Market access and trade
A working route into Nigeria or Malaysia, the two markets where we have offices today. We handle entry, sourcing, distribution and local representation on the ground, so you can prove a market before you build in it.
What it is
Market access is the work of getting a company into a country it does not operate in. Trade is the movement of goods once it is there. We do both, with our own people in Lagos and Kuala Lumpur.
HENOVERA Market Access assesses the market and plans the entry, then represents you locally. HENOVERA Trade sources products, appoints and manages the distributors, and coordinates each shipment with licensed freight and customs agents. You get a presence in the market without opening an office in it.
From day one
- Market assessment and entry planning for Nigeria and Malaysia
- Local representation: a presence in the market that acts for you and reports to you
- Product sourcing from suppliers we have checked, in either market
- Distributor search, appointment and management
- Trade between the two markets, coordinated with licensed freight and customs agents
Later
- Our own presence in the UAE and the Middle East, the next region in our expansion sequence
- Offices in other African and ASEAN markets, which are served today from Lagos and Kuala Lumpur
- Warehousing and fulfilment under our own management
Who it is for
Companies with a product or a need on one side of a border and nobody they trust on the other. These four situations are typical.
You have a product and no route into West Africa.
You can see the demand in Nigeria for what you make, and you have no importer, no distributor and no one to call. We build the route and stand behind it locally.
You want to sell into ASEAN and do not know where to begin.
You are looking at Southeast Asia from outside it. Malaysia is a practical first base: English is widely used in business, and its ports connect to the rest of the region.
You need a supplier you can rely on from a distance.
You buy in Nigeria or Malaysia, and the product you need is at the other end of the corridor. You want someone local to check the supplier and answer for quality and delivery.
Your distributor has gone quiet.
You are already in the market through a distributor that no longer reports, pays late or sells competing lines. We review the arrangement, then repair it or replace it.
Who it is not for
A company looking for a one-off spot trade, or for someone to move goods we cannot stand behind. We take on a product when it has a market worth building, and we say so when it does not.
How an engagement runs
Five steps, from a plain answer on the market to goods moving through it. You can stop after the first if the answer is no.
Assess the market
We test the demand, the price points, the competition and the regulatory requirements for your product. You get a plain answer on whether the market is worth entering before you spend on entering it.
Plan the route
We set out how the product will reach the buyer: direct, through a distributor or through a local partner. The plan covers registration, pricing, logistics and who answers for each.
Appoint the people
We find and check the distributor or supplier, and negotiate their terms with you. From here, HENOVERA Market Access is your representative in the country.
Move the first order
HENOVERA Trade coordinates the first shipment and stays with it until the goods have landed, cleared and been paid for.
Manage and widen
We manage the distributor and report sales and stock. Problems are dealt with locally. Once the route is steady, we look at the next product or market with you.
What we do
Assess the market and plan the entry. Find and check the distributors and suppliers, then manage them. Coordinate each shipment with licensed freight and customs agents. Represent you in the market.
What you do
Supply the product, its documentation and your pricing limits. Decide whether to enter once you have the assessment. Approve the distributor or supplier, and sign the agreement with them.
What you have at the end
A route that goods and money have already travelled once.
A decision you can defend
A market assessment that says enter, wait or stay out, with the reasons.
A signed distribution or supply agreement
With a company we have checked, on terms you approved.
A landed first shipment
Goods through customs and paid for, with the paperwork in order.
A representative in the market
HENOVERA Market Access answers for your product locally and reports to you.
Who delivers it, and where
Two founding operating companies share this work, in the two markets where we are present today.
Delivered by
HENOVERA Market Access opens the market and represents you in it. HENOVERA Trade moves the goods.
Where it sits in the SBPG Core Method™
Every engagement passes through all ten stages. Market access and trade does most of its work at three: bringing distributors and suppliers to the table, doing the work on the ground, and taking a working route into the next product or market.
- 01Discover
- 02Diagnose
- 03Design
- 04Connect (core stage for this capability)
- 05Structure
- 06Execute (core stage for this capability)
- 07Measure
- 08Expand (core stage for this capability)
- 09Institutionalize
- 10Renew
Tell us which market you are looking at.
Name the product and the market in a few lines. We will say plainly whether we can help.
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