| The company The use of rubber matting in the equestrian and livestock industry to improve animal hygiene and reduce bedding costs has been around for many years. However the initial mats in the market were made largely from rubber crumb, sourced from recycled tyres. The problem is that overtime these mats crumble. The company has benefited from this disenchantment by replacing the crumbling mats with solid rubber mats. In fact not only are the solid rubber mats more durable they are cheaper and healthier than the products they re-place. As a result the company has experienced impressive growth in this sector of its business and is now Britain's leading supplier of equestrian mats. The objectives
The company was already active in France selling marine fenders to French port authorities however recognizing the benefit of inside knowledge when opening new markets, it commissioned IBT Partners to produce a detailed market assessment. IBT services France is like the UK a very “horsey” market. So when IBT Partners presented the market assessment to the company, it recognized the state of the French market as being identical to the British market of 5 years ago - Déjà vu -. With the market validation completed, IBT Partners performed a detailed search and selection process of suitable French distributors and installers. The selection process was designed to ensure that the selected partners were capable both in terms oftrade experience, financial capacity and geographical coverage to ensure the company’s stable mats achieved rapid penetration and exposure in the French market. Further services provided by IBT Partners included:
• Preparation of product presentations
• Partner presentations
• Assessing the brand strategy
• Advertising placement
• Trade fair support
• Sales administration As a result of IBT Partners services, the company was selling product in the French market just 3 months after making the decision to proceed. | 
