The right business contacts pave the way

Searching for new business contacts through a global database can pay off. Flowtech International scored a direct hit in South Korea through Enterprise Europe Network’s matchmaking tool EEN Match.
The right business contacts pave the way

Flowtech International specialises in software for calculating ships’ resistance, propulsion and movements. The software is used mainly for optimising the shape of the hull and energy-saving appendages. Born out of research conducted at the Chalmers University of Technology in Gothenburg, Sweden, the company today operates in a very niche industry in a global market. 

Its customers are found among shipyards, universities and design institutions developing commercial ships. Operating as it does in a global market, the company faces many challenges.

“We are a small company, so it was good to get effective help with the first, vital stage of finding the right reseller”, Leif Broberg, CEO of Flowtech International AB, says.

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“We are a small company that needs to be especially careful about how we use our time, so it was very valuable to receive effective help with the first, important stage of finding the right business partner,”  says Leif Broberg.

Important to have the right competence locally
“Most of the countries we work with are far away, have a very different business culture than we have in Sweden, and naturally, there are language barriers. That’s why it is imperative for us to find the right resellers in countries that are strategically important for us. And we needed to strengthen our market in South Korea, which is one of the countries in the world that is building the largest number of big ships,” Leif Broberg emphasises.

Effective matchmaking saves times
Once a company has established itself locally in another country, the process of getting started can take up to a year and requires a large amount of human resources, travel and time.

“We are a small company that needs to be especially careful about how we use our time, so it was very valuable to receive effective help with the first, important stage of finding the right business partner,”  says Leif Broberg.

World’s largest business database
For several years now, Flowtech International has participated in the growth program, Expedition Framåt (Expedition Forward) in Business Region Göteborg. And it was also through BRG that the company got in touch with Enterprise Europe Network. They had tried to find a partner on their own in South Korea, but without success. But through the EEN Match business database the company found what it was looking for.

“We are familiar with pretty much all the main players in our industry all over the world and we have had our customers, primarily in Asia, since the early 80s. We actually knew about IMT Marine, with whom we have now signed a business agreement, but had never considered them as a possible reseller, so we really hit the bull’s eye here”, Leif Broberg concludes.

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