Building a Scalable Sales Partner Network for PINK's Expansion into Latin America and Canada

EXECUTIVE SUMMARY

PINK GmbH Thermosysteme is a German manufacturer of high-quality 
vacuum shelf drying systems for the pharmaceutical industry. While the 
company already serves selected customers in Canada and Latin America, 
it has not yet established a structured network of local sales partners to 
systematically develop these markets. As pharmaceutical equipment sales 
are characterized by long sales cycles, strict regulatory requirements, and 
relationship-driven procurement processes, identifying the right local 
partner is essential for sustainable international growth.
This project supports PINK by identifying the most promising market for 
future expansion and recommending the most suitable strategic partner to 
establish a scalable sales presence

Goal

The objective of this project was to identify the most promising market 
opportunities for PINK's international expansion across Latin America and 
Canada. 

Methodology

The project combined desk research, expert interviews, direct outreach, 
and structured evaluation methods. It began with a broad screening of 
pharmaceutical manufacturing markets across Latin America and Canada. 
Based on this initial assessment, Brazil, Colombia, Argentina, and Canada 
were selected for further analysis. These markets were evaluated using six 
dimensions. The findings were consolidated in a Market Attractiveness 
Scoring Matrix (MASM) to determine the most attractive market.
Following the market evaluation, potential platform partners were 
identified through systematic desk research, web scraping of existing 
distributor networks, LinkedIn research, and direct outreach. Finally, 
shortlisted partner candidates within the highest-ranked market were 
assessed using a Weighted Scoring Matrix (WSM) based on criteria such 
as market reach, pharmaceutical expertise, regulatory familiarity, client 
portfolio, strategic fit, and implementation feasibility.

Results

The Market Attractiveness Scoring Matrix identified Canada as the most 
attractive market for PINK's future expansion. The country offers a stable 
business environment, favorable import conditions through CETA, a 
mature pharmaceutical manufacturing sector, and a well-developed life 
sciences ecosystem, making it the strongest strategic entry point among 
the evaluated markets.
Based on this result, potential platform partners in Canada were identified 
and assessed using the Weighted Scoring Matrix. IPS achieved the highest 
overall score and emerged as the recommended strategic partner for 
PINK. Due to its strong focus on pharmaceutical and biotechnology facility 
projects, regulatory expertise, and relationships with pharmaceutical 
manufacturers, IPS is well positioned to support PINK in gaining early 
access to capital projects and increasing its market presence.
Overall, the project provides PINK with a structured market selection 
framework, a transparent partner evaluation methodology, and a clear 
strategic recommendation: prioritize market expansion into Canada and 
establish a partnership with IPS. Beyond this specific recommendation, 
the developed methodology can also be applied to evaluate future 
expansion opportunities and partner candidates in additional international 
markets.

Cooperation Partner
PINK GmbH Thermosysteme
Am Kessler 6
97877 Wertheim
Germany

Contact Person
Andrea Pink, APink@pink.de
Michael Schmitt, MSchmitt@pink.de

Student Team
Richard Kiss
Maja Csűrös
Florian Oertel
Moritz Walcher

Project Manager
Melina Mazzucato, M.Sc.(WU),M.Sc.(NOVA)
Jakob Riener, M