Hunan XiaoBu Technology manufactures batteries for internal logistics vehicles. Goal: find out whether the EU market is ready for their product and on what terms. In 8 months — full analysis, active sales and a Letter of Intent for 100 units per year.
Hunan XiaoBu Technology is a Chinese manufacturer of lithium-ion batteries designed for internal logistics vehicles — forklifts, AGVs and similar industrial equipment. The company had a strong position in the Asian market and ambitions to expand into Europe.
But before investing in a full expansion — distribution, certifications, a local team — they wanted to answer one question: is the EU market actually ready for this product, and on what terms? A classic market validation before a large investment.
The project ran on two parallel tracks: research and active sales. We didn't wait for the analysis to finish before starting outreach — we worked simultaneously, gathering market intelligence and talking to potential customers.
Research track: mapping the EU market for industrial battery buyers — forklift operators, warehouse operators, AGV integrators. Competitive landscape analysis (price positioning, certification requirements, local preferences). Identification of key barriers to entry and how to address them.
Sales track: targeted outreach to companies operating internal logistics fleets. Initial qualification by phone and email in English, product presentations, handling technical questions about certifications and compatibility.
The most complex challenge was EU certification requirements — CE marking, specific directives for energy storage in industrial settings. We mapped these requirements and helped XiaoBu understand what the certification roadmap would look like.
Within 8 months, we validated the EU market and secured a Letter of Intent for 100 battery units per year at approximately $25,000 per unit — a potential deal value of $2.5M annually.
Equally important: XiaoBu gained a clear understanding of what it would take to fully enter the EU market — certification requirements, pricing positioning, and which segments offer the best entry point.