Cooperation with the Instituto de Promoción Exterior de Castilla-La Mancha (IPEX)
Comprehensive support for an internationalisation programme for industrial companies from Castilla-La Mancha, combining Polish market entry strategies, sector-specific market intelligence and hands-on Business Development projects.
The Instituto de Promoción Exterior de Castilla-La Mancha (IPEX) is a regional public institution responsible for supporting the internationalisation of companies from Castilla-La Mancha. As part of the “Accede al Mercado: Polonia” programme, Tedalian Enterprise Services was selected as a partner responsible for designing and delivering projects to support Spanish industrial companies seeking to enter and develop their business in the Polish market.
Our role was to develop a comprehensive market expansion model designed to reduce the risks associated with entering a new market and focus each company’s resources on the most promising commercial opportunities. The programme combined individual strategic advisory, assessment of each company’s export potential, market research, identification of distribution channels, business partner acquisition and the organisation of commercial meetings with Polish importers and distributors.
Each project began with an in-depth assessment of the participating company, including its product portfolio, competitive advantages, export experience, sales model, logistics capabilities, technical documentation and organisational readiness to operate in Poland. This approach enabled us to develop an individual market entry strategy tailored to the specific characteristics of each sector and the business objectives of each programme participant.
The next stage involved the preparation of detailed sector analyses of the Polish market. These studies covered market size, import volumes, competitive landscape, distribution channels, price levels, technical and regulatory requirements, barriers to entry and growth prospects within the respective industries. The reports also provided practical recommendations on product commercialisation strategies and the development of a sustainable, long-term presence in Poland.
An integral part of the programme was the hands-on implementation of Business Development activities. Tedalian identified potential importers, distributors and commercial partners, assessed their business profiles and conducted multi-stage market prospecting campaigns. These activities included direct telephone contact, presentation of participating manufacturers and their product portfolios, distribution of marketing materials, systematic follow-up and the organisation of business meetings with companies demonstrating genuine interest in cooperation.
As part of the programme, we supported companies representing different industrial sectors, including professional lighting manufacturer Prilux and agricultural machinery spare parts manufacturer Chaparro Agrícola e Industrial. For both companies, we prepared comprehensive market analyses, identified potential commercial partners and carried out targeted prospecting activities that resulted in the establishment of initial business relationships with Polish distributors.
The “Accede al Mercado: Polonia” programme also represented a continuation of Tedalian’s cooperation with IPEX, which began through participation in Castilla-La Mancha Exporta events dedicated to supporting the internationalisation of companies from the region. These events provided an opportunity to engage directly with Spanish manufacturers interested in expanding into Central Europe and to identify new opportunities for developing business cooperation between Spanish and Polish companies.
Scope of Services Delivered
- assessment of the export potential of companies participating in the programme,
- development of individual market entry strategies for Poland,
- preparation of sector reports and competitive analyses,
- assessment of distribution channels and sales models,
- identification of importers, distributors and potential business partners,
- implementation of Business Development campaigns in the Polish market,
- preparation of marketing materials and information packages,
- active market prospecting and qualification of potential partners,
- organisation of B2B meetings between Spanish manufacturers and Polish companies,
- ongoing support throughout the internationalisation and sales development process in Poland.
The programme demonstrated the effectiveness of Tedalian’s integrated approach, combining strategic advisory, in-depth market intelligence and hands-on Business Development. As a result, companies participating in the IPEX programme gained not only a comprehensive understanding of the Polish market, but also access to concrete commercial opportunities with carefully selected business partners, creating a solid foundation for sustainable, long-term growth in Poland.