Implementation

Background

A manufacturer of returnable packaging materials for the automotive industry with stagnating sales engaged EWA to identify and qualify sources of business growth potential.

Approach

Step 1: 360° Opportunity Assessment

• An extensive review with the client of the construction and technical aspects of the current product portfolio, the market, adjacent verticals, competitor products & customer base.

Step 2: Opportunity Identification

• Identification and validation of 12 key industries as qualified verticals for expansion – based upon ease of adaptation, market size, growth potential and profit margin
• Total of 1300+ potential new customers

Step 3: Short-listing of 5 core industries of focus for a deep dive analysis

• Off Road Vehicles, HVAC, Outdoor Power Equipment, Pharmaceuticals, Consumer Electronics
• Total of 370 potential new customers

Step 4: Opportunity Leveraging

• EWA prioritized the top 10-12 companies per sector (sales channels, geographical location, etc.)
• EWA conducted an in-depth investigation of each company & senior management and then delivered a biographical summary and contact information for 63 companies

Results

• The client signed contracts with 9 new business partners
• 13% increase in sales within 18 months