Transforming a German Chemicals Company: Overcoming Undercapitalization through Countertrade Mechanisms

Here's What We Do Better

Background
Our client is a German-based chemicals company specializing in the production of high-quality chemical products for various industries, including automotive, pharmaceuticals, and consumer goods. The company has a strong presence in the European market, but with limited access to capital, it struggled to fund its global expansion plans.
Problem
The client was experiencing undercapitalization, which hindered their ability to invest in new technologies, expand their product offerings, and enter new markets. They also faced high production and operation costs, which contributed to their inability to compete effectively in the global chemicals market.
COUNTERTRADE SOLUTIONS
SOLUTION 
As countertrade experts and consultants, we implemented multiple countertrade mechanisms to help the client overcome the problem of undercapitalization and transform their business.
Solution #1
Counter-Purchase: We assisted the client in establishing counterpurchase agreements with various companies in the automotive and pharmaceutical industries. These agreements enabled our client to purchase raw materials and other inputs at a lower cost, in exchange for selling their chemical products to the counterpurchase partners.
Solution #2
Offsets: We facilitated direct and indirect offset agreements with suppliers in different countries, resulting in cost reductions and investments in our client’s local economy.
Solution #3
Joint Ventures: We helped the client establish joint ventures with other chemical manufacturers in target markets, enabling them to share production facilities, technology, and expertise, thereby reducing costs and gaining access to new markets.
Solution #4
Industrial Compensation: We negotiated industrial compensation agreements with governments in target markets, which required the client to invest in local infrastructure and job creation in exchange for preferential access to these markets.
Implementation
Our team of experts worked closely with the client’s management to:
  1. Identify potential countertrade partners and markets suitable for expansion.
  2. Develop and negotiate the terms of the countertrade agreements.
  3. Implement the agreements, including setting up joint ventures and managing offset obligations.
  4. Monitor and evaluate the performance of the countertrade agreements to ensure they met the client’s objectives.
Result
RESULT
By implementing multiple countertrade mechanisms, the client achieved the following results:
  1. Secured $50 million in additional capital through counterpurchase and offset agreements.
  2. Reduced production and operation costs by 60% through joint ventures and industrial compensation agreements.
  3. Expanded their presence to 25 new countries in just 12 months.
  4. Established new supplier bases in 15 countries, further reducing production costs.
  5. Increased annual revenue by 250%, from $100 million to $350 million.
CONCLUSION
The use of countertrade mechanisms enabled our client to overcome the problem of undercapitalization, resulting in a transformed company with increased access to capital, reduced costs, and an expanded global presence. By leveraging our expertise in countertrade, the client has been able to achieve impressive growth and gain a competitive advantage in the global chemicals market.
What YOU CAN DO TO
ACHIEVE SIMILAR RESULTS
If your company is facing undercapitalization or struggles to expand in the global market, consider implementing the following strategies:
  1. Counter-Purchase: Establish counterpurchase agreements with companies in your industry to reduce the cost of raw materials and other inputs in exchange for selling your products to them.
  2. Offsets: Facilitate direct and indirect offset agreements with suppliers in different countries to reduce costs and invest in your local economy.
  3. Joint Ventures: Form joint ventures with other companies in target markets to share production facilities, technology, and expertise, which can reduce costs and give you access to new markets.
  4. Industrial Compensation: Negotiate industrial compensation agreements with governments in target markets, requiring you to invest in local infrastructure and job creation in exchange for preferential access to these markets.
HOW WE CAN HELP YOU
ACHIEVE SIMILAR RESULTS
Our team of experts can help your company overcome undercapitalization and achieve global expansion by:
  1. Identifying potential countertrade partners and suitable markets for expansion.
  2. Developing and negotiating the terms of countertrade agreements.
  3. Implementing the agreements, including setting up joint ventures and managing offset obligations.
  4. Monitoring and evaluating the performance of countertrade agreements to ensure they meet your objectives.
CASE STUDY SUMMARY
This case study demonstrates how a German chemicals company overcame undercapitalization and transformed their business through the use of countertrade mechanisms. By implementing counterpurchase, offsets, joint ventures, and industrial compensation agreements, the client secured $50 million in additional capital, reduced production and operation costs by 60%, expanded their presence to 25 new countries, established new supplier bases in 15 countries, and increased annual revenue by 250%. By leveraging our expertise in countertrade, your company can also achieve impressive growth and gain a competitive advantage in your respective market.
JOIN COUNTERTRADE

READ MORE CASE STUDIES