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Azzam Charmand (left), Export Director of Desin Instrument, and Flying Eagle's Nicky Lam were brought together through HKTDC Business Matching service.

Like many companies worldwide, Design Instruments, a Spanish manufacturer of electronic control and testing devices, was excited by the Chinese mainland’s huge market potential. But it knew that in order to be successful there, it would need to overcome the language barrier and its lack of local know-how.

As a first step, Desin Instruments decided to join a trade mission to Shanghai, organised by the Spanish Electronics and Information Technology Exporters Association (SECARTYS). Before leaving for Shanghai, Design was contacted by the Hong Kong Trade Development Council (HKTDC) in Barcelona, inviting it to stop over in Hong Kong.

In Hong Kong, Desin Instrument's Export Director Azzam Charmand met with HKTDC Business Matching experts. Mr Charmand told them that he was looking for an agent who knew the mainland market well, who could help with the localisation and adaptation of his company’s products and also handle promotion and local training.

Working with its database, the HKTDC team identified Flying Eagle. The company, which imports monitoring equipment used in the United States and Europe, was looking to expand its business. Flying Eagle had three offices in the Chinese mainland.

"At the time, I was looking for some basic technical equipment at reasonable prices,” said Flying Eagle's General Manager Nicky Lam. “At the same time, Desin wanted to introduce its technology to the China market. It was a perfect fit, as we both got what we wanted."

"The HKTDC has done a fantastic job,” said Mr Charmand. “From our arrival at the Hong Kong airport to our departure, they provided excellent service. And the contact they gave us – Flying Eagle – was perfect.”