Case Study / Buyer discovery
Automotive parts buyer discovery in the Middle East and a USD 380,000 contract
The situation
MIRAL J&P is a trading company specialising in engine, brake, body, suspension, electrical and HVAC parts for Korean-built vehicles from Hyundai, Kia, GM Daewoo, Renault Samsung and SsangYong. Under its own J&P brand it supplies core components such as bearings, oil pumps, alternators, starters, brake pads and filters.
The product range was already in place. The question was who in the Middle East aftermarket would actually buy it. Automotive parts run to a very large number of SKUs, and every buyer carries a different set of lines. On top of that, regional instability at the time made local meetings difficult to arrange at all.
What we did
In-depth market research
Mapping the market first, to find local buyers that matched the MIRAL J&P product range.
Buyer contact based on aftermarket trends
Analysing automotive aftermarket trends and approaching the buyers with a real point of overlap first.
Support through to contract
Staying alongside the whole process, from needs-based commercial discussions to the final contract signing.
The result
The buyer travelled to Korea for the meeting, and a contract worth USD 380,000 was signed. It took three months from kick-off to signature, in a period when regional conditions were working against the deal.
What this case shows
With automotive parts, sending the whole catalogue gets no reply. Narrowing down which buyer runs which lines, and only then making contact, is what carries a conversation through to a contract. It is also why people on the ground matter more, not less, when the region is unstable. Knowing who you can actually get in front of is not the same as holding a list.
If you have a decision to make in the Middle East
Tell us the target country, the product and where you are stuck, and we will come back with the scope worth discussing.
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