A global leader in Construction & Heavy Industrial Equipment.
Our client was facing stiff competition in China from emerging domestic manufacturers while HQ’s requirement for Asia growth became more pressing. Detailed internal knowledge of potential China B2B customers remained sketchy.There was a need to understand local brand perception, usage, needs, wants, preferences, price sensitivity and brand loyalty.
In order to provide insightful and practical customer and competitor intelligence for our client we needed to conduct extensive marketplace interviews and a B2B quantitative survey in China.
We supported out client’s goal by embedding ourselves in the client’s sales team. We interviewed and profiled all key competitors (Chinese and foreign players alike) and we conducted an extensive B2B quantitative survey with potential customers.
Our study helped our client to identify an acquisition target. This deal was instrumental in penetrating the Chinese market faster. Our China B2B market research was presented to the Asia Pacific CEO who engaged us again in India for a similar project.