Client: European industrial automation company
Customer insight | Industrial & Logistics | India
Client benefit
After a painful exit from India amid a distributor relationship breakdown, our European electronics manufacturing equipment client badly needed to get back in the game. Our research in India provided deep customer understanding and formed the backbone of a successful re-entry strategy, in the face of intense Japanese competition.
What we did
For a European surface mount technology vendor re-entering the Indian market:
- Profiled customer industry sectors: ICT; consumer electronics; automotive; defence; industrial and EMS
- Conducted 20 in-depth customer interviews and surveyed 75 manufacturers in India
- Analysed equipment ownership, investment plans, decision-making, product/service needs and brand perceptions
- Advised on immediate sales opportunities, segment priorities, pitching approach and competitive positioning
Find out more
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