Customer Profile
Provider of a sustainable technology based on nature which enables rapid and accurate cooling without the need for a reliable power supply.
Challenge
The client’s unique new cooling technology was being used successfully to revolutionise the vaccine cold chain, protecting life-saving vaccines in over 40 countries. They identified the global beverage market as an ideal candidate for the next stage in their development.
Global drinks manufacturers were beginning to recognise that that their future growth was in emerging economies, yet they had no solution to keep their drinks cool in areas with unreliable power supplies.
The first challenge was to understand their best route to market; drinks or refrigeration manufacturers. The client also wanted to uncover how attractive the markets would be and to develop relationships with global brands.
Solution
Fast Track Solutions developed an outline questionnaire for both beverage and refrigeration manufacturers.
The questionnaire was designed to elicit their goals and challenges in terms of refrigeration in emerging economies and to get a greater understanding of the size of their market. Respondents were also invited to meet with the client to get a greater understanding of their unique technology.
The project second phase was designed to create awareness among purchasers of refrigeration in global health NGOs, and stimulate engagement and dialogue, setting appointments with qualified prospects.
Results
- In-depth interviews and knowledge about the beverage market, including recommendations
- Introductory meetings with global specialist buyers in companies including AB Inbev, Diageo, SAB Miller and Red Bull
- Appointments set with NGO’s including International Rescue Committee, Save The Children International and IMEC America
