Global business Finsen Technologythe world-renowned pioneers of UVC innovation to control the spread of infectious pathogens, have entered into an alliance with a UK-based market opportunity specialist Sanollo.
The agreement, which once again demonstrated the effectiveness of Sanollo’s unique business model, created an all-new portfolio of authorized distributor networks for Finsen Tech in South Africa, Norway, Switzerland, Croatia and Spain.
Finsen Tech specializes in the design and manufacture of life-saving UVC disinfection products and services that can be used effectively in healthcare, hospitality and other industries.
Founded seven years ago, the company operates on the premise that UVC light is a known disinfectant for surfaces, objects and the air, and interest in Finsen Tech products has peaked due to increased awareness of infections (HAI), which UVC technology has been shown to destroy.
Finsen Technologies has an exciting product line and a great team and when we meet potential customers, the conversion to sales follows quickly. Major international trade shows, however, are crowded and competitive events and the expertise, market knowledge and contacts that Sanollo brought to the table were invaluable in bringing us face to face with decision makers and signatories. Finding new partners and distributors can be time consuming and costly and outsourcing our international business development to Sanollo has significantly eased pressure on staff and delivered the positive results we were looking for.
Bill Passmore, CEO of Finsen Tech Group
By choosing to partner with Sanollo, Finsen Tech has effectively outsourced its international sales and market development capability. For less than the cost of a single inside sales asset, Sanollo provided ten market entry reports, five signed distributors who purchased capital goods, and 3x sales to investment income – all during the first year.
Additionally, as Sanollo is a UK-based consultant, Finsen Tech was able to recoup some of its investment in Sanollo through the DIT Internationalization Fund which is designed to help eligible SMEs expand their international market presence by providing matching funding of 40% to 50% of projects up to £9,000.
Engagement with Finsen Tech, said SanolloDirector James Hardiedemonstrated that the return on investment provided by the Sanollo model of expert advice and advocacy significantly outweighed the cost to clients of employing their own in-house international business development specialists.
The return on investment (RoI) of using Sanollo’s experience, knowledge and business analysis processes is in the range of 300%, as opposed to salaries and other hiring costs over three times higher to achieve the same sales results. By engaging with Sanollo on this project, Finsen Tech has gained a team of three experienced medical sales specialists. Finsen Tech was able to scale its business development quickly and efficiently by leveraging Sanollo’s resources. By understanding Finsen Tech’s market, product and growth objectives, Sanollo was able to work with Finsen Tech to create the ideal distributor profile, engage directly with target partners and motivate them to proactively close sales. Our mission has always been to help the best medical technology enter new markets and our analytical reports, market strategy, trials and distributor management enable any company to grow its international business.
James Hardie, director of Sanollo
Sanollo has built its brand on the fact that having to sell a product to a succession of distributors can be time consuming and sensitive to cultural nuances in various international markets.
She managed channel partners in even the most challenging environments, such as India, Iraq and Nigeria, and continued to deliver success across a range of products from software to consumables.