Search & Match - Case Study - Sourcing Division

Background
A German middle-sized company from the printing sector of textile industry planned to enter the Chinese market and tried to find a partner in China for their production in high-end fabrics. Being aware of the difficulties and risks of the Chinese market, the company turned to the polymax group to consult and support them. The overall goal was to coach them, to have the right approach of market entry.

Duration of the project
Approximately 6 months

Project
The first task given by the company was to find an appropriate factory. Polymax therefore focused on finding a suitable partner at a suitable moment. In addition to the research process, polymax also assisted in the decision whether to find a partner to join or to take over the company. After the research phase polymax continued support in the companies’ activities by assisting in negotiations, opening the deal and offering a detailed concept, how to adapt on the Chinese market. In order to find possible miss-matches polymax also analyzed the companies documentation and organizational structure.

Results
After having discovered actual miss-matches, the company agreed in not pushing too fast. The main conclusion was that the right company had been found, but it wasn’t the right moment for any cooperation.

Our advice
Quite often a straight line is NOT the shortest, when this line is hindered with cultural complications and divergence in business minds. Reasonable compromises at the right moment may help the strategic move.