Call for Market Penetration and B2B Matchmaking Consultant - Food System Challenge

Context & Background

Berytech is a leading organization in Lebanon's Entrepreneurial Ecosystem that aims to provide a conducive environment for the creation and development of startups through incubation, business support, counseling, funding, networking, and company hosting. Hence, Berytech is taking part in the country's economic revival, participating in wealth and job creation, and retaining graduates and high-level skills in Lebanon.

About FSC PROJECT

The Food System Challenge supports businesses to solve core challenges of the food system in Lebanon, and more specifically in the sectors of dairy and meat production (cow, goat, sheep), cereals and pulses (and its by-products), protected horticulture (Classical green houses, hydroponics, and aquaponics), and domesticated edible herbs and plants.

The Food System Challenge is implemented by the World Food Programme (WFP) and Berytech through support from the German Federal Ministry of Economic Cooperation and Development (BMZ).

Throughout FSC’s previous and current cycles, the program supported over 40 SMEs to fortify the Lebanese food system to create a more sustainable ecosystem.

SME Background

Tsoler’s produces a range of high-quality baked snacks using natural ingredients and traditional Lebanese flavors. With a significant portion of its products already exported to 13 countries, including the GCC, EU, and the US, Tsoler’s aims to strengthen its presence in Europe and GCC by targeting distributors, expanding its network, and adapting to market-specific demands. The consultancy will play a crucial role in facilitating this strategic market entry. Through this consultancy, Tsolers is willing to secure meetings and deals with Distributors mainly in North Europe and the GCC.

Objective

The objective of this consultancy is to:

1. Entry into at least 2 new European markets and 2 GCC countries.
2. Secured distribution agreements with key regional distributors.
3. Enhanced brand visibility and consumer awareness in the targeted regions.
4. Growth in export sales by at least 20% within the first-year post-implementation.

Scope of work

The consultant will be required to deliver the following services:

• Market Analysis:
  • Conduct in-depth research on consumer preferences, competitive landscapes, and regulatory requirements in targeted European and GCC countries.
  • Identify high-potential markets for Tsolers’ product lines, focusing on health-conscious snack segments and Lebanese-inspired flavors.
• B2B Matchmaking:
  • Identify and shortlist potential distributors, retailers, and importers in the European and GCC regions.
  • Organize and coordinate one-on-one B2B meetings between Tsolers and shortlisted distributors to discuss product offerings, terms, and market entry strategies – at least 10 meetings to be secured in each target market.
• Regulatory Compliance Support:
  • Guide export regulations, packaging compliance, and labeling requirements for target markets.
  • Assist in obtaining necessary certifications or adjustments to product specifications as per local market standards.
• Event Participation:
  • Facilitate Tsolers' participation in trade shows and exhibitions in Europe and the GCC.
  • Partners with PR agencies specializing in the food industry for campaigns that emphasize Tsolers' unique selling points.
• Contract Negotiations:
  • Support Tsolers during contract discussions with distributors, including drafting agreements and advising on payment and delivery terms.

Duration

The consultancy is expected to span 5 months, with specific on-site days to be agreed upon based on project milestones and progress.

Key Deliverables

• Comprehensive market analysis reports for Europe and GCC regions
• Database of potential distributors and their contact details.
• Schedule at least 10 B2B meetings, including agendas and profiles of participants.
• Reports on outcomes of trade show participation and B2B meetings.
• Finalized contracts or agreements with at least 2 distributors in each region – depending on the size of the distributor.

Qualifications

The selected consultant should have:

• Industry Knowledge: Demonstrated experience in food systems, agribusiness, or FMCG sectors, particularly in market penetration and international trade.
• Market Expertise: Proven track record of successful market entry strategies in European and GCC markets.
• B2B Matchmaking: Strong network of distributors, retailers, and industry stakeholders in the targeted regions, with prior experience in facilitating B2B meetings.
• Regulatory Proficiency: In-depth understanding of export regulations, labeling requirements, and compliance standards for food products in Europe and GCC countries.
• Project Management: Strong organizational and communication skills to ensure timely delivery of milestones and seamless coordination between stakeholders.
• Language Skills: Proficiency in Arabic and English is mandatory; additional languages (e.g., French, German) relevant to the target regions are highly desirable.