The Challenge
North America had accounted for around half of a Chinese robotics company’s revenue. Rising geopolitical risk and concerns about Chinese brands were weakening direct channel access. Investment in a local team and brand communications had not resolved the barriers, prompting the client to reconsider its market role.
Our Approach
We assessed brand and market-access risks and repositioned the client’s design and manufacturing capabilities as a potential OEM or ODM offering. Through authorised, confidential outreach, we approached three leading North American competitors to test interest in cooperation, supply arrangements and complementary product capabilities.
The Outcome
The client gained an alternative route to explore through OEM and ODM cooperation. Outreach to three leading competitors tested interest in its design and manufacturing capabilities and informed the next stage of partner discussions.
Scope: Export-control and certification assessments are handled by specialist advisers.