Market Assessment and GTM Strategy for online lingerie portal

KEY QUESTIONS.

  • What is the market size and opportunity for lingerie – online vs. offline? How is the market growing and what are the key growth drivers?
  • What is the competitive landscape? Detailed profiles of competitors
  • What are the trends in consumer buying behaviour and preferences?
  • What should be the Go-to-market strategy for launching and online portal?

APPROACH.

  • 20+ In-Depth Interviews with industry experts and competitors to understand the market dynamics and trends
  • 250+ customer surveys across segments to understand buying behaviour, trends and preferences

RESULT

  • The client is executing the Go-to-market strategy as proposed by us and acting on recommendations

Farmers’ perception and challenges on plant population for rice seeds; Agri-products

KEY ISSUES

  • Farmers’ perception on increasing plant population
  • Challenges and benefits of this practice; as well as the trade-off between them
  • Awareness and willingness to adopt this approach
  • To understand the experience of farmers in using the plant population tool, its impact on yield realization
  • Understanding of farmers who got company assistance versus who did not
  • Other suggestions on the tool

APPROACH

  • 14 in-depth interviews and 180 surveys were conducted with farmers in a UP district
  • Analysis was done on the data collected from farmers to provide key recommendations to the client

RESULT

  • The insights from the survey helped the client understand the challenges faced by the farmers
  • The insights were further presented to the management team for brainstorming on the population tool

Impact of digitization on Australian automotive dealers and way ahead

KEY QUESTIONS

  • How has consumer buying behaviour changed?
  • How is internet changing the dynamics of car buying in Australia?
  • How will the digitization impact the role of manufacturers and dealers in the sales and after sales process?
  • What are some of the success stories in digitization of automotive dealers?

APPROACH

  • Secondary research was done to understand the key trends
  • Interviews with some top dealers to understand the success stories in digitization and capability building

RESULT

  • The client, one of the largest chain of automotive dealerships, was able to apply the learnings from the study to create their own digitization strategy

Expansion strategy for a Medical products manufacturer

KEY QUESTIONS

  • What are the products which would be strategically most suitable with the current portfolio?
  • What is the market size and what are the growth factors for the shortlisted product categories?
  • What are the profiles of the key players in the shortlisted product categories?
  • How is the margin structure of the shortlisted product categories?

APPROACH

  • Interviews with purchase department personnel of leading hospitals (chains)
  • Interviews with supplier / agents / company sales people
  • Interviews with competition & Secondary research

RESULT

  • We helped client in shortlisting 5-6 product categories and expand its product portfolio in medical products based on market size, growth trends and competitive landscape assessment

Digital sales channel strategy for an Indian healthcare IVF chain

KEY QUESTIONS

  • What is the potential of digital sales in IVF? How is it growing?
  • What are competitors doing in digital space? What are their strengths and weaknesses?
  • What should be the lead generation and content marketing strategy?
  • What is the customer purchase behaviour online?

APPROACH

  • 30+ In-Depth Interviews with industry experts and competitors to understand the market dynamics and trends
  • 100 customer surveys for target audience to understand buying behavior, trends and preferences

RESULT

  • The client implemented the digital sales channel and  generated significant sales from digital marketing and content

Talent Sourcing Strategy for a leading IT services player in India

SCOPE

  • Understand the employment outlook in organized sector in the IT services sector
  • Market understanding:
    • Talent pool size
    • Compensation Analysis
  • Stability Analysis:
    • Stability Framework Creation
    • Compensation Analysis

METHODOLOGY

  • Build a framework for creating a strategy of sourcing stable talent
  • Creating a stability model for identifying candidates that seek stability in their careers (among other incentives)
  • Interviews with industry executives
  • Secondary research and government data

RESULT

  • The research helped our client create a long-term strategy for sourcing talent
  • Stability modeler was used for hiring long-term prospects

Customer preferences evaluation for a new Finance and Accounting (F&A) software

KEY QUESTIONS.

  • What are the key features that a new F&A software must have, so as to drive adoption among CA and business graduate?
  • To understand and determine why one of the well know Indian software company has high recall value and is most recommended?
  • Can households leverage F&A software for their budget management

SURVEY DESIGN.

  • Respondents: 100+ Internal and external accountants were interviewed with 75% from external and 50% from internal accountants
  • Questionnaire:
    • Each respondent was asked to provide rating for  “ recommending the Indian software product” to any one on a scale of 0 to 10
    • Evaluated three key competing products across 12 attributes

RESULT.

  • Client was able to determine how to tap into Indian consumers for adopting F&A software for better budget management
  • Client was able to determine the key driving factors and dynamics for Financial and Accounting software among professionals

Customer preferences evaluation for new mobile based services

KEY QUESTIONS.

  • Identify opportunities for the client to act as an enabler for authenticating transactions on mobile technologies such as:
    • QR codes
    • Location Based Services  and Augmented reality

SURVEY DESIGN.

  • Respondents: 25+ companies representing various part of “mobile value added service “value chain were interviewed
  • Questionnaire:
    • Understand the value chain of participants
    • Assessing the feasibility of new mobile based services (such as LBS and AR) with the respective participants

RESULT.

  • Client was able to determine, how to tap into Indian consumers for driving the opportunity of AR in few consumer industries
  • Client was able to determine how services such as LBS and QR codes are delivered

Dipstick due diligence for a new brand making waves in rural India

KEY QUESTIONS

  • What are the key growth characteristics?
  • What are the key flavors, variants, and SKUs, fronted by the Target?
  • Are there any combinations that are working well? Why/ why not?
  • What is the sustainability of the growth – demand and supply side?
  • What are the key user segments?
  • Is the customer satisfied with the Target’s products and Why / why not?
  • In which geographies the product is doing well?
  • Does the product occupy enough mind-share, counter-share, and inventory-share in its core areas?

APPROACH

  • Field visits to ~10 districts that represented the strength and weak areas for the Target
  • Retailer Interviews within each district (moving away from the urban center to rural)
  • Customer exit interviews
  • Secondary research

RESULT

  • We helped the Client identify the suitability of the Target to advance the discussion to the next stage of conducting a full due diligence

Brand health due diligence for a INR 500 Cr investment target in fashion retail for a large PE firm

KEY QUESTIONS

  • What is the current opportunity sizing and the growth drivers?
  • What is consumer psyche towards denim brands and mapping of buying cycle?
  • What is the current brand image and positioning category-wise?
  • How does the competitive landscape look like and where is the target brand positioned here?

APPROACH

  • Primary trade research across retail formats to understand the strength and disposition of category
  • Primary consumer research to understand the consumer disposition towards category and map the buying cycle
  • Discussion with industry experts to understand the market and trade dynamics.
  • Secondary Research from various resources.

RESULT

  • Helped the fund understand market dynamics and identify the brand positioning vs. competitive landscaping
  • Guide on consumer trends and preferences and suggest key focus categories