Client Situation & Objectives
- Obtain market-based insights to gain a deep understanding of its regional and national customer dynamics, including:
Identifying existing supplier relationships and level of satisfaction
Perceptions of the client’s portfolio company
Perceptions of competitive suppliers
Identifying unmet needs
Identify growth opportunities by market segment
Deliver tactical recommendations to drive client’s strategic initiatives
The Approach
Our findings provided the client with a clear understanding of the aftermarket and delivered actionable insights to drive its growth
The Results
Identified significant growth opportunity in mid-tier customer segment; re-defined distribution and sales strategy
Provided new insights into customer preferences; identified capture opportunities
Identified need and opportunity to further develop the company's brand
Initiated concrete actions to improve performance; launched customer loyalty program
Provided further recommendations related to site location, private label opportunities, national account management, and implementation of a web-based order system
