Pioneering Large Orders in Asia: How NanoMatriX Helped a Leading European Producer
NanoMatriX Helped a Leading European Producer of High Security Features for Banknotes Sell More Than 220,000 km Security Thread in One Contract
Since its establishment in 1969, our client has manufactured and supplied optically demanding, functional film coatings for high security, labeling, and design markets worldwide. The client is also certified by the European Central Bank.
Company Overview
Headquarters: Baumgartenberg
Employees: Confidential
Industry: High-security foil production
Revenue: Confidential
Country: Austria
Type of company: Private
Challenges
- Working on multiple denominations
- Managing patent situations
- Meeting visual comparisons
- Achieving technical specifications
- Meeting tight timelines
Solutions
- Successfully lobbied for alternative feature specifications in coming tenders
- Proposed alternative technical specification
- Collaborated with qualified paper mills
- Managed delivery schedules to the paper mills
- Contracts successfully closed
What are the Main Challenges?
The family-owned company HUECK FOLIEN is an independent manufacturer of security threads, holographic foils and laminates and offers a diversity of solutions for the protection of the originality of banknotes, tax stamps and documents. As our client, HUECK FOLIEN, has been very successful, particularly in supplying banknote-grade security foils including security threads, security stripes and security patches. These security foils are specified with careful consideration by the National Central Banks and Banknote printers to meet the country’s specific requirements. Over the years, the company has mastered the science of producing security foils that have a wide range of artistic national and historical symbols. In addition, the security foils also have various forensic, covert and machine-readable features. Sometimes up to 20 features are integrated into the foil alone, to meet the security specifications of various user groups. Some user groups include citizens, bank branches, retailers, and currency sorter companies in central banks. The foils are also designed to pass through tough physical and chemical performance tests which simulate the harsh life-time requirements of a banknote in circulation. Despite the technology greatness of HUECK FOLIEN and their reputation in Europe, there is one major challenge in its way. The company found it difficult to reach out and regularly promote their products to prospective customers in Asia. Meanwhile, competitors were already reaching out to many central banks and banknote printing houses multiple times annually to introduce several finished products.
Meanwhile, some of HUECK FOLIEN’s competitors have monopolised patent features in banknotes. They are making huge profits while companies like HUECK FOLIEN could not expand with many challenges. There was a need for the company to revise its sales and marketing strategies, strengthen its lobbying power to get the government to open up the bidding process and remove monopolistic status of patent features. These were the tasks that HUECK FOLIEN was not prepared to handle itself in addition to the growing business in Europe. An expert needed to come in. For this reason, the company reached out to NanoMatriX.
NanoMatriX as Asian Sales Consultant and Lobbyist
NanoMatriX was tasked to lobby various departments for alternative feature specifications that could bring the ultimate solution to patent-related feature issues. NanoMatriX provided adequate client support and guidance throughout the supplier qualification process to ensure seamless transition process from monopoly to multiple supplier specifications.
NanoMatriX lobbied successfully for alternative feature specifications while also engaging central banks, banknote printing houses and banknote paper manufacturers. Coupled with NanoMatriX prowess in marketing and driving sales; HUECK FOLIEN saw a significant progress between 2008 and 2016.
NanoMatriX helped HUECK FOLIEN to win the large orders that, hitherto, seemed like a mystery. During this period, Hueck Folien supplied threads for 6 countries from NanoMatriX’s marketing activities in 10 countries. Finally, NanoMatriX placed HUECK FOLIEN’s new Hong Kong office in good standing to take over the projects in 2016.
Who Benefits in the End?
Everybody benefits, from the public to the government. In particular, the central bank saved huge costs and also benefited from IP-free procurement. HUECK FOLIEN had the opportunity of expanding its business and increasing sales while the public benefited from a more transparent bidding process and patent system devoid of monopoly.
NanoMatriX is Here For You
You can see there is a lot you stand to gain if you hire NanoMatriX to strengthen your
sales and marketing strategies. Contact NanoMatriX today to get started.
Benefits
- IP-free procurement for central bank
- Tremendous cost savings for central bank
- Alternative feature suppliers and paper mills were qualified
- Improved procurement specifications for future procurement procedures
Testimonial
“NanoMatriX are pro-active in highlighting new procedures and suggestions that facilitate our
product positioning to the clients. They are perfectly in sync with milestones and are very consistent in their deliverables, bringing us closer steps to conclude rewarding contracts in banknotes series.”
Dr. Martin Bergsmann,
CEO HUECK FOLIEN GmbH & Co, KG
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