OPERATIONAL & COMMERCIAL PERFORMANCE: GROWTH DEVELOPMENT

OPERATIONAL & COMMERCIAL PERFORMANCE:

GROWTH DEVELOPMENT

OPERATIONAL & COMMERCIAL PERFORMANCE: GROWTH DEVELOPMENT

BACKGROUND

A manufacturer of returnable packaging materials for the automotive industry with stagnating sales engaged EWA to identify and qualify sources of business growth potential.

OPERATIONAL & COMMERCIAL PERFORMANCE: GROWTH DEVELOPMENT

APPROACH

360° Opportunity Assessment

- An extensive review with the client of the construction and technical aspects of the current product portfolio, the market, adjacent verticals, competitor products & customer base.

Opportunity Identification

- Identification and validation of 12 key industries as qualified verticals for expansion – based upon ease of adaptation, market size, growth potential and profit margin
- Total of 1300+ potential new customers

Short-listing of 5 core industries of focus for a deep dive analysis

- Off Road Vehicles, HVAC, Outdoor Power Equipment, Pharmaceuticals, Consumer Electronics
- Total of 370 potential new customers

Opportunity Leveraging

- EWA prioritized the top 10-12 companies per sector (sales channels, geographical location, etc.)
- EWA conducted an in-depth investigation of each company & senior management and then delivered a biographical summary and contact information for 63 companies

OPERATIONAL & COMMERCIAL PERFORMANCE: GROWTH DEVELOPMENT

RESULTS

- The client signed contracts with 9 new business partners
- 13% increase in sales within 18 months

Timely Topics To Drive Growth.

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OUR CLIENTS

accessdata

Adler Pelzer Group

Accuride

aseptia

alliance

amercable

americhem

anisa

calient

corning

chemco

climate-master

curtiss-wright

federal-signal

greenheck

flexco

gore

hilite

HJ-Baker

Icee

mascoat

merichem

micromeritics

nanotex

oerlikon

plasticolors

rudolf-group

silfex

sweco

tile-shop

tedia

titeflex

weber

Operational & Commercial Performance: Investigation and Correction of Employee Trade Secrets Theft

RISK MANAGEMENT:

INVESTIGATION AND CORRECTION OF EMPLOYEE TRADE SECRETS THEFT

RISK MANAGEMENT: INVESTIGATION AND CORRECTION OF EMPLOYEE TRADE SECRETS THEFT

BACKGROUND

- A manufacturer of specialty chemicals had lost 70% of company customer base due to TS theft
- The previous Operations Director in China had removed electronic drawings and other IP over a 2-year period, set up a competing company and bribed the purchasing managers to move their purchases to his new company.
- EWA was engaged to investigate the claim and develop counter-actions

RISK MANAGEMENT: INVESTIGATION AND CORRECTION OF EMPLOYEE TRADE SECRETS THEFT

APPROACH

RISK IDENTIFICATION

- Investigation and confirmation of the existence of the new company and the individual’s equity ownership
- EWA obtained product samples and verified a trademark violation

Risk Mitigation

- Recruitment of local Chinese attorneys and the filing of a legal claim against both the company and the individual
- The competitive office, workforce, sub-contractors and customer base visitors were investigated
- EWA contacted the client’s original customer base to inform them of the various illegal actions and acts of corporate espionage
- Legal proceedings cannot be disclosed due to confidentiality restrictions

Long-Term Risk Prevention

- Development of a comprehensive asset protection program

RISK MANAGEMENT: INVESTIGATION AND CORRECTION OF EMPLOYEE TRADE SECRETS THEFT

RESULTS

- 75% of the lost customer base returned to the client within 7 months
- No new acts of corporate espionage or theft

Timely Topics To Drive Growth.

Sign up for our webinars.

OUR CLIENTS

accessdata

Adler Pelzer Group

Accuride

aseptia

alliance

amercable

americhem

anisa

calient

corning

chemco

climate-master

curtiss-wright

federal-signal

greenheck

flexco

gore

hilite

HJ-Baker

Icee

mascoat

merichem

micromeritics

nanotex

oerlikon

plasticolors

rudolf-group

silfex

sweco

tile-shop

tedia

titeflex

weber

Operational & Commercial Performance: Joint Venture 360 Asset Protection Training

RISK MANAGEMENT:

JOINT VENTURE 360 ASSET PROTECTION TRAINING

RISK MANAGEMENT: JOINT VENTURE 360 ASSET PROTECTION TRAINING

BACKGROUND

A US Chemical company was negotiating a major joint venture with a local Chinese business partner and very concerned that asset theft could compromise sensitive merger negotiations.

RISK MANAGEMENT: JOINT VENTURE 360 ASSET PROTECTION TRAINING

APPROACH

Development and Implementation

- Development and implementation of a comprehensive training program outlining the various aspects of domestic, foreign and state sponsored industrial espionage.

Training Program Created to Provide in-depth explanation of the following methods of corporate industrial espionage:

- Office – physical and IT areas of exposure
- Traveler’s computer/laptop/mobile device security
- Areas of exposure – immigration, hotels, meeting rooms, etc.
- Techniques imploded – Blackmail, Elicitation, Indigenous recruiting, Listening devices
- Technical surveillance operations

Actions and Tactics

- Specific mitigation actions and tactics divided into before, during and after visit segments were presented to in-country staff and executive travelers

RISK MANAGEMENT: JOINT VENTURE 360 ASSET PROTECTION TRAINING

RESULTS

The joint venture negotiations team implemented asset theft prevention measures and the negotiations proceeded without complications.