Is collaborating with local partners still the optimal strategy for European manufacturing equipment SMEs to enter the Southeast Asian heavy industry, given the challenges in identifying suitable local agents and business partners? / Benoit Pluchon

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Is collaborating with local partners still the optimal strategy for European manufacturing equipment SMEs to enter the Southeast Asian heavy industry, given the challenges in identifying suitable local agents and business partners? / Benoit Pluchon

Study and report

PLUCHON, Benoit . Author

Published by ESCP Business School - 2026

Library: Madrid Berlin London Turin Paris Champerret Paris Montparnasse

Source: Syracuse

Item type

Study and report

Dissertation

EMIB Executive Master in International Business

Language

English

Publication date: 2026

Many industries use local partners—often via agency contracts—to help manufacturing equipment suppliers enter foreign markets by generating leads, arranging meetings, promoting equipment, and managing follow-up until deals close. In some cases, partners also act as distributors, handling delivery, currency exchange, and import duties. While SMEs have long relied on this model to internationalize, rising competition and export dependency raise doubts about its sufficiency across different countries. Southeast Asia’s fast-growing heavy industry offers strong potential, but European SMEs face cultural barriers, intense competition, tariffs, and complex regulations (imports, certification, bureaucracy). This thesis asks whether local partnerships remain the optimal entry strategy and explores alternatives.