Background
A US manufacturer of large construction components for the Chinese market was interested in exploring the growing portable construction products industry. EWA was engaged to develop a strategic vision & implementation action plan to drive company growth.
Approach
Step 1: Comprehensive growth potential assessment
- Market
- Industry
- Competitors
- Customer base
- Product offers
- Technical requirements
- Etc.
Step 2: Analysis to determine
- The most profitable product segments
- The strengths and weaknesses of the players in the end-product competitive environment
- The end customer purchase behavior and decision-making influencers
- The customer perceptions with regards to brands, products, service, post-sales support, distribution, sales channels, etc.
- Finding: Significant growth potential…but various market specifics could present severe challenges to a successful company internal production approach
Step 3: Recommendation to produce end-products in cooperation with a local non-industry Chinese assembly company
- Identification and qualification of a suitable Chinese assembly company
- R&D briefing and consultation during product development
Step 4: Recommendation to conduct a test market in several key regions
- Identification and qualification of distribution partner for test market launch
Results
- After the successful completion of the test market, the client launched nationwide
- 6% increase in company revenue within the first 24 months