© 2019 PIM Ltd.

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