Component OEM Market Entry Strategy for China
A leading North American-based commercial aircraft component OEM engaged Alton to develop a market entry strategy to better support its Chinese airline customers – for both OEM new parts sales and MRO aftermarket support.
Our Approach
Leveraging the local expertise of Alton’s Beijing office, we performed comprehensive market research benchmarking the client’s primary component OEM peers in terms of their China footprint, sales team structure, facility and capabilities, and technical support organizational structure. In addition, Alton profiled Chinese airline buying behavior and outlined the regulatory environment. Alton developed a comprehensive organic and inorganic growth strategy looking at potential JV partners, licensed service center models, and potential acquistion targets.
Successful Outcome
Alton completed the project on-time and on-budget. The client has subsequently opened a distribution warehouse in China and hired an in-country sales and account management team that provide enhanced customer support providing a platform for continued growth.
