Valuable assistance to American Airlines positioning them as leading Latin American carrier via relationship with exclusive California marketing research firm, "Strategic Vision, Inc."
AT&T Tridom (Satellite Communications)
CHALLENGE / OPPORTUNITY:
Recently sold to AT&T, this client needed to respond to demand and expand internationally. Leading competition HUGHES was ahead of game in Latin America, and with major banking institutions. Management agreed to expand into Brazil and Mexico building strong local strategic alliances, and developing needed technology in order to compete.
LatinCo led the overall business development initiative with dedicated team from planning to execution. Development of required new technology became clear in order to compete in a "C-Band" satellite market. Development of major strategic local partners, and strategic acquisitions was paramount for success.
Latin America and Brazil became AT&T's success story for other international markets. Leadership in government sector in Brazil became key to beating competition Hughes in the financial and telecom sectors. C Band technology development led to similar development for success also in other Int'l regions.
Successful launch of Bellsouth phone card services into Mexico's principal beach hotel.
Valuable assistance to over 50 suppliers of Coke USA system, expanding their sales to Coke, Food and Beverage Industries throughout Latin America.
Numerous successful M&A projects for Coca-Cola Bottlers in Latin America … with total valuation over US$1.0 Billion.
Hussmann Corporation (Commercial Refrigeration)
CHALLENGE / OPPORTUNITY:
On the path to international expansion, Hussmann recognized the importance of Latin America for both, supermarket case sales, and the beverage cooler sales. They needed an infrastructure for sales and post-sales & technical services in key markets through distributors, acquire local manufacturing companies in key markets, …. And focus on selling to Coca-Cola and key supermarket chains.
LatinCo led an effort to evaluate Hussmann's capacity, then key markets conditions, … including competition, export sales opportunities, potential distributors, and potential acquisition targets. LatinCo developed and obtained approval on an Action Business Plan along with Hussmann's team.
Latin America is currently one of Hussmann's top revenue generating regions in the world. Mexico is its key manufacturing facility for the USA. Manufacturing operations in Brazil and in Chile. Exclusive distributors providing sales and post sales services in 13 countries in LA. The client realized:
Successful sales and distribution expansion of Hyde Tools (industrial blades division) to Mexico, Venezuela, Central America, and Argentina, … in direct sales engagements with industry leaders Bridgestone/Firestone, Goodyear, and Pirelli.
Expansion of Ingersoll-Rand's Safety and Security business into Brazil.
North American Sales and Distribution Expansion for Metaplus of Mexico (BEPENSA Group), … including launch of unique program and technology for SAB Miller Brewer in alliance with Marketing Associates / USA.
Assistance in the successful introduction and positioning of Penafiel of Mexico, the leading flavored bottled water company, into the lucrative US Hispanic Consumer market. - - the richest Latin consumer base in the world.
Price Waterhouse management consultants for organizational restructuring project in Latin America, spearheaded by LatinCo's alliance with "Strategic Vision, Inc."
As Quaker Oats' Latin American consultants, led the successful launch of Gatorade in the markets of Brazil (the third largest beverage consumer market in the world) and in Mexico (the second largest market in the world).
Royal Vendors (Snacks / Beverage Dispensing)
CHALLENGE / OPPORTUNITY:
In its third year in business, Royal management agreed that conquering a strong and leadership position in a virgin territory would impact their business in the USA. Competition had over 30 years ahead of them with major clients as PepsiCo, Coca-Cola, and other major brands.
LatinCo led an effort to evaluate Royal's capacity, the uniqueness of its technology vis-à-vis its competition, condition of key Latin American markets and accounts, and readiness of market for the vending business. It became clear local assembly or manufacturing would be required for real success. LatinCo and Royal developed a plan, focused in pioneering in this business in Brazil, and then in other markets.
Latin America became Royal's first international market, and 30% of its total business in its 3rd year. Its leadership with Coke in Brazil coupled with leading technology lead to US leadership w/ Coke in the 90's.
The client realized:
Launch of TAYANA Software Solutions (India) into 8 key Latin American strategic markets in contractual engagements with qualified local VARs (Value-Added-Resellers), … in record time of 12 months.
Successful Development of Market Study and Strategic Business Plans for the Expansion of 7-Eleven into Brazil.
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