level position, but on your request we can customise the meetings.

Prospective Partners

In many cases we have seen that irrespective of healthy financials of the foreign company,

technical expertise and so on, some businesses need local partners to attract the business

and manage the local process. This happens when partners complement each others’

activities. While we study you business and market, if required and demanded we arrange

the exploratory meetings with your prospective partners as well. This will help you to

understand the probable models of business associations, points of negotiations, quality

standards of available partners and so on.

Legal Advice by Best of the Lawyers

Obviously we have the solutions by the way of which you don’t even have to establish your

legal entity in India and still manage your business. Nonetheless, for those who demand the

legal presence in India, we make sure the learning curve is as smooth as possible. We have

the panel of best of the legal professionals with us. While you are stationed at your base

location in India, one of our legal associates will present the complete information on

statutory requirements and other legal dimensions, specifically related to your domain. This

discussion will be highly customised.

Financial Compliances

We have best of the Chartered Accountants, in-house empanelled with us to assist you in all

your financial statutory requirements. Our CAs can assist you right from formation of the

company till structuring your financial data and till appointing an external audit firm which

will be needed for periodical audits. We will also assist you in streamlining your periodical

internal audits. We also have best of the consultants for your certification requirements like

ISO, TUV, etc.

Financial Institutions

For all you banking needs you can explore our strong connection network with financial

institutes as well. Our network will introduce you to the Banks, NBFCs, Insurance Companies,

etc. This will take care of your various requirements like company accounts, salary accounts

for your staff, overseas fund transfer, local funding, insurance and so on.

Prospective Location Visits

According to your industry, preferences, requirements and other dimensions, we will

shortlist about 2-4 prospective locations for your business. We have more than 25000

listings of commercial properties all over India. Therefore- large pool of options when you

decide you enter India. Whereas, these 2-4 prospective location visits will provide you an

insight of what you can expect from the available options.

Solution

Once you are done with your evaluations, we also submit the solution document to you with the

recommendations on the best possible market entry strategy with detailed road map. As a

management consultant, the solutions will be practical and best suitable in terms of your available

resources and synchronising with your vision, mission and requirements. This can be matched and

combined with the report submitted by your officials to arrive at the best results.