Last Mile company:

Danish company Last Mile is a modern company operating on the European fibre optics market. It produces terminal devices used to send and receive hi-speed data transmission (100 Mb/s; 1Gb/sec). Those devices are sold to CATV operators, telecom operators and utility companies in Europe. The company is based in Denmark, Poland and China. The sales market of the company includes the whole of Western Europe, Russia and Ukraine.

Client’s expectations:

The main object set by the Last Mile company owner was to increase the value of the company and prepare it for takeover by a strategic investor. The biggest added-value perceived by the investor were products technically tailored to the relevant European markets, thought over strategy, established distribution channels and Last Mile brand recognition. The above mentioned expectations became targets, which were intended to be attained during the project.

Scope of the project:

  1. Defining the strategy and operational plans:
    • Reviewing the European FTTH (Fibre to the Home) market, its potential and perspectives. Defining strategically important groups of countries.
    • Specifying three countries as having the biggest potential (Holland, Denmark and Switzerland) and giving them top priority, and specifying two groups of countries by regrouping 4 countries each having high priority.
    • Preparing strategic and operational plans relevant to each country.
  2. Operational actions aimed at distributors:
    • Setting up contacts with distributors in all chosen countries.
    • Selecting the best distributors and signing distribution agreements.
    • Training distributors in the field of product knowledge.
  3. Operational actions aimed at clients:
    • Setting up direct contacts with the key clients on the European market, among others (British Telecom, Reggefieber, Deutsche Telecom).
  4. Marketing actions:
    • Creating a corporate identity for the company.
  5. Organisation targeted actions:
    • Creation of an international sales department in the company.
    • Staff recruitment for the international sales department needs.
    • Sales department staff training.
  6. Parallel operational actions:
    • Representing the company during business shows in Europe (ECOC, Anga).
Time-frame and project results
The project for the Last Mile company lasted one year and fully met the assumed objectives. The company was sold with profit to the Kjaeullf 1 company, one of the European leaders in satellite technology.

Geographical range of the project:
Western and Central Europe, the Ukraine and Russia.