Addressed specially for those companies which are planning to enter India.

1. 2015
Team ExpanZeus
ExpanZeus Corporate Services P. Ltd.
11/26/2015
360° Market Evaluation- Bridging the Gap
Website: - www.expanzeus.com
Email: - info@expanzeus.com
Phone: - +91 7798980880

2. Background
I have presented many documents till now in my career of last 11 years. Sometimes to submit to
management, sometimes to address the large group of MDs, CEOs, Directors, Owners of various
companies. And yes!!! At least 2-3 times a day to my prospective clients. So in all, I must have
created 100s of documents and must have given 1000s of presentations. All these times I did create
and present the documents to sell my services. Never with an endeavour to fill up the market gap. I
was the Vice President- M&A of one of the American Investment Banks. My services, my brand, the
needs of the services... everything, were knows to market. I never had to speak about how these
services will benefit them. They already knew it.
But this time, the dynamics have changed. I am not writing this document to sell my services (if the
business comes, I will not deny though). This document is to share the experience. I have taken a
bold step to create a legacy. I have decided to become an entrepreneur. But what’s the use if I offer
the same services to the market which my earlier employer used to offer? Or what’s the use if I offer
the same solutions which every consultant offers? So I designed my own solution which is rarely
offered in the market.
As I mentioned, I have spent many years in Investment Banking now. I was (& still do) dealing in
M&A and was facilitating the companies from US and Europe which were interested to enter India.
During all these years I used to wonder what can be the process for any company to enter Indian
Market. For any European or American company, India is of course an unknown market. On what
grounds they must be taking decisions to invest millions of dollars? Is it because their competitor did
invest so did they? Or any friend of the CEO invested in India and so did the CEO. NO!!! The decision
process was quite serious. All these foreign companies used to study a lot. They used to spend days,
nights, weeks (in some cases weekends also), months together to understand about the Indian
Market. They used to study about their competitors, customers, vendors and every element
attached to their business. YES!!! SERIOUS EFFORTS OF COURSE!!! Then why is the survey show that
more than 50% of the Joint Ventures fail? Why there is a need of INSURANCE in M&A deals? Many
times I have heard that the market is “DOWN” or “SLOW”, so we will enter India once the market is
“UP”. Is this completely right? NO!!!
So, there is something missing!!! What’s that? I always used to think, think and think. After
sacrificing the monthly fat pay cheques, and getting some time for my own, I got the answer. It is a
small link which is missing. First hand market knowledge. Please read it again... not only market
knowledge, it has to be “First Hand Market Knowledge”.
Dear all, I proudly present the most unique and niche service in India- “360° Market Evaluation”
For all those who are reading this document- your inputs are most welcome. We are in constant
endeavour to improve our quality and range of services.

3. Why 360° Market Evaluation
How does it start?
Generally, the thinking process gets triggered by some of the factors mentioned below. Once the
thinking process starts, we obviously tend to study a lot about various possibilities. Fortunately or
unfortunately, the knowledge is just few clicks away from us. Let’s examine some of the triggering
points:
 Prospective/ Existing Clients:
Many companies adapt a rout to by following the clients. It’s one of the best strategies
companies can adopt. Whereas, some companies may get carried away. Following the
“CUSTOMERS” is good, following the “CUSTOMER”? I think we all need to re-think on this
 Investment Banking Firms/ Consultants:
We have observed that foreign companies are frequently contacted by consultants from
emerging markets like Korea, China, and India (of course I am also part of the league). IB
firms contact European/ American companies because they have a mandate from their
client to find the strategic partner from these regions. Obviously, the foreign company which
is “Thinking” to enter India now starts thinking very seriously about it.
 Competitor/ Prospective Partner
In some cases I have also witnessed the situation where the foreign company entered Asian
market because its competitor did so. This is a great strategy provided we have the
complete market knowledge. Apart from that I have seen many foreign companies starts the
process of market entry as they get contacted by some of their prospective partners.
How do They Judge the Market:
Once we start thinking about getting in to the market we start studying the market dimensions very
seriously. Some of the methods we adopt are:
 Market Reports:
Today the market reports published by third parties are easily available on the internet. We
just have to open Google and type “Indian Automotive Industry” or “Indian IT Industry” or
“Indian Education Industry”. And you will get 100s of results within faction of a second. You
will find many reports published by many big brands. But remember, the perspective of
these reports may not be what you are looking for.
 Information Memorandums (IMs)
While the European/ American companies are in touch with the IB firms, they receive lot of
information by the way of Information Memorandums (IMs). This document also includes
impressive primary and/or secondary information on the market.
 Visits by The Prospective Partners
There are so many Asian firms which warmly welcome European/ American companies for
the strategic relationships. During their visits to Europe and US, they tend to present the
information on the Indian market.
 Projections
Well, the internet is full of projections. Some of them are derived by the way of logical
analysis as well. Some are again just the research reports.
 Conferences/ B2B Meets/ Events:

4. This is a very common and to some extent effective way of gathering the market knowledge.
European/ American companies visit India during the trade shows, conferences, B2B
meeting events and try to study the market demand or drive. Well, good enough! But is it
good enough on the basis of which you can invest millions of dollars?
What is the Right Method?
Obviously, all will agree with me. The first hand information coming directly from the entities
directly connected with you is the most accurate and reliable information. There are so many facts
that no report can cover all the information in few pages. Your prospective client will know his
expectations and projections better than any market research firm. Analysing the competitor will
give you better insight on your SWOTs. Understanding the legal, financial and other statutory
requirements will help you better to decide the best rout of Market Entry.

5. What is “360°Market Evaluation”?
When I discussed this Idea with my friends, my mentors, my critics, etc. I received one common
revert- “What’s new in this? We study so many theories in management lessons... like P.E.S.T.E.L.
analysis. Everyone knows this”.
My answer is very simple- “Yes, we have studied, we know, but we rarely implement”.
We at ExpanZeus are committed to provide complete 360° perspective to all those companies who
want to enter India with adequate market knowledge.
In the quest to make you completely equipped with the market knowledge, we arrange your
meetings with all the officials representing factors which can affect your business in India. Or other
words, we bring all the facts on the table so that the foreign company/s can evaluate the market
attractiveness more precisely.
360°
Clients
Competetors
Suppliers
Human
Resource
Legal
Compliances
Locations
Technology
Finance
Politics

6. What we exactly do:-
For those companies who wants to explore the market to the deepest, we arrange face to face
meetings with all those people who can provide the most accurate and reliable information related
to specific industry. During this phase we take care of the logistics (travel, lodging, boarding, etc.),
professionally managed meetings, comfortable stay and the solution document.
Logistics:
We provide the complete logistic plan and arrangements for the officials travelling to India. Right
from arrival at the airport till departure. We provide comfortable and safe chauffeur driven vehicles,
flight bookings, hotel reservations and so on. We will be completely responsible for your hassle-free
stay in India.
 Optimised Utilisation of Time
Time is the most prestigious resource. All your meetings and travel schedules will be so
arranged that you can cover most of the meetings and visits in minimum possible time. We
will arrange the schedule in a way that you spend most of you time gathering the knowledge
on the market and minimum time in travel.
 Most Relevant Meetings
The meetings scheduled will be most relevant to your business needs.
 Safety
Your safety is our prime concern. Throughout the schedule and travel you will be
continuously accompanied by one of the resources of ExpanZeus to ensure your safety and
comfort.
 The Best & Affordable Stay
We have strong business tie-ups with best of the hotels in India. Our relationships will offer
you most reasonable cost of the accommodation and food.
 No Hidden Costs
All the original bills and receipts will be handed over to you for the records. Be rest assured
that there will not be any hidden or extra charges above your actual spending.
 Translators Available on Request (German, French, English, etc.)
We also can provide a translator for your officials if needed. These services can be availed on
demand.
 Land on the Airport & walkout
 Introduction with ExpanZeus Officials & Rest
 Face to Face Meetings as scheduled
 Report Compilation
 Drop to the international airport
 Departure for the next destination

7. Meetings:
This is of course a 360° market evaluation for you and your company. Before you make any critical
decision, we would like to assist you to examine the market at its deepest. We will plan your
complete meeting schedules with your Prospective customers, Distributors, Vendors, Competitors,
Employees (HR, Admin, Technical Heads, HoDs, CEOs, etc. as per your requirements). Along with this
we also help you to visit 2 to 4 possible locations for your set up. This will help you to experience and
realise the market dynamics. One of the senior officials of ExpanZeus will be always there with your
officials to assist in all the meeting
As far as travel is concerned, we suggest you to travel only to meet you prospective clients,
competitors, vendors, and partners and to visit your prospective locations. Rest of the knowledge
points will be arranged at the hotel you are staying.
 Prospective Clients
We have a great reach and contact base with most of the leading organisations in India. We
hardly believe that there might be an organisation in India where we might not be able to
penetrate. Our strong relationship in the market with CxO level officials will be handy for
you to have face to face meetings with your prospective clients. This gives you hands on
knowledge about your CLIENTS’ expectations. The most accurate point of your study on
“Market Attractiveness” or “Market Potential”
 Prospective Competitors
At ExpanZeus we understand that the knowledge about the competitors is equally important
as the knowledge about your clients. In fact, in some cases we have seen it is more critical
than any other factor. We organise your face to face meetings with your competitors so that
you can analyze “Where We Stand”. This will also help you to understand your shortfalls and
leading edge. Understanding the technology with your competitors will also benefit you in
winning the clients when you enter the market.
 Prospective Vendors
India is a huge market. You name the requirement and you will have numerous options to
chose from (unless you are in very niche segment). Whereas, it is very important to select
the quality oriented and reliable vendors in order to fulfil your clients’ need. Choosing a
wrong supplier may prove hazardous to the business. We will arrange your visits to your
vendors’ locations so that you have the best of the options ready even before you step in
India.
 Prospective Human Resource
If you are entering in India on your own, this factor will prove to be the most critical factor.
India is the country where you will get the most qualified human resources very easily.
Whereas, it depends a lot on your requirements also. We carry this exercise to arrange your
meetings prospective employees so that you understand the expectations, attitude and
quality of Human Resource available in India. We generally arrange one meeting per HoD
level position, but on your request we can customise the meetings.
 Prospective Partners
In many cases we have seen that irrespective of healthy financials of the foreign company,
technical expertise and so on, some businesses need local partners to attract the business
and manage the local process. This happens when partners complement each others’

8. activities. While we study you business and market, if required and demanded we arrange
the exploratory meetings with your prospective partners as well. This will help you to
understand the probable models of business associations, points of negotiations, quality
standards of available partners and so on.
 Legal Advice by Best of the Lawyers
Obviously we have the solutions by the way of which you don’t even have to establish your
legal entity in India and still manage your business. Nonetheless, for those who demand the
legal presence in India, we make sure the learning curve is as smooth as possible. We have
the panel of best of the legal professionals with us. While you are stationed at your base
location in India, one of our legal associates will present the complete information on
statutory requirements and other legal dimensions, specifically related to your domain. This
discussion will be highly customised.
 Financial Compliances
We have best of the Chartered Accountants, in-house empanelled with us to assist you in all
your financial statutory requirements. Our CAs can assist you right from formation of the
company till structuring your financial data and till appointing an external audit firm which
will be needed for periodical audits. We will also assist you in streamlining your periodical
internal audits. We also have best of the consultants for your certification requirements like
ISO, TUV, etc.
 Financial Institutions
For all you banking needs you can explore our strong connection network with financial
institutes as well. Our network will introduce you to the Banks, NBFCs, Insurance Companies,
etc. This will take care of your various requirements like company accounts, salary accounts
for your staff, overseas fund transfer, local funding, insurance and so on.
 Prospective Location Visits
According to your industry, preferences, requirements and other dimensions, we will
shortlist about 2-4 prospective locations for your business. We have more than 25000
listings of commercial properties all over India. Therefore- large pool of options when you
decide you enter India. Whereas, these 2-4 prospective location visits will provide you an
insight of what you can expect from the available options.
Solution
Once you are done with your evaluations, we also submit the solution document to you with the
recommendations on the best possible market entry strategy with detailed road map. As a
management consultant, the solutions will be practical and best suitable in terms of your available
resources and synchronising with your vision, mission and requirements. This can be matched and
combined with the report submitted by your officials to arrive at the best results.