Finding New Markets

Case Study


Situation

A division of $2B global chemicals company had achieved considerable success with innovative specialty building products. By maintaining a dominant market share of fast growing markets, they had achieved enviable financial results but as the market matured, they knew that this successful run was peaking. They wanted to know which adjacent markets they should enter to continue their impressive growth.


Approach

Chartic worked closely with the client to understand where the company’s business model, brand, skills, assets and relationships would be competitively advantaged in new markets.

After conducting targeted quantitative and qualitative analysis of potential target markets, we highlighted a set of potential adjacency moves based on the industry economics and trends, the business models of leading competitors and the capabilities required for success.

We helped the client make an informed strategic decision supported with critical insights on fundamental industry attractiveness, actionable synergies and secondary opportunities.


Results

Our client successfully developed an innovative new offering that enabled them to transfer their technological capabilities and brand position into an adjacent and highly profitable market.

Finding New Markets

Which markets offer the strongest, most predictable, growth and profitability?

How should we enter these growth markets?

What other opportunities would being in these markets provide?

Beating the Incumbents

Case Study


Situation

Our client is a division of a $2B specialty engineered products company. While their sales to oil and gas customers were negligible, they believed that they had a strong product line and that a clearer focus on key upstream and downstream applications would enable them to gain significant share.

They needed fresh insights into where to focus their efforts and how to position their offerings.


Approach

Relevant market data for these specific applications was scarce and our approached focused heavily on primary research. Our researched allowed us to develop deep insights into:

  1. The specific customers and applications our client needed to focus on
  2. The key factors that drive customer purchasing decisions
  3. What our client needed to do to unseat the leading competitors

Results

Armed with these insights, our client has been able to target the right customers with the right offerings and channels, which has in turn helped them unseat once-dominant competitors and to produce record sales and profits for the business.

Beating the Incumbents

What makes today’s market leaders so successful?

What are their vulnerabilities?

How can we change the competitive landscape?

Entering New Markets

Case Study


Situation

Our client is a global multi-divisional conglomerate and each of their businesses was focused exclusively on selling to their key customers. However, many of their customers also had a broader set of needs that our client could only address through a well-coordinated effort that would combine multiple products and components from across their businesses into a single, coherent customer offering. Our client was finding it exceedingly difficult to work collaboratively to capture these broader opportunities.

They asked Chartic to help them capture a significant opportunity in the food industry.


Approach

Chartic first confirmed that the market opportunity was indeed highly attractive for our client. We conducted targeted primary research with customers to clearly define the opportunity and to specify the various components and capabilities that each of our client’s business would need to provide.

We then built the investment case to highlight the specific costs and returns.

We worked across all levels of management to help aligned the organization around the opportunity and provided the necessary objectives and process metrics to drive execution.


Results

Sales to this new market segment have grown dramatically, and have very quickly produced multi-million dollar revenues and high-margin growth.

This effort then became the framework for continually identifying and moving quickly across businesses to capture broader market opportunities.

Entering New Markets

What’s our plan to gain a foothold in an adjacent market?

What assets will we deploy (organically and/or acquisitively)?

How will we manage this effort to drive growth and manage risks?

“Chartic is exceptional to work with. I really loved their whole approach for how they listen and scope projects. They are unlike other consultants I’ve worked with who try to sell you something you don’t need. I was thrilled with the project; it was really good value for the money and they over-delivered on what they promised.”

General Manager for $100B Health Services Company