Completed March 2026
French partner identification and contact services for US supplier of reusable temporary wall systems
The challenge
Objective
Find partners and distributors for a U.S. based manufacturer of reusable temporary wall systems that minimize disruption during complex renovation and construction projects. The company wanted to better understand demand across key sectors in France, including healthcare, airports, data centres, life sciences, hospitality, and commercial real estate, with a particular focus on identifying suitable equipment rental companies and distribution partners. France Market Entry Strategies was therefore requested to conduct a market research project to identify relevant stakeholders, and develop a targeted list of high-potential business partners aligned with the client's market entry objectives. This case illustrates how France Market Entry Strategies collaborates with U.S. state trade agencies and also with our partners from Prime Target and IBG Global.
The outcome
Results
The company was helped by an U.S. state trade agency to build a performant export action plan. The first phase of that assitance was providing support to identify their best export markets by delivering an export market selection report with experts from Prime Target.
The next phase was to start the go to market approach and the trade agency engaged IBG Global expert network for that job. France was one of the top markets and France Market Entry Strategies, as the French representative of the IBG Global, was in charge with the launch of the go to market phase for France.
Our team conducted a partner identification process using a filtering method based on the client's specific requirements. Potential partners were evaluated according to their industry focus, business model, geographic coverage, company size, and strategic fit. The research prioritized independent regional (also national where relevant) rental companies with established operations in sectors such as healthcare, data centres, hospitality, and airports. Each company was evaluated for its capability, market positioning, and potential willingness to invest in and support the client's innovative solution within the French market. The project resulted in a targeted contact list of 25 potential partners and direct introduction selected promising partners with expertise in the healthcare sector. We have also proceeded with BtoB introductions and the client identified at least one local partner.
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