Development of a Business Partner Network in Poland for a Professional Lighting Systems Manufacturer
Comprehensive market-entry support for a Spanish manufacturer of professional LED lighting systems, combining market analysis, business partner identification and an active Business Development programme in Poland.
Prilux Lighting is a Spanish manufacturer of advanced LED lighting systems with extensive experience in delivering projects across international markets. The company specialises in the design, manufacture and supply of energy-efficient lighting solutions for commercial and industrial facilities, infrastructure projects, sports venues and public spaces. Its portfolio comprises three strategic product lines: ACTIVA – commercial lighting solutions, PLAYTECH – lighting solutions for infrastructure, sports and architecture, and ECONCEPT – intelligent decorative illumination and Smart City systems.
As part of its planned expansion into Poland, Prilux selected Tedalian to deliver a comprehensive market development project aimed at assessing the commercial potential of the Polish market and establishing relationships with partners experienced in the distribution of professional lighting systems and the delivery of infrastructure projects.
The project began with an in-depth analysis of the Polish LED lighting market, covering the industry structure, investment trends, distribution models, competitive landscape, and relevant technical and regulatory requirements. In parallel, we developed a database of potential business partners, including distributors, importers, engineering companies, lighting installation contractors and manufacturers of structures used in lighting infrastructure. The project followed the methodology applied by Tedalian within the “Accede al Mercado: Polonia” internationalisation programme.
The next stage involved a multi-phase Business Development campaign focused on direct engagement with selected companies, presentation of the Prilux portfolio, distribution of technical documentation and assessment of each organisation’s potential for cooperation. The prospecting process was based on 60 pre-qualified companies, segmented according to the client’s strategic product priorities. The campaign was structured around four key stages: direct telephone contact, assessment of commercial interest, systematic follow-up and organisation of meetings with the most promising potential partners.
As a result of the project, Tedalian organised business meetings with selected companies representing different segments of the professional lighting market. At the same time, the process of introducing Prilux products into the catalogue of one of Poland’s largest electrical wholesalers was initiated, while several additional companies expressed their willingness to develop technical and commercial cooperation and jointly prepare proposals for future investment projects.
The final project report also provided Prilux with recommendations and a roadmap for further activities aimed at systematically strengthening the company’s presence and developing its partner network in Poland.
Project Outcomes
- comprehensive analysis of the Polish market for professional LED lighting systems,
- identification and qualification of potential distributors, importers and engineering partners,
- development of a targeted database of companies aligned with Prilux’s market development strategy,
- implementation of a multi-stage Business Development campaign based on active market prospecting,
- organisation of business meetings with selected prospective partners,
- initiation of the process to introduce Prilux products into the catalogue of one of Poland’s largest electrical distribution companies,
- identification of additional high-potential partners for long-term commercial and technical cooperation,
- development of strategic recommendations for the next stages of market entry and business growth in Poland.
The project demonstrated Tedalian’s expertise in delivering comprehensive internationalisation programmes for manufacturers of industrial and technology solutions. By combining strategic market intelligence, targeted B2B prospecting and hands-on business development support, we enabled the client to establish a strong foundation for long-term sales growth and the development of a sustainable network of business partners in the Polish market.