Global Supplier of Industrial Components
A manufacturer of high-end aluminum components was unable to command premium prices and consistently lost business to inexpensive imports.
We identified identified two segments that needed client’s capabilities, among the myriad of segments that did not. These segments were also appreciative of quick-response services, which foreign competitors could not match. They were willing to pay 25% higher prices. Additionally, research identified a set of services that the two market segments needed and client could easily provide that would further improve client’s value perception in the target marketplace.
The client focused sales effort on the two indicated segments and re-engineered production processes to enable faster turnaround and more-accurate production forecasts. New sales grew 34% in six months after the project. Although fewer proposals were generated, capture rate rose from 2% to 60%.