Customer Insights
Challenge: A market leading vendor of joint replacement and trauma implants under threat in SE Asia from low cost competitive Chinese products.
Solution: Survey and in-person interviews conducted with orthopaedic surgeons in Indonesia, Malaysia, Singapore and Vietnam to understand preferences allowing for recommendations of product development, loyalty and competitive positioning.
Orthopaedics | South East Asia
Market Penetration
Challenge: A leading speciality chemicals company aiming to better understand market opportunities in China for their niche silicone adhesive solutions.
Solution: The key customer segments of Building Materials, Electronics and Footwear Manufacturing were sized with demand forecast. Value chain and margins assessed to identify best route to market leading to direct recommendation in sales strategy.
Speciality Chemicals | China
Positioning Strategy
Challenge: A US based fine chemicals and food ingredients supplier with flagging sales growth in key locations of Australia, China and Thailand.
Solution: A series of in-depth interviews with lapsed and current purchasing managers to determine decision making process, satisfaction points and pricing as well as value comparison with competitors leading to revitalised strategy and segmentation.
Food Ingredients | Australia & Asia
Partner Search
Challenge: A global top 5 medical capital equipment company wanting to complete coverage gaps in in its product offering and range across Thailand.
Solution: Over 20 local distributors were identified, contacted and screened out based on a 30-criteria scorecard. The selected, most suitable, companies were visited by consultants and extensively profiled leading to recommendations and introductions to 3.
MedTech | South East Asia
Distribution Analysis
Challenge: A European specialty chemical company aiming to further expand in the APAC region needed in-depth analysis of key distribution channels.
Solution: Focused on their construction chemicals analysis was provided across 10 different product groups within 10 specific locations. Research included revenue data and forecasts for 6 channels ranging from Direct Sales to Merchants and Online.
Construction Chemicals | APAC
Go-to-Market Strategy
Challenge: A specialised Western European private hospital wanting to tap into the significant rise in outbound Chinese medical tourism.
Solution: Local language research in China, coupled with surveying referring clinicians, hospitals and agencies to understand decision making and compare destinations. Advised on potential, focus segments, referral partners and positioning offer.
Medical Tourism | China / Global