Global Advance is a team of business development specialists with exceptional talent and experience in designing effective solutions for our clients’ needs. Following are the services that we offer:
Markets in Russia and the CIS region for consumer electronics, home appliances, telecom services, and B2B services operate under specific rules that are different from those in developed US and European markets. Without the right knowledge base, it can be difficult to consider all of these rules to find the right set of partners to help you cover all areas and regions in a timely manner. Even if you find an appropriate partner to represent your services and goods, there is no guarantee that they will help you succeed in all market segments and sales channels.
Pain Points:
When your partner
- does not have adequate distribution or coverage
- is not focused on your brand or product categories
- cannot set up and maintain effective merchandising
- does not have proper payment discipline
- uses your marketing resources for other projects.
Under these circumstances, you have a high level of financial investment, travel costs, and negotiation time without any positive measurable outcome.
Here is an example of an actual business case:
- You find a large partner (broadliner), but they are not focused on your brand or product categories
- Your partner is reliable but does not have enough influence in the market and suffers from narrow distribution channels
- Your partner tends to become unreliable, leading to problems accessing credit lines and receiving payments
When you work with Global Advance, we
- analyze your product categories, the competition, and the current market situation and find the right partners to bring success for your specific products within effective sales channels
- examine the financial stability of all potential partners, their real impact in the market, and their potential for development of your brands.
Strategic marketing planning, positioning and messaging.
Most brands initiated in Russia and the CIS region lose between 6 and 18 months of time searching for a successful market strategy to reach maximum presence in markets and customer bases. Challenging market dynamics and strong competition can lead to unacceptable delays in brand development and hamper success.
A chosen business strategy may not always suit target market expectations in the specific country.
Pain Points
- Lack of knowledge of local markets and the competition
- Poor choice of instruments and strategies proven in existing markets but not effective in Russia and the CIS region
- Difficulty launching new products or product categories due to poor timing or lack of sales channels
When you work with Global Advance, we
- create a successful market strategy that considers the local specifics of every region and market segment
- offer deep knowledge of partners from distribution to key players within various sales channels including B2C and B2B segments
- create an action plan and monitor deadlines and milestones in each market segment
- provide effective and efficient communication of the chosen marketing strategy to distribution, retail or e-commerce, and wholesale partners.
We develop positioning strategies that take into account specific Russian cultural peculiarities.
When working to develop new markets for a product, most companies are not ready from the outset to register a legal entity and have their own office and warehouse facilities. The launch of new products and new partnerships needs continuous guidance from the vendor’s representatives - distribution of products is not sufficient because they must follow all local regulations and provide the correct certifications.
Pain Points
- difficulty controlling new markets when working outside the region - unexpected delays and problems may arise that cannot be solved in a rapid turnaround time
- representative office and warehouse facilities are too expensive in the first phase of doing business in new markets
- Specific requirements of complicated local government regulations are often not controlled by the vendor and lead to delays and financial losses while working with distributors and partners, especially in retail and e-commerce channels (such as certification and labeling requirements)
- Distributors are not completely devoted to your product categories (in most cases, product and brand managers inside distributors operate with 10+ brands at the same time) and sometimes represent similar products from other (often competing) manufacturers
When you work with Global Advance, we
- offer time, energy, and a high level of support from our experienced team to develop sales channels and product categories and keep control of the overarching strategy, including key partners in various market segments, market trends, competition activities, and legal regulations
- are ready to professionally support you by taking care of all required activities, finding meeting and showroom facilities and locating the minimum required warehouse space along with loading, unloading, and delivery services
- leverage our extensive experience in solving various bureaucratic legal issues for our clients; we guarantee an effective, legal, and reliable launch of your products and product categories and offer ongoing monitoring and problem solving for potential issues
- commit our team to be 100% focused on your brand; we won’t sign contracts with any competitors of our clients. We will establish long-term partnerships based on high ethical standards and the strong efficiency of our services - an approach that is proven by the long-term contracts we have with over 75% of our clients.
An omnichannel sales strategy for customers in-store and online provides your brand with the highest level of market penetration, but it requires a precise focus on value creation and continuous management of all the sales channels.
Global Advance has deep sales expertise and market knowledge in developing an efficient omnichannel sales strategy to identify your ICPs and present all product categories of your brand. Together with Global Advance, you can estimate and plan for the necessary investments and sales potential in each of the sales channels.
Pain Points
- Difficulty in prioritizing sales channel potential and capacity and identifying product categories to fit these exact channels
- Failure to focus on the technical aspects of products, or keeping pace with competitors rather than identifying the actual customer expectations
- Wrong identification of priorities and specific capabilities of the sales channels in building a strategy to grow the market share of product lines
When you work with Global Advance, we
- take advantage of our wide network and deep understanding of market segments to help you prioritize and focus on key sales channels
- offer our detailed knowledge of Russian and CIS market processess and our network of leading federal and regional distributors, wholesalers, and retail and e-commerce outlets; we recommend a balanced product range, maximizing sales potential in every sales channel
- are ready to assist you with preparing an omnichannel roadmap with only the sales channels that have high potential for your product categories.
Many vendors underestimate the importance of reliable market control; even loyal distributors sometimes focus more on their own business than on the vendor's business. Complicated customs procedures can lead to possible illegal import, damaging established price policies and brand reputation.
Global Advance, as a first priority, defends brand reputation and vendor interests in a fully transparent manner at every level and market segment, which leads to a long and profitable cooperation and reliable brand growth.
Pain Points
- Vendor loses customers because of unaligned SRP difference in sales channels, leading to sales channels price wars
- Potential distributors may offer different conditions for the same product categories that should be synchronized, leading to distributor price wars
- Gray or illegal imports with different initial conditions and risks of stiff penalties from retail players
- Off-target marketing expenditures, such as marketing budget spent on different customers or private brands
- Delayed or inadequate response to competitors’ activities because of lack of market control
When you work with Global Advance, we
- control price policy among all distributors
- design an omnichannel price policy and transparently manage it in different market segments
- prohibit illegal import schemes involving the customs office and other market regulation authorities
- implement independent marketing budget control through effective and targeted expenditures for your brand or product categories
- monitor and control relevant competitors’ activities and offer proposals for counter measures.
Global Advance helps you organize your effective time in Russia, a schedule of business meetings and everything necessary for your better understanding and transparency of doing business in the region
Global Advance helps you organize your time in Russia and the CIS region through efficient scheduling of business meetings and activities necessary for a clear understanding of doing business in the region.
Pain Points
- the wrong choice of a partner leads to inefficient business and negative financial results, losses, and even debts
- your managers or directors spend time looking for a partner remotely, with two likely outcomes:01Case 1: you find a satisfactory partner with a small office, poor financial abilities, and insufficient influence on the market with low coverage of the region; the partner assures you that if you continue to spend additional time and money, you will achieve results.02Case 2: you find an adequate partner with a luxury office, large team, and a wide partner network with coverage of most of Russia and the CIS region, but they have a lack of focus or interest in presenting and promoting your brands. In this scenario, you may spend even more time than in Case 1, because the partner seems to be well matched and powerful, yet the decision to cancel the partnership comes too late.
When you work with Global Advance, we
- help you choose focused and effective distributors
- analyze the market structure and segments to schedule meetings with only the most effective retail, e-commerce, and B2B customers tailored for your product range.
Launching a new product is a critical step for a business that is entering a new national market. Global Advance is ready to provide comprehensive support at all stages of your product launch, including ATL and BTL marketing activities. We offer smart, effective, and transparent solutions based on strategic marketing principles that have proven to be effective in Russia and the CIS region.
Pain Points
- Limited understanding of market specifics and regional mentalities that is needed to launch successful incentive programs; not all marketing activities are allowed by retailers and reseller policies in Russia and the CIS region
- Lack of reporting and ad hoc feedback in execution of marketing and incentive programs while working from abroad
When you work with Global Advance, we
- have proven expertise in launching omnichannel marketing and incentive programs in different market segments targeted at regional audiences, with consideration for local specifics and successful marketing experience
- Work daily to reach the vendor’s marketing goals and are ready to make decisions to adjust and improve marketing activities.
Partners working with Global Advance have extensive experience working as interim and anti-crisis managers in various markets in Russia and the CIS region ranging from consumer electronics and home appliances, to telecom, and to construction.
Interim or anti-crisis management is necessary when a company needs to change its approach or is in a crisis, or when a key person unexpectedly leaves the company. With our extensive experience and wide networks we can offer efficient and focused partners with new ideas and vision for your business.
