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A Surat-based polished diamond company had been selling exclusively through Mumbai diamond trading houses. They identified that establishing a direct trading relationship with Antwerp polished diamond dealers would improve their margin by 8-12% by eliminating the Mumbai intermediary. However, they had no Antwerp contacts and were unfamiliar with the Antwerp diamond trading protocols (HRD/IGI certification preferences, Antwerp Bourse membership requirements).
AJG facilitated introductions through the Antwerp Diamond Industry Association (AWDC) to three mid-sized Antwerp polished diamond dealers aligned with the Surat manufacturer' production speciality (D-H colour, VVS-VS1 clarity round brilliants, 0.3-2.0 carats). Each stone' grading certificate (HRD or GIA — Antwerp dealers prefer HRD for Belgian market, GIA for US-destined goods) was reviewed. Payment terms negotiated: sight payment against HRD certificate for established relationship. Kimberley Process Certified Shipment documentation reviewed.
First direct Antwerp trading relationship established at month 4 with a Hasselt-based polished diamond dealer. Annual direct Antwerp sales: USD 3.2M year 1, USD 5.8M year 2. Margin improvement: 9.5% versus Mumbai intermediary route. KP certification maintained for all shipments. Second Antwerp relationship established year 2.
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