How to Systematically Identify the Most Suitable Local Partner Company in China, Brazil, Mexico or Russia

In the following article, we outline how we approach projects for clients who seek to boost Consumer Health and Pharma sales by introducing their products into promising foreign markets.

Geographic Locations: China, Brazil, Mexico and Russia


ProjectDuration: Only 12 weeks


Customers’ challenges:

One of our recent clients was one of the leading European players in innovative medical device products. However, this company lacked in-depth knowledge of the Chinese healthcare market and the specific national requirements that the market posed. They ask

ed us for a detailed market overview, followed by a systematic analysis of possible suitable partners in the Chinese Pharma market. The choice of the right partner is one of the most critical factors in both the launch and longevity of any company or product as it enters a new market.

picture by Lima Pix – Copacabana, Rio de Janeiro, Brazil

Our other recent clients were companies that mainly focus on healthcare products. These companies sought to further expand their international product portfolios in Latin America, specifically in Mexico and Brazil, as well as Russia. We helped them to successfully enter the Pharma markets of Mexico, Brazil and Russia.

It requires a great deal of work to switch partners after one or two years, particularly because retail outlets will need to be convinced a second time to sign with the company. Additionally, companies sometimes decide to collaborate with partners that they recently met at an international exhibition. From our experience, however, such an arrangement very rarely results in a long-term and beneficial relationship. Suitable partners are difficult to find, and they may not attend international Pharma and OTC exhibitions.

The CPC Systematic Solution:

Our CPC Systematic Partner Search Process was fine-tuned over the course of the successful implementation of numerous projects throughout the past few years. After early discussions we handed over our long list: an overview and analysis of all interesting and possible local OTC and Pharma partners in China, Mexico, Brazil and Russia. This is a very time-consuming process, but it is important to seriously consider all potential collaborations. Our expert experience and extensive network enable us to specialize in these specific searches.

Afterwards, we conducted a detailed and in-depth analysis of the companies on the long list, which paved the way for an insight analysis of the top 5 companies with the most potential in the respective target countries; we refer to this group of companies as the target list. Throughout the whole process, we maintained close relationships with our clients and provided regular feedback.

The last step in such projects is the compilation of a short list with the 2-3 most dynamic companies. The final stage of the selection process is then based on a business case, including a three-year plan. We involve the client through each step.

The added value for our clients:

  • Save a lot of valuable time and money by avoiding “getting to know meetings”, since we use our expertise to organise and present the selection process in a short and systematic way.
  • Identification of the most suitable dynamic local partner in only 10-12 weeks.
  • Sign distribution contracts only 3-4 weeks after meeting with the final candidates in the local market.
  • Time to market: The respective clients and new partners in the four countries matched well with one another and our first client managed to register their product in only three months’ time.