Business Development · Market Entry · China → Europe
European Market Entry — Chinese Medium-Sized Tier 1 Supplier
A Chinese automotive Tier 1 supplier with strong domestic revenues and competitive product technology sought to establish its first meaningful commercial presence with European OEMs. The company had no existing European OEM relationships and no embedded commercial leadership on the ground in Europe.
6
OEMs Introduced34 RFQs
received
The Challenge
- Limited relationships with European OEM procurement or engineering teams
- Limited understanding of European OEM sourcing processes and timeline expectations
- No structured commercial approach for European engagement
- Product portfolio partially positioned for European OEM evaluation
- Internal decision-making structured for domestic Chinese market
Approach & Delivery
- Defined the commercial positioning of the client's product portfolio for the European market
- Identified the relevant entry points within each OEM — particularly procurement and engineering functions relevant to the client's product category
- Prepared structured introduction materials aligned with European OEM expectations
- Facilitated and led meetings with each of the six OEMs
- Advised on follow-up structure, communication expectations, and next steps within each OEM relationship
Outcome
Victoria Strezova established structured OEM introductions, generated RFQ opportunities and supported the customer in bidding processes and commercial negotiations during the sourcing phase with Volkswagen Group, Mercedes-Benz, Renault Group, Volvo Group and Scania.