Customer Engagement Examples

Strategic PlanningStrategic Planning

PackagingPackaging

 

Situation:

A leading manufacturer of flexible packaging engaged Freedonia Custom Research to conduct a strategic analysis of the global market for a specific flexible bulk packaging product, including demand by product type and end-use segment, as well as an analysis of leading competitors.

Approach:

  • Performed more than 135 primary research interviews with flexible bulk packaging manufacturers, machinery manufacturers and end-users across multiple regions and end-markets; call locations included North and South America, Europe, China, India, Africa and the Middle East
  • Conducted an analysis of macroeconomic factors influencing demand in key end-use segments such as building materials and agricultural production
  • Performed a comparative pricing by flexible packaging product type, by end-use by region
  • Analyzed historical and forecast demand by flexible packaging product type across multiple regions, with additional segmentation by leading end-use segments
  • Identified key market trends causing shifts in flexible packaging product types used by end-use segment and region
  • Provided profiles of 30 leading flexible packaging product manufacturers across the world, with estimated market shares in both value and volume terms by region

Results:

The Freedonia Custom Research team’s analysis of the global market for this flexible bulk packaging product enabled the client to both set strategic direction and provide documentation to support financial filings for shareholders and other external stakeholders. The report proved to be so valuable to the client that Freedonia Custom Research was reengaged multiple times to update the findings.

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Strategic PlanningNew Market Entry

PackagingHealthcare & Life Sciences

 

Situation:

A manufacturer of specialty chemicals traditionally used in the food processing industry engaged Freedonia Custom Research to investigate the opportunity to grow its protease enzyme business in new market segments.

Approach:

  • More than 40 in-depth primary interviews were performed with competitive manufacturers and potential customers in North and South America, Europe and China in order to assess the size and attractiveness of different protease applications and regional markets
  • Conducted an analysis of historical and forecasted demand for protease enzymes in targeted segments by application, region and product type
  • Analyzed each value chain segment, detailing competitive dynamics and product value at each step from raw materials to the final product
  • Identified potential customers, with an emphasis on current purchasing volumes and protease usage metrics
  • Uncovered unmet customer needs and opportunities for new product development
  • Provided six in-depth competitor profiles documenting product offerings, sales volumes, and relevant joint ventures and partnerships

Results:

The Freedonia Custom Research team provided the client with important insight into new market opportunities, leading the client to expand its protease enzyme offerings to include new markets such as meat processing.

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Geographic ExpansionGeographic Expansion

Construction & Building ProductsConstruction & Building Products

 

Situation:

A Japanese manufacturer of specialty exterior facades for commercial buildings wanted to expand its product into the North American market. The client engaged Freedonia Custom Research to obtain a better understanding of the market potential in each US state, the competitive landscape, and any factors that could facilitate a successful market entry.

Approach:

  • Conducted more than 30 in-depth interviews with manufacturers, distributors and architects to understand the market size, product strengths and weaknesses, selection criteria for key specifiers, and any end-user pain points
  • Developed demand estimates and forecasts at the national, regional and state level for the United States, with additional segmentation by building type
  • Provided voice-of-market statements from product specifiers regarding price, performance, ease of installation, procurement drivers and barriers to entry for new suppliers
  • Analyzed competitive positioning of key suppliers in the market, including market share, market orientation, distributor relationships, pricing, and product strengths and weaknesses

Results:

The Freedonia Custom Research team was able to provide the client with actionable insight to formulate a strategy for introducing its product to the US market and competing against established suppliers.

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Capital Investment DecisionCapital Investment Decision

ChemicalsChemicals

 

Situation:

A US-based solvent supplier was considering investing in a new refining process that would allow it to produce higher-margin specialty solvents, and Freedonia Custom Research was asked to analyze the long-term potential for these products in order to validate the expense.

Approach:

  • Spoke with six key solvent suppliers to understand current supply and demand dynamics
  • Conducted more than 40 in-depth interviews with solvent end-users and distributors within the client’s market region to determine any ongoing use of the client’s current product offerings and potential adoption of specialty solvents
  • Developed demand estimates and forecasts for both the client’s current products and the specialty solvents, segmented by key end-markets, at both the national and regional level
  • Evaluated key end-markets for the specialty solvents, including regulatory barriers, product requirements, typical customer order size, and industry growth trends
  • Analyzed current suppliers of the specialty solvents and any recent or planned capacity expansions
  • Developed current and forecasted price estimates for both product types given the supply and demand landscape

Results:

The Freedonia Custom Research team determined that the specialty solvents market was currently being oversupplied due to recent capacity expansions and weak demand, which were negatively impacting price. We also uncovered untapped opportunities for the client’s current product offerings. As a result of these findings, the client decided not to invest in the new equipment and instead pursue new markets for its existing products.

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New Market IdentificationNew Market Identification

IndustrialsIndustrials

 

Situation:

A major supplier of industrial components was looking for potential opportunities to supply new products for discrete manufacturing processes. The client engaged Freedonia Custom Research in order to first identify components used in discrete manufacturing facilities in North America and Europe, producing a scorecard for each item, and then further explore the market opportunity for the most attractive products.

Approach:

  • Conducted 15 interviews with component manufacturers and system integrators to uncover over 50 different products and evaluate their attractiveness based on the client’s criteria
  • Advised client with down-selection of full product list to identify 10 core products to investigate further
  • Completed an additional 25 in-depth interviews with component manufacturers to fully understand the market for each core product
  • Analyzed key aspects of each core product, including the market size and growth drivers in North America and Europe, replacement cycles, product substitutions, purchasing characteristics and paths to market
  • Identified and profiled leading suppliers of each product, including total revenue, product market share, and other relevant insights
  • Provided recommendations for further research to guide the selection of acquisition targets

Results:

The findings of Freedonia Custom Research helped the client identify several new products that could enhance its current offerings and develop a strategy for assessing potential acquisitions.

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Acquisition CandidateAcquisition Candidate

EnergyEnergy

 

Situation:

A division of a leading international chemical company that was seeking a potential inorganic growth opportunity within a high-growth segment engaged Freedonia Custom Research to conduct a global assessment of production and stimulation oilfield chemicals, with a specific focus on potential acquisition targets.

Approach:

  • Fifty-five primary research interviews were conducted with industry constituents across the oilfield chemical supply chain
  • An in-depth value chain analysis, including key success factors and critical go-to-market considerations, was performed; Freedonia Custom Research identified and reported on existing relationships across chemical producers, oilfield service companies, distributors and E&Ps
  • Fifteen acquisition targets were identified via an evaluation of global markets and relative competitor positioning
  • Created an in-depth profile for each of the 15 acquisition targets with information including regional presence, key products, key customers, position within the value chain, key financial data, strengths and weaknesses in oilfield chemical markets, synergies with the client’s current businesses and other relevant information

Results:

The Freedonia Custom Research team provided data and analytics that narrowed the list of companies for the client to pursue in an acquisition.

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Acquisition Due DiligenceAcquisition Due Diligence

Other (Automotive & Transportation)Automotive & Transportation

 

Situation:

A manufacturer of industrial and consumer products was interested in purchasing a competitor and engaged Freedonia Custom Research to perform a due diligence assessment of the global light-duty and heavy-duty aftermarket filtration industry in only four weeks.

Approach:

  • Nearly 60 primary interviews were conducted with industry participants in North America, Europe, Latin America and China, including aftermarket filter manufacturers, distributors and participants in other aftermarket sales channels like garages and quick-lube providers
  • Current and forecast demand was analyzed in each region based on usage rates, consumer preferences, the evolving regulatory environment, and potential threats to growth like alternative fuels, emerging technologies, synthetic oil adoption, diesel engine usage and other macroeconomic factors
  • Developed a thorough path-to-market analysis of aftermarket filters by region and vehicle type
  • Provided 12 detailed competitor profiles that included analyses of product mix, preferred sales channels, respective strengths and weaknesses, competitive advantages and primary research findings

Results:

The Freedonia Custom Research team determined that the target company’s outlook was overly optimistic and uncovered inaccuracies in its understanding of the path to market for regions that it did not have a strong presence in. Based on this work, the client decided not to pursue an acquisition of the target company.

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IPO SupportIPO Support

Packaging/Healthcare & Life SciencesPackaging/Healthcare & Life Sciences

 

Situation:

An Asia-based manufacturer of disposable medical consumables and degradable retail plastic bags engaged Freedonia Custom Research to provide a reliable third-party assessment of the market for its initial public offering.

Approach:

  • Over 30 competitors, distributors, retailers and other third parties were contacted for their views regarding disposable medical consumables and degradable retail plastic bag demand, regulations, trade, pricing and competitive environment
  • Conducted a 10-year annual demand analysis for five product segments in disposable medical consumables for the United States, the United Kingdom, the Rest of the European Union and China; a 10-year annual demand for degradable retail plastic bags for each region was also completed
  • Performed a detailed pricing analysis by product type and by region
  • Provided an in-depth look at the competitive environment
  • Performed an analysis of Chinese exports of in-scope products

Results:

The client successfully transitioned to a public company, using much of FCR’s analysis in its initial public offering document.

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Competitive IntelligenceCompetitive Intelligence

ConstructionConstruction

 

Situation:

A major international supplier of plumbing fixtures had received intel that one of its key competitors had grown its US sales by more than 8% over the previous year, and the client wanted to understand the nature of this growth.

Approach:

  • Spoke with key employees at the client’s competitor to validate this growth and provide insight into strategic decisions within the company
  • Conducted in-depth interviews with 10 distributors of plumbing fixtures to understand the strengths and weaknesses of the client and its competitor
  • Assessed the size and growth of the market for the client’s core products
  • Provided key insights into the competitor, including sales estimates by product type, brand positioning in residential and commercial construction, key relationships with major hotel chains, distribution channel analysis, pricing, and product differentiators
  • Analyzed the competitor’s strategic positioning to uncover the nature of its recent growth

Results:

The Freedonia Custom Research team verified that the competitor had experienced US growth of 8%, but all growth was due to favorable currency conditions for the foreign-based company. In fact, the competitor had experienced a slight decline in US sales on a constant-currency basis. We were also able to provide the client with key insights into the relative positioning of the two companies to assist with strategic planning.

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