Market Entry

Our sales and marketing services are intended to help you enter China and other parts of Asia rapidly with minimum investment and maximum impact. TriVista’s professionals have helped numerous Fortune 500 companies establish and manage sales operations across Asia Pacific in a variety of industries. We provide sustained sales representation in the region as well as project-based services that suit your market maturity stage and objectives.

Marketentry

Regional Sales Representation

With client managers based in the US and a marketing team in China, we use a CRM system and online project management tools to provide a seamless interface between our principals and the marketplace. TriVista acts as an extension to your sales and marketing organization, connecting you to customers and opportunities in the Asia Pacific region. Our professionals have extensive experience in OEM sales, key account management, channel marketing and customer service in the B2B market.

Asia Sales Shared Services

TriVista will help you hire and manage a dedicated sales professional or a cross functional team in China to market your products and services in-country as well as manage sales across Asia. You will have full control over the strategic direction of your company’s activities and initiatives while TriVista provides the day to day management and back office support to help your Asia team focused on achieving their goals.

Sales & Marketing Support Programs

Typical engagements include: sales partner selection, channel enablement, market entry feasibility study and local promotional campaign support. Through short term project-based assignments we offer our clients the flexibility, scalability, velocity and intelligence to start selling into Asia or to build on existing sales.

Greenfield Startups

Person Builds A Pyramid Of Cubes

TriVista’s senior leadership has established 13 Greenfield manufacturing operations across China, Singapore, and Mexico. When your team looks at relocating a manufacturing facility to leverage lower labor costs or simply to follow your customers, TriVista can help guide you through the country selection process, develop and implement a plan to have your factory up and running as soon as possible.

We start the process by working with clients to conduct detailed feasibility studies analyzing every aspect of the potential move. From site selection to supply chain development to government incentives and support we identify areas of risk and opportunity and ensure that the move makes financial sense prior to build out.

When you are ready to make an investment, we help you develop and execute the plan and guide you through the investment process from signing the lease on your new building to the ribbon cutting ceremony. Leveraging TriVista’s extensive Greenfield experience along with our commitment to operational excellence can help you make your start-up a success.

Phase I

Over the course of 10 to 14 weeks, TriVista will facilitate the development of a detailed feasibility study focusing on the following activities:

  • Facility Assessment
  • Manufacturing Strategy
  • Factory Layout
  • Site Selection Diligence
  • Tenant Improvements
  • Human Resources
  • Supply Chain & Logistics
  • IT & Telecom
  • S&OP Process
  • Engineering & Quality Processes
  • Financial Analysis
  • Legal, Banking & Corp Structure
  • Risk Assessment
  • Overarching Greenfield Strategy

Upon completion of these activities, TriVista prepares a formal report and presentation for the Executive Team and BOD

Phase II

The implementation timeline is directly related to the complexity of the operation being established. Simple manufacturing and distribution operations can be executed in as little as sixteen weeks after Phase I. During this period, TriVista collaborates with the client team to:

  • Negotiate & Finalize Site Selection
  • Negotiate & Finalize Contractor Bids
  • Support the process of obtaining necessary Government approvals & licenses
  • Assist client in establishing in country banking, payroll & tax services
  • Manage tenant improvements and new construction activities
  • Work with client to finalize factory layout
  • Schedule machinery acquisitions & transfer
  • Validate and schedule the acquisition of Raw or WIP inventory to be transferred or purchased
  • Manage the installation of machinery
  • Aid in the interviewing and hiring of employees
  • Coordinate employee training in USA
  • Assist in delivering first production runs

Phase III

Phase III is the official transfer of daily site responsibility over to client management.

For several weeks after the site is completed, TriVista supports their client as needed to complete the following:

  • Translation of operational metrics & employee correspondence into local language and characters.
  • Conduct employee training in local language
  • Follow-up with contractors or government officials

All projects vary in size, complexity and time.

Operational Due Diligence

At TriVista, we know operations. Our leadership team has experience running Fortune 300 business throughout the world. We know best practices and can identify area of risk and opportunity that cannot be identified through analyzing the financials. If your company is looking at acquisition targets overseas, TriVista can support your diligence team by offering on the ground, in country support. Our leaders have assessed manufacturing and distribution companies in more than 20 countries around the world. During our first two years of operation, we have advised on transactions with combined enterprise value of $4 billion.

Processdiagramb

We serve clients by using our unique, process driven approach to identify areas of risk and opportunity in the commercial, operational, and supply chain processes of clients’ target acquisitions. Our proprietary process helps clients understand every aspect of the operations of a target acquisition. Obtaining this knowledge and delivering it to clients quickly, clearly, and efficiently affords them the competitive advantage in the market. Leveraging their extensive industry experience, TriVista’s senior leadership team analyzes:

Manufacturing Operations:

  • Operational Tool Sets
  • Productivity Analysis
  • Industry benchmarking and Change Management

Supply Chain:

  • Strategic Sourcing and Integrated Management
  • Strategic Sourcing Skills Assessment
  • Material Segmentation and Savings Plan

Commercial Process:

  • Product Life Cycle Management and Pricing
  • Product Development and Engineering
  • Sales Channels and Commercial Intellectual Capital

Management Team:

  • Operational Knowledge and Skill Set
  • Willingness and Ability to Continuously Change
  • Areas of Concern and Opportunity

A step-by-step process focused on commercial process review, manufacturing & supply chain process review and operational deal hypothesis development.

Acquisition Integration

The Main Part

At TriVista, we support private equity clients at both the pre- and post-transaction stages, providing guidance and support during bolt-on and tuck-in acquisitions. Our senior leadership team works with leading middle market firms to develop acquisition strategies and assist in the integration of new acquisitions.

Ensuring the rapid development and deployment of integration plans is critical to the success of the acquisition and ensures maximization of shareholder value creation. Our team works hand in hand with management and equity partners to ensure risks are mitigated throughout the integration process. We help both the acquired and parent companies to maximize the potential of both organizations and realize synergies quickly.

Project Risk Management

The Main Part

To mitigate risks associated with any factory transfer or other major project, TriVista will lead a cross functional management team through our proprietary project risk management process aptly named the TriVista Transfer Failure Modes & Effects Analysis or "TFMEA". This proprietary, project risk management tool was developed utilizing years of experience in industrial engineering and relocating and moving factories all over the world.

Something is always going to go wrong when transferring or opening a new facility, regardless of the location. TriVista believes that the only way to address the risk of something going wrong, is to prepare for it in advance.

Collaborating with a cross-functional team led by TriVista staff, we focus on the following areas of risk:

  • Customer Risks & Customer Impact
  • IT Systems Risks
  • Supplier Risks & Supply Chain Impact
  • Logistics Risks
  • Timing Risks & Impact
  • Human Resources Issues
  • Existing Offices/Factory Risks
  • New Location Risks
  • Political Issues
  • Intellectual Property Concerns

When engaged on customer projects, TriVista utilizes this proprietary Transfer Failure Modes and Effects Analysis process to identify every area of risk associated with a factory or office transfer, or with a greenfield or brownfield startup. Once the team has developed a list of the major areas of risk, TriVista will rate the risks based on the Probability of the Event Occurring, the overall Revenue Impact, EBITDA Impact, Cash Impact and the Timing Impact.

TriVista will then Pareto the top 10 areas of risk, and assist the cross functional team in the development of corrective action plan.