Sales Channel Research

Spain based STE Pharma Systems produces product and cosmetic packaging solutions. The company wanted to identify distribution channels in the UK for a new product due to be launched in 2010.

Lluis Salvador, Director STE Pharma Systems, Process Development said: “We selected Accelerate Associates as their research proposal was straightforward, easy to understand and would generate the outputs we required…We were very happy with the results achieved by Accelerate.”

The Brief

To research and identify UK based distributors supplying infection control products to the National Health Service and to obtain expert opinion from NHS purchasing professionals.

The research objectives were to:

  • Research and identify UK based distributors.
  • Compile a company profile for each distributor.
  • Interview key NHS Supplychain and NHS Trust purchasing professionals.

Our Approach

  • AA identified a number of relevant infection control industry tradeshows, supplier directories and NHS supplier lists.
  • Approximately 2000 companies were identified and screened against criteria agreed with the client.
  • In addition, primary market research telephone interviews were conducted to gather additional market intelligence for STE.


  • AA identified 11 distributors meeting the required criteria. AA identified a further 5 companies of commercial interest to the client
  • AA successfully gathered market intelligence regarding tender opp ort unit ies and pos sible commercial partnering opportunities via primary research.
  • The client was supplied with a distributor database and a company profile report detailing areas of activity, key staff contacts and competitive market intelligence.

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