Background
Micro-Works is a Singapore based
company with state-of-the-art
manufacturing facilities. It is a ‘One-Stop Optical Media Specialist’,
and provides CD and DVD replication.
Micro-Works have recently invested
in CD/DVD production technology
using the latest Mastering System and
CD/DVD Replication Machines with a
capability of producing over 2.5 million
compact discs and DVDs per month.
These increased capabilities meant
they needed to extend their market
reach to new customers who would
benefit from their now faster production
and higher quality replication.
Challenge
With market growth in mind, Micro-Works
decided to participate in the world’s largest
ICT trade fair, CeBIT, in Hannover.
The strategy was to attract IT companies
who sell their software using CD/DVD
media as well as IT companies who require
DVD/CD for their corporate profiles or
product lines.
The biggest challenge that Micro-Works
faced was they did not know the European
market or how to approach potential clients.
Solution
Export Solutions was already engaged by
the Singapore Trade Development Board
(IE Singapore) when they responded to
Micro-Works’ challenge. Export Solutions
began by identifying the characteristics
of the companies they were targeting at
CeBIT, and how they could be accessed.
In consultation with Micro-Works, Export
Solutions was able to set marketing
strategies which produced a research
database of potential targets that could
enhance Micro-Works trading opportunities.
Working with the client, Export Solutions
then narrowed the list of target companies
to a more focused group where capabilities
and information could be exchanged resulting
in more productive meetings at CeBIT.
Export Solutions involvement allowed
Micro-Works to concentrate on producing
an eye-catching booth, and completing
promotional material, confident in the
knowledge that there were a number of
meetings pre-arranged with quality targets
all through the trade fair.
Key benefits
- The partner search and business
matching by Export Solutions was
the driving force behind the overall
participation at this leading international
trade fair
-
Micro-Works met with a number of
interested companies, with at least one
of these becoming a loyal customer who
has consistently increased sales orders
Quote from the client
'Thank you Export Solutions for referring
us to potential customers during the CeBIT
Hannover exhibition. Your services have
provided us with a loyal customer who has
now been with us for 2 years and sales
orders have slowly increased. Without your
Business Matching we would not have
located this trade opportunity.' 
