Background and Context

The Client had successfully sold millions of devices across over 200 countries but despite strong brand equity and growing demand, the Client faced significant distribution and operational challenges in key international markets. These challenges required a strategic partner capable of navigating complex local environments, optimizing distribution, and driving market growth. Groma was engaged to deliver this support.

Challenges Faced by the Client

1. Market Entry Challenges in Brazil
- Despite high consumer interest, legal and tax complexities made it difficult to operate efficiently in Brazil.
- Direct-to-consumer sales were hindered by customs delays and high shipping costs, frustrating customers and reducing conversions.
- An informal market undercut compliant distribution channels, creating unfair price competition.
- Limited official distribution and certification constraints further restricted access to mainstream sales channels.

2. Underdeveloped Distribution in Asia
- Entry into key consumer electronics channels in Asia remained limited due to internal capability constraints, unsuccessful past attempt to develop distribution and limited market knowledge

- Additional support was needed to reinforce the internal team and establish viable local distribution.

3. Strategic Alignment Needs
- The Client required partners who prioritized long-term brand value and understood the premium, tech nature of its products.
- There was a desire to shift from specialist segments toward broader adoption, requiring new approaches to retail, marketing, and logistics.

Solutions Provided by Groma

1. Market Entry Support for Brazil
- Groma identified and evaluated multiple qualified distributor candidates based on strategic criteria including import capabilities, ecommerce platform presence, retail access, and regulatory expertise.
- A high-potential distributor candidate introduced by Groma was selected by the client based on its strong ecommerce rankings, brand partnerships, and fulfillment capabilities.

2. Distribution Optimization in Asia
- Groma supported the Client’s internal sales lead by providing distributor sourcing services tailored to each Asian market.
- The team contributed market insights and local execution strategies adapted to cultural and regulatory nuances.
- With an established presence and past collaboration with regional partners, Groma accelerated access to credible sales channels.

3. Flexible Engagement and Consulting
- Groma structured its engagement to offer immediate impact with minimal upfront costs, including a reduced initial fee and success-based incentives.
- Consulting services were made available on an ad hoc basis to address emerging challenges and support ongoing commercial decision-making.

4. Risk Mitigation and Operational Efficiency
- Groma's involvement allowed the Client to avoid the cost and complexity of building in-house export infrastructure.
- With on-the-ground expertise, Groma ensured regulatory compliance, reduced cultural friction, and streamlined logistics.
- Their approach emphasized accountability and results, with alignment around shared growth objectives and transparency in performance evaluation.

Conclusion

Through its strategic guidance and operational support, Groma enabled the Client to overcome critical barriers in international expansion. From navigating Brazil’s regulatory landscape to optimizing distribution in Asia, Groma delivered localized, results-driven solutions. Their flexible, expert-led approach allowed the Client to accelerate growth without the overhead of internal expansion, establishing a foundation for long-term success in key global markets.