Importing and selling goods in Russia

Industry:FMCG| Country:Russia
05/03/2020

We collaborated with the customer to carry out market research, develop a detailed product assessment and plan promotional activities. We also helped them find would-be distributors and negotiate contract terms.

Customer

The challengeThe solutionThe result

The challenge

An international FMCG company was looking for a cost-effective way to test the Russian market and choose direct export over opening a representative office or hiring local staff. Without local staff with significant market experience, the company needed a dependable partner to import, distribute and sell its products in Russia.
The company’s brand was unknown to the majority of Russian customers, so marketing efforts were also needed to raise brand awareness.

The solution

Working in partnership with the customer's staff, we did market research, carried out a comprehensive product assessment and shaped a product promotional framework.
Our team identified the best prospective distribution partners and then launched an advertising campaign among them, holding product tasting events and giving away samples to those who expressed interest. Additionally, we assisted the customer in negotiating contract terms with prospective partners and provided them with comprehensive legal support.
We counselled the customer on import, certification and labelling issues that needed to be addressed to minimise delays in selling products to new partners.
Our expert approach offered an ideal way for the customer to obtain an accurate picture of the market before entering it without having to commit significant investment and take on the risks of hiring new employees or leasing office space.

The result

SCHNEIDER GROUP discovered retailers and distributors who were interested in the product, and they now distribute it through various sales channels across Russia.
Following our market research and promotional activities on the customer’s behalf, their turnover and sales volume rose, resulting in a lower purchase price. There is currently an increasing demand for the customer's product due to its increased distribution and promotion in Russia.

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