Introduction |
Experience | Case
studies | Specialists | Contact
practice head
| Sector expertise and knowledge
transfer
Sector-specific expertise is crucial in gathering meaningful
business intelligence and creating practical strategies for
the China market. Our experience in the mainland runs to over
100 projects, spanning the Consumer, Chemical, Finance, Healthcare,
Industrial, IT, Logistics, Media, Retail and Telecom sectors.
Our China consultants bring you an understanding of how these
businesses work at the national and local levels, the issues
that concern you in the market, and the growth opportunities
we can help you identify, for example: |
|
| > |
Sizing, segmenting and forecasting addressable market
demand to understand the nature and extent of the opportunity. |
| > |
Exploring customer behaviour and perceptions, especially in
less-known second and third tier cities. |
| > |
Developing market entry strategy based on logical prioritisation
of target locations, segments and products/services. |
| > |
Identifying and evaluating joint venture or acquisition targets
to help you penetrate competitive local markets. |
| > |
Understanding and applying supply chain best practices to circumvent
local infrastructural and cultural hurdles. |
Complementing our experience in your target industries, we take what
we learn from our industry practices and use that knowledge to your
benefit when we work for you. We call it ‘knowledge transfer’.
Contact us now
to find out how we can help you succeed in the Asia-Pacific region.
Please use our online
form or phone the practice
head, Jennifer Ding, on +86 (21) 6279 0197.
|
Gain from our experience: Case
studies
Business expansion strategy
Devised an expansion plan for food manufacturing equipment
in China. View | Download
case study |
|
| |
|
Market sizing & modeling
Defined optimum market segmentation for a medical equipment
company in Greater China. View
| Download
case study |
|
| |
|
Customer intelligence
Investigated enterprise ownership and purchasing of PCs
in China. View | Download
case study |
|
| |
|
Value chain consulting
Realigned a global chemical company’s value chain
strategy in Greater China. View
| Download
case study |
|
|
| China industry case study: Business expansion
strategy
Devised an expansion plan for
food manufacturing equipment in China.
Client benefit
> The client gained a clear picture and quantification
of market opportunities in the Chinese market.
>
The analysis allowed the client to focus its resources on
the highest potential equipment segments and end-user segments,
and set appropriate pricing. |
Issue
A global food and beverage processing equipment manufacturer
wanted to identify new growth opportunities in China for its
shelf-stable food manufacturing equipment lines.
Approach
The research combined four main types of intelligence:
> Customer sector profiling and customer interviewing.
> Competitive environment review.
> Upcoming regulatory changes that might impact demand, market
access or prices.
> Demand size and future growth.
Analysis
> Quantified market potential.
> Identified key growth segments, by both equipment type
and end-product type.
> Identified market and competitive dynamics.
Download
case study
Find out
more
^ Back to top |
| China industry case study: Market sizing
& modeling
Defined optimum market segmentation
for a medical equipment company in Greater China.
Client benefit
> Quantified the size of greatest opportunity customer
and channel segments.
> Helped to achieve increased
market share. |
Issue
A manufacturer of medical equipment wanted to size the demand
for testing products in Greater China.
Approach
Multiple-level demand sizing and segmentation approach:
> Overall market size, validated.
> Customer type segmentation.
> Channel shares for each customer type.
Analysis
> Confirmed that the demand opportunity for testing products
was promising.
> Identified channels and customer groups that would drive
the greatest sales volumes within the shortest timeframe.
Download
case study
Find out
more
^ Back to top |
| China industry case study: Customer intelligence
Investigated enterprise ownership
and purchasing of PCs in China.
Client benefit
> Our analysis revealed a substantially larger market
than indicated by most industry estimates, lead by surprisingly
few key segments.
> The client used our findings
to feed into regional and global demand and sales forecasts,
and the China growth strategy.
> The client’s
management, marketing, strategy, sales and solutions teams
all benefited from our segment opportunity recommendations. |
Issue
An electronic components manufacturer required a comprehensive
and detailed assessment of the size, characteristics and purchasing
dynamics of the enterprise personal computer market in China.
Approach
Three-phase research methodology capturing all key aspects of
the market, covering 40 cities in four economic tiers, across
ten industries and eight organisation size categories:
> Desk research on the enterprise and government organisation
universe size and structure.
> In-depth interviews with purchasing decision-makers and
influencers.
> Nationwide survey of several thousand corporate customers.
Analysis
> Distilled the complexities of the 320 market segments into
meaningful strategic intelligence.
> Identified decision-makers and influencers at each stage
of the purchasing process.
> Prioritised 12 key target segments across three technology
adoption stages, and advised on marketing approach.
Download
case study
Find out
more
^ Back to top |
| China industry case study: Value chain
consulting
Realigned a global chemical company’s
value chain strategy in Greater China.
Client benefit
> The client realised greater sales volumes across its
product segments.
> The client also saved on distribution
costs. |
Issue
A global industrial gas supplier wanted to determine potential
for a new distribution proposition in Greater China.
Approach
Mapped distribution tiers and channel shares, analysed customers’
unmet needs and identified inefficiencies in the value chain.
Involved value chain structure research, and customer research.
Analysis
> Products were grouped into opportunity segments and a distribution
strategy recommended for each group.
> For some segments, a move to sources outside the investigated
markets was recommended, with a new pricing proposition.
> For others, the client was advised to tie up with a local
player or service a select group of customers directly.
Download
case study
Find
out more
^ Back to top |
|
