Client: Multinational speciality chemicals supplier
Go-to-market | Chemical & Energy | China
Client benefit
Attracted by the scale of the opportunity in China, our speciality chemical client was also aware that its high-end solutions were likely to have only niche appeal. Our research proved this to be correct and we homed in on segments where direct sales and a consultative approach worked best.
What we did
For a silicone adhesives supplier targeting China:
- Sized and forecasted demand across various applications in China
- Compared customer segments such as footwear manufacturing, electronics and building materials
- Assessed value chain structure and margins for each application to identify the best route to market
- Recommended a direct sales strategy, targeting the segments where our client's value proposition held most appeal
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