Introduction
| Experience
| Case studies
| Specialists | Resources
| Contact
practice head
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Sector expertise
and knowledge transfer
You know as well as we do that sector-specific expertise is
crucial in gathering meaningful business intelligence and creating
practical strategies. Our Industrial & Logistics experience
spans supply chain & logistics services, manufacturing &
processing, industrial & engineering equipment, and construction.
Our consultants bring you an understanding of how these businesses
work at the regional, national and local level, the issues that
concern you in the markets, and the growth opportunities we
can help you identify, for example:
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Partner evaluation and commercial due diligence
for acquisition of Asian players with low costs and a ready market |
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Feasibility and market entry strategies for competing in new
markets |
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Market sizing and modeling to ascertain addressable markets
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Supply chain benchmarking and distribution strategy |
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Competitor and customer intelligence and profiles for strategic
planning |
Complementing our experience in the Industrial & Logistics sector,
we take what we learn from other industry practices and use that knowledge
to your benefit when we work for you. We call it ‘knowledge
transfer’.
For example, studies by our ICT,
Chemical and Life
Science practices on expansion in semiconductors, oil refineries
and medical devices give us a detailed understanding of new opportunities
in plant and capital equipment markets.
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, Peter Davey, on +65 6423 1681.
| Gain from
our experience: Case studies
Business expansion strategy
Devised an expansion plan for food manufacturing equipment
in India and China. View
| Download
case study |
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Market entry strategy
Helped a global player enter the industrial safety equipment
market in East Asia. View |
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Market entry strategy
Assessed potential of a new channel for welding gas and
equipment in Malaysia. View
| Download
case study |
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Competitive intelligence
Profiled cryogenic pump suppliers and their products in
Asia. View | Download
case study |
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Market entry strategy
Recommended an entry strategy for a new player in logistics
and warehousing in China. View
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Customer intelligence
Evaluated the dynamics of cargo flows in and out of South
China’s seaports. View |
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Market profile
Identified market opportunities for janitorial and cleaning
services in Shanghai. View
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| Industrial
& logistics industry case study: Business expansion strategy
Devised an expansion plan for food manufacturing
equipment in India and China
Client benefit
> The client gained a clear picture and quantification
of market opportunities in the developing Indian and Chinese
markets.
> 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 India and 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
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| Industrial
& logistics industry case study: Market
entry strategy
Helped a global player to enter the safety equipment
market in East Asia
Client benefit
> Client has successfully entered and become one of the
top players in the selected East Asia markets.
> Client is capturing market share from existing competitors.
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Issue
A global chemical player wanted to develop its safety market
business in East Asia and identify the markets it should enter.
Approach
> Sized the market demand and growth for various types of
industrial personal protection equipment.
> Determined the supply dynamics, competitive field, logistics
structure and customer preferences of high potential segments.
Analysis
> Prioritised product segments with greatest potential based
on demand value and future growth forecasts.
> Recommended best-fit entry strategy for the client in selected
markets, in terms of optimum product and service proposition,
preferred channels to market, strategies to win clients, sourcing
and cooperation with local or foreign players for each segment.
Find out
more
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| Industrial
& logistics industry case study: Market
entry strategy
Assessed potential of a new channel for welding
gas and equipment in Malaysia
Client benefit
> The client gained an understanding of the potential
to increase profitability through a new channel concept,
and the market segments which held greatest opportunities.
> We provided a clear channel development strategy, recommending
target segments and decision-makers, product offerings,
competitive positioning, marketing approach and retail outlet
infrastructure. |
Issue
An international supplier of welding gases, equipment and consumables
operating in Malaysia wanted to reduce its reliance on distributors
in order to increase margins, and therefore needed to determine
the potential for a new retail channel.
Approach
Combined customer research with supply-side insights for market
modeling:
> Customer interviews across several customer industries.
> Competitor and distributor interviews.
> Secondary research on macro trends.
Analysis
> Analysis of existing consumption by products, customer
segments and regions.
> Assessment of demand needs, behaviour and acceptance of
the new distribution concept.
> Modeling of macro factors such as customer sector growth
and overall economic development.
Download
case study
Find out
more
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| Industrial
& logistics industry case study: Competitive
intelligence
Profiled cryogenic pump suppliers and their products
in Northeast and Southeast Asia
Client benefit
> The client learnt how to maximize its product strengths
and minimise its product weaknesses against local competitors.
> Achieved greater competitiveness and sales success
in the local marketplace. |
Issue
A global manufacturer of cryogenic refrigeration systems wanted
to benchmark the performance and capabilities of the main local
competitors in Japan, Korea, China, Malaysia and Singapore.
Approach
The research focused on two areas for each competitor:
> Company performance.
> Product performance.
Analysis
> Analysed strengths and weaknesses of each competitor.
> Benchmarked each competitor’s key products’
commercial performance and technical features.
> Recommended competitive sales strategy to adopt against
each competitor.
Download
case study
Find out
more
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| Industrial
& logistics industry case study: Market
entry strategy
Recommended an entry strategy
for a new player in logistics and warehousing in China
Client benefit
> The client received validated information on market
dynamics that allowed them to update their sales strategy.
> We also prioritised potential investment options for
expanding the client’s business into a new area of
logistics and warehousing services. |
Issue
A logistics equipment supplier wanted to identify investment
opportunities for complementary services in logistics and warehousing
in China.
Approach
> Interviews with logistics and warehousing market players
to understand the market and the competitive environment.
> Customer interviews to identify the pattern of spending
on logistics and warehousing services.
Analysis
> Evaluated the existing value chain to proritise vertical
downstream expansion opportunities.
> Prioritised the key customer drivers and the overall interest
in buying new value-added logistics and warehousing services.
Find out
more
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| Industrial
& logistics industry case study: Customer
intelligence
Evaluated the dynamics
of cargo flows in and out of South China’s seaports
Client benefit
> Gained an accurate understanding of the real decision
makers and what is important to them when selecting cargo
ports in and out of China.
> Established priority actions to maximise the use of
certain Chinese ports. |
Issue
A leading Asian sea cargo handler wanted to understand the market
dynamics in South China so as to prepare its competitive strategy
for the medium term.
Approach
> Interviews with competitive sea cargo handlers to understand
their customer base.
> Interviews with customers – logistics companies,
manufacturers and overseas buyers – to investigate port
selection and preference drivers.
Analysis
> Identified main competitors and their future strategies.
> Mapped out customer segments and identified the decision
makers.
> Prioritised customers’ drivers for choosing ports.
Find out
more
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| Industrial
& logistics industry case study: Market
profile
Identified market opportunities
for janitorial and cleaning services in Shanghai
Client benefit
> Client's market opportunities were quantified by segments.
> Client received practical advice on market potential
and competitive strategy. |
Issue
A major US janitorial and cleaning services franchise wanted
to enter the Shanghai market.
Approach
> Conducted primary and secondary research on market trends
and drivers, customer intelligence and competitor analysis.
> Identified demand drivers and customer segment trends.
Analysis
> Analysed customer usage habits and decision making process.
> Customer segments are prioritised by spending per year
and types of services used.
> Provided recommendations for capturing new customers in
each segment.
Find out
more
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