Transcript of B2B Market Research, Strategy & Implementation in Indochina
- 1. G R O W T H C A P A B I L I T I E S in T H A I L A N D
- 2. Overview 01Growth Value Proposition: Why Frost &
Sullivan? 02Visionary Platform For Growth: How Do We Do It? 03Frost
& Sullivan Thailand: Profile for Growth 04Frost & Sullivan
Thailand: Case Studies in Growth 05 Whats Next? 2
- 3. 93% of CEOs cite growth as their first priority 3
- 4. Growth Value Proposition: Why Frost & Sullivan? 4
- 5. At Frost & Sullivan, we collaborate with our clients to
develop visionary scenarios, bold predictions, and insights into
the future to uncover unmet customer needs. Our most ambitious goal
is to help facilitate and provoke our clients to develop new
innovations in their business based on these unmet needs and
visionary scenarios. What Makes Frost & Sullivan Unique 5
- 6. We also help implement solutions Frost & Sullivan
provides a fully-integrated approach to generate, evaluate, and
implement growth strategies Growth Implementation G r o w t h C o n
s u l t i n g Insight to Implementation Ability to convert global
research into actionable and proven corporate and business
strategies, processes, and tools to help companies implement growth
processes at best practice levels. Customized Solutions Our Growth
Consulting services leverage customized research, business
strategy, and innovative tools that are tailor-made to address
specific projects and challenges. Comprehensive Research Join our
Growth Partnership Services to access disciplined research,
intelligence, and global coverage to achieve a balanced view of
your specific sector to generate opportunities and gain a
competitive advantage. 6
- 7. With the Broadest Industry Coverage Frost & Sullivan has
the broadest industry coverage of any company in the world covering
14 industries, 35 sectors, and 300 markets Automotive &
Transportati on Aerospace & Defense Measurement &
Instrumentation Information & Communication Technologies
HealthcareEnvironment & Building Technologies Energy &
Power Systems Chemicals, Materials & Food Electronics &
Security Industrial Automation & Process Control Automotive
Transportation & Logistics Consumer Technologies Minerals &
Mining 7
- 8. A Solution for Every Growth Need Geographic expansion
Competitive Strategy Customer Strategy Geographic Expansion
Distribution Strategy 1 Vertical Market Expansion New Product
Launches New Product Development Technology Strategy Mergers and
Acquisitions A diversified growth strategy that incorporates the
right combination of growth processes 8
- 9. Others, 40.0% North America 95,000 Companies Latin America
9,000 Companies Africa/Middle East 8,000 Companies Asia Pacific
47,000 Companies Europe 80,000 Companies South Asia 11,000
Companies With a Global Reach Frost & Sullivan has over 40+
offices that provide global perspective, coverage, and services By
region 250,000 SMEs & global companies, servicing 2 million
executives 9
- 10. How We Have Grown The Frost & Sullivan Story: Past,
Present, Future Today The Future Visionary Innovation Mega Trends
CEO 360 Degree Visionary Perspective GIL Think Tanks GIL Global
Community 1990 Today Building Growth Partnerships GIL Global Events
Growth Partnership Services Growth Consulting GIL University 1961
1990 Emerging Research Global footprint begins Country Economic
Research Market Technology Research 10
- 11. Visionary Platform For Growth: How We Do It 11
- 12. CEOs 360 Degree Visionary Perspective: Our Solution
Integrates 7 critical perspectives to empower CEOs with a visionary
view of their industry The CEO 360 Degree Perspective Evaluates
opportunities Reduces risk and increases decision accuracy
Implements Best Practices in growth strategy Builds the foundation
upon which for visionary becomes possible 12
- 13. Our Team Is Your Team Frost & Sullivan research
indicates that CEOs most often rely on 8 key executive roles to
shape and execute their growth strategy The CEOs Growth Team
13
- 14. Market Research Technology Research Economic Research Mega
Trends Technical Insights Our Focus: Your Growth Helping clients
accelerate growth through best practices in Growth, Innovation and
Leadership i Mega Trends Consulting GIL University Technology
Consulting Industry Convergence Research Workshops Emerging Markets
Program Growth Implementation Solutions Integrated Marketing
Solutions Conferences/Workshops Best Practices Awards Growth
Partnership Services Program that combines research and consulting
to offer growth solutions. Consulting Projects with leading MNCs,
LLCs and Governments. Career Best Practice Research to help career
functions Information Syndicated Research Insight Strategy &
Growth Solutions Implementation Visionary Innovation 14
- 15. 15 Growth Partnership Services Growth Consulting GIL
University Events GIL Global Community Our Services Take advantage
of these growth opportunities to gain a jumpstart on the
competition and accelerate growth Growth Implementation Services
Visionary Innovation Growth TEAM Membership Integrated Marketing
Solutions Other Services:
- 16. 16 Frost & Sullivan Thailand: A Profile for Growth
- 17. Frost & Sullivan Thailand Frost & Sullivan Thailand
is a key link in Frost & Sullivans growing global chain with
vast multi-disciplinary experience across industries, markets and
growth processes. Established in 2008 to provide research and
consulting services 17
- 18. Frost & Sullivan Thailand Clients A selection of
clients who have benefitted from our services 18
- 19. Top Networking Opportunities GIL Thailand A valuable
opportunity to network, while developing a perspective on
challenges and opportunities in the region. Excellence Awards
Thailand Excellence Awards recognize companies and individuals that
have pushed the boundaries of excellence - rising above the
competition and demonstrating outstanding performance in the
Thailand market. More Value-Add Services By-invitation-only Growth
Opportunity Briefings Ask the Analyst Sessions Interaction with
Experts via blogs, enquiry time, and webinars. Live eBroadcasts
Gain access to Frost & Sullivans exclusive GIL programs and
events 19
- 20. Frost & Sullivan Thailand Media Exposure 20
- 21. Excellence In Implementation: Case Studies in Growth
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- 22. Case Study: Chemicals & Materials THE CHALLENGE PROJECT
OBJECTIVE A global petrochemical company based in Thailand wanted
to perform an strategic analysis to evaluate the opportunities of
biochemical market. To perform an evaluation on recent technology
development in the global biochemical market To identify growth
opportunity analysis in biochemicals market, at the angle of market
size, market potentials and competition dynamics To identify all
different types of biochemicals that can be produced from renewable
sources OUR APPROACH AND WORK Frost & Sullivan proposes a three
fold approach to evaluate the growth opportunity: 1. Conducting a
detailed study (primary and secondary) in assessing strategic
growth opportunity analysis in biochemical that can be produced
from renewable sources 2. Focusing on the global search for the
latest development in biochemical market, included advances in
corporate, start-up companies, spin-off companies, etc 3. Studying
the competitive environment through discussion with technology
vendors, operators, universities and research organizations OUTCOME
AND BUSINESS IMPACT Frost & Sullivan delivers a comprehensive
study on strategic analysis to the organization. It is supported by
in-depth analysis on the development of biochemical industry for
the last 5 years, with different feedstock choices, technology
advances and the level of R&D intensity. Frost & Sullivan
provides strategic recommendation on the potential opportunities of
biochemical market. Assessment of Technologies and Opportunities in
the Biochemicals Market 22
- 23. Case Study: Healthcare THE CHALLENGE PROJECT OBJECTIVE A
Thai chemical company based in Thailand would like to validate the
global business opportunity of new antibiotics for animal feed,
wound care, and acne treatment Based on the market, technology, and
financial analysis, the company will make the Go/ No Go decision to
partner with a new antibiotics inventor Validate the global
opportunity for new antibiotics in animal feed, wound care, and
acne management in terms of market attractiveness only. OUR
APPROACH AND WORK Frost and Sullivan domain knowledge, secondary
research and limited interviews with key industry players across
the applications were the key information sources for this report
OUTCOME AND BUSINESS IMPACT Market Analysis - Global Market Size of
Animal Feed - Key Animal Feed Compounders - Drivers and Restraints
for new antibiotics usage - Key substitutes for new antibiotics
Antibiotics, AMP, Phages, Probiotics etc.) - New antibiotics Market
Potential (Based on Antibiotics for Animal Feed Market, new
antibiotics inclusion Rate & Price, new antibiotics penetration
potential Global Business Opportunity Validation Analysis of New
Antibiotics for Animal Feed, Wound Care and Acne Treatment Customer
Analysis - Attitude and Perceptions of Interviewed Experts towards
usage of new antibiotics and compare with antimicrobials and other
substitutes - Barriers/ Challenges to switch from substitutes to
new antibiotics - Benefits of new antibiotics vs. antimicrobials
and other substitutes 23
- 24. Case Study: Automotive & Transportation THE CHALLENGE
PROJECT OBJECTIVE Outside Thailand, the client has small scale
assembly operations in Malaysia, Philippines and Vietnam. These
cater primarily to local demand, rather than serving as hubs for
export. The client wants to set up an export hub in the region,
preferably in Indonesia. Strategic Assessment of Indonesia as an
export hub for Commercial Vehicles, with particular focus on:
Potential impact of FTAs on manufacturing in ASEAN Attractiveness
of Indonesia as a production base for Commercial Vehicles OUR
APPROACH AND WORK The Assessment was carried out along 2 distinct
tracks the Pull for Production & the Push for Export. Pull for
Production involved assessing market environment, supply chain and
costs of production. Push for Export dealt with export incentives
and the impact of various Free Trade Agreements on manufacturing in
ASEAN. OUTCOME AND BUSINESS IMPACT The Strategic Assessment of
Indonesia helped the client evaluate the market for future
investment. The study also helped compare the relative
attractiveness of China and Indonesia and the impact the ASEAN-
China FTA would have on the long term viability of investments in
the two markets The engagement also contributed to the clients
better understanding of market dynamics. A Global Commercial
Vehicle Major based in Thailand 24
- 25. Case Study: Automotive & Transportation THE CHALLENGE
PROJECT OBJECTIVE Myanmar had been a closed market under military
regime and sanctions by developed nations. However, it has opened
its market and sanctions have been eased. Myanmar has lots of
natural resources and infrastructure projects. Due to long term
closed market, the market information is not widely available. To
assess market size of passenger vehicle markets To understand
competitive environment To understand regulations to enter the
markets To evaluate market entry options OUR APPROACH AND WORK To
collect relevant vehicle data such as import and registration, and
analyze the data To interview with vehicle distributor and
importers to understand their products and the market trends To
interview with vehicle users to understand their vehicle usage and
the market trends To get regulatory information from the government
agencies To analyze the market situation and recommend market entry
options for the client OUTCOME AND BUSINESS IMPACT The client is
able to capture the market situation, opportunities and risks more
accurately. Market entry strategy fine-tuned Distribution strategy
being fine-tuned A Global Passenger Vehicle Manufacturer based in
Thailand 25
- 26. Case Study: Automotive & Transportation THE CHALLENGE
PROJECT OBJECTIVE Despite steady sales and profitability, the
clients market share was going down and the performance of dealers
was unsatisfactory The client wanted to know whether their existing
sales were in line with the potential that the markets had to offer
and what additional volume, if any, could be gained by lowering
existing prices To determine market potential for the brand in the
target markets To determine price sensitivity of the brands current
offerings OUR APPROACH AND WORK To understand the price
sensitivity, Frost & Sullivan focused on the intenders of
premium luxury bikes. Market mapping was done to understand the
price-volume characteristics of the premium bike segment Intenders
were asked to state their intention for purchase at various price
points. Data from the price sensitivity analysis and market mapping
were used to arrive at the price volume curves for lower price
ranges and determine additional volume potential OUTCOME AND
BUSINESS IMPACT The additional volume so estimated formed a key
input for the clients annual sales & marketing plan The Price
Sensitivity Analysis helped the client readjust its price
positioning without compromising on its premium-luxury status. The
potential sales-existing sales mismatch helped the client better
evaluate channel performance Volume Estimation & Price
Sensitivity Analysis for a Premium Luxury Motorcycle Brand in Key
Asian Markets 26
- 27. Whats Next? 27
- 28. 28 Next Steps Serious about building an innovative growth
strategy? JOIN OUR GROWTH PARTNERSHIP SERVICES and leverage our
research and best practice guidebooks... ATTEND OUR NEXT GIL EVENT
and interact with visionaries and innovators. SPEAK WITH A GROWTH
CONSULTANT to address your specific projects and challenges.
SCHEDULE A GROWTH STRATEGY DIALOGUE and discuss with us one-on-one
your strategic options.
- 29. + 66 (2) 6377 414 + 66 (2) 6377 415 englok.koh@frost.com
www.frost.com Frost & Sullivan Thailand 152 Chartered Square
Bldg. #14-02 North Sathorn Road, Silom, Bangrak, Bangkok 10400 For
More Information, Contact Us 29