Solution: Solidiance sized the market by application segments, by types of Vietnamese companies, by compressor capacity, and by geographical locations. The engagement team also reviewed the Vietnamese distribution channels as well as benchmarked competitors' distributors to understand why the distributor was potentially underperforming.

Approach: The focus was to understand if the current Vietnamese distributor was performing up to required KPIs and if the market was indeed as attractive as originally thought. The team interviewed Vietnamese distributors of branded and unbranded air compressors, as well as direct large US and European competitors, as well as end-users. As a result the team was able to identified poorly served market segments in the Vietnam construction industry and a suggested better distribution agreement and support with the current Vietnam distributor.

Engagement ROI: The client's Vietnam distributor is now performing according KPIs set by HQ and has taken substantial market share in the Vietnamese construction industry. This was achieved with no disturbance to other ongoing channels nor lengthy legal matters.