Market Intelligence Case Study: Consumer / Industrial

Our client needed to understand demand drivers, market size, segment demand and key competitors in 10 countries in East and Southeast Asia.

Market Intelligence Case Study: Consumer / Industrial

Our client needed to understand demand drivers, market size, segment demand and key competitors in 10 countries in East and Southeast Asia.

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Situation

  • World leader in heating, ventilation and climate control.
  • Strong presence in China but limited footprint in other Asian markets.

Approach

  • Formed project team with Pan-Asian project experience including consultants from China, Mongolia and South Korea.
  • Identified demand drivers for each country/region.
  • Determined the total market size in each of the countries/regions through secondary research and industry interviews.
  • Segmented demand by heating technologies and product categories.
  • Identified key competitors in each segment in each country/region.
  • Conducted industry interviews in each country/region to determine market shares and product pricing strategies.
  • Created detailed competitor profiles.

Result

  • With a clear understanding of demand profiles in each country the Client could decide which markets to prioritize.
  • Large regional differences indicated that no single product strategy would work in all markets and that gaining significant market share in any one country would require a product offering specifically developed for that market.
  • The competitive analysis gave the client an understanding of competitive dynamics in each market and identified the companies would be its key competitors in each of the markets.
  • The Client is currently developing its Asia growth strategy.

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Our advisory services support clients when selling or buying a business, establishing joint ventures and partnerships, securing financing, valuing a business, or navigating other M&A related issues involving China and Southeast Asia.

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We help clients identify and structure joint ventures, strategic partnerships, corporate venturing models, minority stakes, etc.

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