For Chubb, American Security Products Manufacturer: COMPETITIVE INTELLIGENCE & COMPETITOR PROFILING
Client wanted us to compile competitive intelligence on their competitors. Problem was the lack of current market data, and their corporate planning over the last 3 years was based on old data. Tasks: Competitors’ success factors Current & future sales and marketing strategies Market size and market share (by company, by product segments)
- Security Systems
- Fire Protection
- Monitoring & Response
- Security Personnel
Market positioning (by company, by products) Pricing data (by products)
Result? Client was able to better understand their competitors’ sales performance and product emphasis as well as to update their market data.
Client Benefits? From this study, we developed strategic recommendations to enable Client to better compete against its competitor and capture bigger market share.
For TJ Systems Pte Ltd (now part of Beaqon Group): INDONESIA SECURITY SYSTEMS MARKET ENTRY STRATEGY
(Client awarded us its Letter of Commendation)
Situation: Client is an electronic security system distributor and integrator. Its products include detection systems like X-ray systems, specialised equipment like night vision equipment, and integrated solutions like CCTV and access control systems. It had won various awards for excellence (Golden Brand Award in 2006, Enterprise 50 Award 2005, Top Entrepreneur 2005, Fastest Growing 50 Award 2005, Singapore SME 500 Company 2004/2005, and Merlion Award by Security Asia in 2001).
TJ engaged us to study the feasibility of the long term Indonesia market potential to justify establishing an office in Indonesia as well as to develop a market entry strategy.
Tasks included market analysis, demand-side analysis (market segmentation, customer intelligence, B2G/B2B customer lead generation), supply-side analysis (supply, competitor intelligence), distribution analysis (including distributor partner search), financial feasibility and developing a market entry strategy.
Client Benefits: Through our field interviews, our client increased their knowledge of the local government client segments which they themselves could not identify despite having 5 years of direct export trading sales there. Our analysis also revealed reasons for client not achieving a breakthrough in this market. Client is in talks with 3 of our recommended shortlisted distributor partners.
For LAKESIDE FLOOD SOLUTIONS, UK: THAILAND DISTRIBUTOR SEARCH
Client: Client is UK’s leading manufacturer of demountable aluminium flood barrier system. Its product range includes residential and commercial flood defence solutions for door defence (flood doors), brick defence (anti-flood airbricks), sewage defence (non-return valves) and wall defence (water sealant). Enjoying rapid growth in the UK, they are looking to develop export markets. Given that Bangkok has one of the highest incidences of flooding, this is their first target market.
Objective: Client engaged our services to help them find companies that are similar to themselves – i.e. manufacturers that supply and install shutters or garage doors etc and are looking to increase their portfolio of products. They would also consider working through established distributors that can install such systems.
Depth Interviews: Top 10 companies in Architecture, Building Materials, Competitors
Results: We successfully identified, visited and persuaded 19 Thai companies in 3 regions (Bangkok, Nakornsawan in Central and Pichit in North) to consider partnering with Client.
Status: Arranged for client to visit the interested partner companies in Bangkok.
“Thank you for the hard work in finding us 19 partners!”, Mr Phil Lake, Managing Director