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
What NorthBridge Did
- Defined the commercial positioning of the client's product portfolio for European market
- Identified the right entry points within each OEM — 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
Structured introductions, geting RFQs in the pipeline and helping customer to participate in beading, be leading commercial negotiations during sourcing phase with all target OEMs: Volkswagen Group, Mercedes-Benz, Renault Group, Volvo Group and Scania.