Architectural Façade Cladding Panels Market Expansion

 

The Client’s Challenges

• Decline in sales over the past three years

• Ambiguities in dealer relationships

 

Objectives

• Uncover and develop market expansion opportunities for the client’s products into China’s construction markets

• Evaluate the China team’s performance

 

Deliverables (12 Weeks)

• Phase I: Market Assessment: market size, industry perceptions, competitors as well as lost projects analysis

• Phase II: Market Access Approaches: addressable markets , value chain, customers and survey of current dealers

 

Processes

• 32 in-depth face-to-face interviews and 67 telephone interviews with architects, developers, contractors, competitors and dealers

• Developed and submitted two phase reports as well as all interview notes and all contact details for client follow up

 

Results

• Prioritized the targeted regions and segments

• Improved the relationship with  dealers

• Established connections with key design institutes and developers