Rail brochure 2014

Growth Partnership Services Proposal

2014 Rail Research Subscription Services

1

Frost & Sullivan: Who We Are

50 years of Experience Over 50 years of experience providing clients with in-depth research and

analysis from which to make critical business decisions

40 Offices Around the

World

1,700+ industry analysts, growth consultants, and staff in 35 offices around

the world, ensuring that our clients have in-depth regional and global

perspectives of their markets

10 Industries and 32

Markets Cover broad spectrum of 10 industries and 32 markets

10,000+ Clients

Worldwide

Partner with 10,000+ clients worldwide, including emerging companies, the

global 1000, and the investment community

3-tiered Growth System Offer the exclusive 3-tiered Growth System, including: Growth Partnership

Services, Growth Consulting and Growth Team MembershipTM

TEAM Methodology

and the

360 Degree Perspective

Developers of TEAM Methodology, a proprietary approach to ensure that

clients receive a 360 Degree Perspective on technology, markets, and

growth opportunities

2

About Frost & Sullivan: A Leading Growth Consulting & Research Firm with 40+ Offices in 30 Countries

We propose growth consulting, market and technology research and career-focused best practice training to help clients grow

their businesses.

Milan Sophia Antipolis

Oxford

Frankfurt

Warsaw

Tel Aviv

Dubai

Cape Town Buenos Aires

Bogotá

São Paulo

Mexico City

San Antonio, TX

Mountain View, CA New York

Toronto

Shenzhen

Chennai

Kuala Lumpur

Mumbai

Bangalore

Calcutta

Delhi

Singapore

Shanghai

Sidney Melbourne

Seoul

Tokyo

Paris

London

Hong Kong

Global expertise and local knowledge: 40+ offices worldwide – 1,800+ employees

Moscow

Istanbul

Beijing

Detroit

Auckland

A global company that partners with clients to support the development of growth strategies.

3

Our Research Focus: 10 Industry Verticals Cover Over 10,000 Markets Globally, Annually

Country mining profiles

Country resource profiles

current reserves

production levels

Mining company Min

ing

&

Min

era

ls

Ind

ustr

ial

Au

tom

atio

n -

Pro

ce

ss

Co

ntr

ol

Sensors

Transmitters

Valves

Motors and Actuators

Pumps

MES

DCS

SCADA

HMI

PLCs

HVAC&R

Fire & Life Safety

Building Automation Systems (BAS)

Lighting Controls & Products

Performance Contracting Bu

ildin

g

Ma

na

ge

me

nt

Te

ch

no

log

ies

Water & Wastewater

Environmental Management

Waste Management

Environmental Safety

En

vir

on

me

nta

l

Medical Devices

Pharmaceuticals

Healthcare IT

Biotechnology

Drug Discovery

He

alth

ca

re

Centralized Power Equipment

Centralized Power Services

Onsite Power

Distributed Generation

Renewables

En

erg

y &

Po

we

r

Ae

rosp

ace

&

De

fen

ce

Military Equipment

C4ISR

Soldier Modernization

Displays and Sights

Missiles

Battlefield

Civil Aviation

Air Traffic

Management

In Flight Entertainment

Software and Systems

Avionics

Au

tom

otive

&

Tra

nsport

ation

Powertrain and Green Technologies

Advanced Safety and Chassis

Telematics

Commercial Vehicles

Aftermarket Sales & Service

Logistics & Supply Chain

Rail and ITS

IP Communications

Telecom Services

Conferencing &

Collaboration

Enterprise

- Communications

ICT

Mobile & Wireless

Communication

Contact Centers &

CRM

IT Services

Plastics & Polymers

Packaging

Paints & Coatings

Inks & Media C

he

mic

als

,

Ma

teria

ls &

Fo

od

Personal Protection

Equipment

Specialty & Fine

Chemicals

4

Our Automotive & Transportation Industry Coverage Includes Personal and

Freight Mobility

Mobility Automotive Rail & Public

Transport

Logistics &

Supply Chain Infrastructure

Urbanization

Car Sharing

Mobility Integrator

New Mobility

Inter-modality

IT Mobility

Urban Mobility &

a mix of relevant

studies from other

areas

Connectivity

Powertrain

Chassis

Safety & ADAS

Electric Vehicles

Aftermarket &

Distribution

Vehicle Interior

Systems

Rolling Stock

Infrastructure

Bus & BRT

Vehicle

Technology

Maintenance

Information

technology in Rail

Communication

systems

User / Consumer

research

Urban Logistics

Intermodal

New Business

Models

High Speed

Logistics

Courier, Express

and Parcel

3PL & 4PL

IT Logistics

Intelligent

Transport System

(V2X, traffic

mgmt., congestion

charging, tolling,

parking, etc.)

IT Integration

Rail Infrastructure

Road

Infrastructure

Sea Ports

Passenger vehicle

Commercial and

Off-highway

vehicle research

on areas such as:

5

Objective of Frost & Sullivan’s Rail Growth Partnership Services

Rail

> Technologies

> Econometrics

> Application

> Markets

Provide information and insights

> Key and emerging market

> Technology trends

> Competitive landscape

Help identify and develop sustainable growth strategies

for our client partners

“Our industry-focused research, combined with extensive experience in all

aspects of the commercial vehicle industry, helps our clients find areas

where they can grow despite the challenges of technology, price,

competition, and regulation.”

T.E.A.M Research to Offer Mission Critical Growth Strategy Development and Execution Support

6

Summary of Frost & Sullivan’s Rail Research Program Comprehensive Strategic, and Actionable Research and Analysis Covering All Growth Opportunities in the Rail

Industry

Vo

ice o

f C

on

su

mer

Glo

bal

RailM

ark

et

NA, EU, Asia, South America

2020 Vision of Rail Industry

Global Rolling Stock and Infrastructure Market

Global Platforms and Sourcing Strategies

Next 11 and African Markets

Growth Opportunities in a Flat World

Emission- EPA, Euro, Global Harmonization Safety- ABS, Truck legislation that impact rail, Advanced Safety Incentives and Credits Fuel Tax Hours of Service Global Regulatory Environment

Developments in railway infrastructure,

Signalling including interlocking systems,

wayside equipment, train detection, train

control systems, RM&D, Electrification

networks including overhead catenary

systems and power supply,Stations Railw

ay

Infr

astr

uctu

re

Database and forecast for rolling stock, new

lines, extensions, and refurbishments for:

• High Speed Rail

• Mainlines/Inter-City

• Light Rail

• Underground/Metro

• Monorail and PRT

• Freight

Data

base

Global De-urbanization Trends

PESTLE ANALYSIS

Development of Mega Cities

Effects on mobility

Inter-modal Freight Movement

Development of Public Transport Systems Urb

an

izati

on

T

ren

ds

Coaches, Multiple units, Metros & light rail

vehicles, Locomotives , Electric trains , Freight

wagons. Includes chassis and powertrain

Improving efficiency of Rolling Stock

Ro

llin

g S

tock

Services to support smooth flow of passengers &

freight:

• Fare Calculation & Ticketing

• Travel Planning Systems

• Communication and Management of delays /

engineering works Paylo

ad

M

an

ag

em

en

t

Safe

ty a

nd

T

ele

mati

cs

Serv

ices

Services to support efficient railway

operations including:

• Vehicle maintenance

• Vehicle refurbishment and overhaul

• Component refurbishment

• Material solutions (such as logistics

services)

Leg

isla

tio

ns

North American and EU Markets for Rail Safety

and Telematics Technologies, Market and

Technology Analysis and Forecasts, Technology

and Market Trends, Growth Opportunities, Market

Growth Enablers, Revenue Opportunities,

Advanced Technologies and Applications

Rail operators and Fleet Managers Desirability

and Willingness to Pay for Advanced

Technologies- Powertrain, Safety, Telematics,

Regulation Compliance Technologies,

Concept Product Demand Estimation,

Purchase Intentions, Recommendations

End user passenger surveys

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7

Growth Partnership Service Deliverables: Published Information + Interactive Services

Published Deliverables Accessed Online

• Market Engineering Studies

• Customer Research Studies

• Market Insights

• White Papers

• Movers and Shakers Interviews

• Decision Support Databases

• Econometric Research and Analysis

• 360-Degree Industry Studies

Interactive Services Enhancing Value

• Private Briefings Senior Analysts will provide a customized insight into

the impact of industry trends on your organization—

the opportunities for, and threats against, growth

• Client Councils You will have the opportunity to provide frequent

direction to--and feedback on--our coverage of issues.

• Analyst Clarification Support Contact our team to clarify issues in the published

information.

• Workshops (additional investment)

Workshop format enables us to transform actionable

information into decisions and implementation plans.

Workshops are not included in the base GPS

subscription investment but are independently

proposed based on customized scoping. Pricing

depends on scope and goals of the workshop.

8

Global Rail Research Program- 2014 Deliverables Highlights

• Strategic Analysis Studies

• Best Practice Research

• Market Insights

• Movers & Shakers with C-Level Auto Execs

• Analyst Briefings

• CEO and Board Presentations

• Growth Consulting

Interactive Rail Market Focused Research

• Focus on public transportation

• Mobility integration

• Advanced information technology platforms

• Strategic transportation planning

• Transit performance forecast

Expanding Portfolio of Deliverables

• Voice of Customer Studies

• Willingness to pay for advanced technologies

• Current usage, awareness and adoption plans

• Passenger / End user surveys

Consumer

Research

• Key actionable information on rail industry

• Competitive landscape, revenue and growth opportunities

On-site strategic workshops

Strategic Industry Topics our studies will cover in year 2014

Future of Mobility - New Business Models, Opportunities, and Market Entrants in Mobility Integration

Strategic Analysis of Implications of Big Data on Urban Mass Transportation Systems

Opportunity Analysis for Transport Operators: Growth and Evolution to Newer Businesses

360 Degree Analysis of the Turkish Rail Market - Trends, Infrastructure & Rolling Stocks

Remote Diagnostics and Prognostics of Rolling stock and or Infrastructure

9

Research Innovations

Onsite Rail Workshops

Voice of Customer Research- Fleet Managers of Largest Private and For-Hire Fleets

Service Innovation

– Scenario Analysis

– Analyst Hours

10

Onsite Rail Workshops: Global Focus Frost & Sullivan Rail Analyst (s) On-site for Private Briefings to Executive Management

2020 Vision of the Rail Market Mega Trend Analysis, Global Economic Cycles and Production Forecasts, Key Technologies

and Markets- Rolling stock, Infrastructure, Services , Regulation Compliance, BRIC Outlook, Key

Revenue Streams, Key Performance Indicators

Global Rail market Freight , Passenger, Urban Rail,

OEM Product Strategies in North America, Brazil,

Europe, Russia, India, China, Korea and Japan.

Comparative Analysis, Cost Reduction Strategies,

Growth Opportunities,

APM, Monorail, CBTC, Light rail, BRT

BRIC, Next 11 and African Market Growth

Opportunities Brazil, Russia, India and China , Africa, Next 11

Countries

Rolling stock Market Overview, Rolling stock sales

Forecasts, Market Penetration Opportunities

Regulatory Environment, Drivers and Restraints

Competitive Environment, Unique Nuances, Threat

from BRIC Companies

11

Voice of the Customer

Railroad operator managers’ survey - financing, asset management, Planning processes, technology adoption, public private partnerships rail legislation, geographic expansion, modernising fleet and infrastructure, rail urban transit user survey, Passenger satisfaction survey

Onsite Rail Workshops: Technology Focus Frost & Sullivan Rail Analyst (s) On-site for Private Briefings to Executive Management

Technology and Market

Focus

Rolling Stock Powertrain Technologies Modern direct injection technologies, Boosting, Energy storage technologies, Power control technologies, Hybrid powertrains, Power and Control Electronics, Traction Motors, Idle reduction technologies

Hydraulic Hybrid Technologies, Key Trends, Forecasts, Roadmaps, Supply Chain

Infrastructure Technologies North American and EU Markets for Communication Based Train Control, Signalling systems, Positive Train Control in NA, Catenary systems, Market and Technology Analysis and Forecasts, Technology and Market Trends, Growth Opportunities, Market Growth Enablers, Revenue Opportunities

Information Technologies Infotainment for passengers, e-ticketing Market and Technology Analysis and Forecasts, Technology and Market Trends, Growth Opportunities, Market Growth Enablers, Revenue Opportunities

12

Examples of Private Briefings: Synthesis of Market Information into Customized Insights

Descriptive Published Market Information

(Sample)

Technology Roadmaps

Customer Attitudes and Preferences

Impending Future Regulations

Competitor Benchmarking

Prescriptive Private Briefing

(Sample)

In which technologies should you be investing?

What opportunities do these represent?

How are others planning for it?

Are there ideas worth considering?

13

Voice of Customer Research: Frost & Sullivan’s rail research is capable of delivering results and analysis from surveys that are non generic,

non repetitive and highly detailed. A holistic bottom up approach builds towards providing excellence

Current Usage, Awarenes, and Adoption Plans by Types of Video Surveillance

Technologies Base: Total Sample, N=46

83%

83%

72%

72%

72%

57%

55%

44%

39%

13%

9%

7%

7%

15%

13%

26%

30%

6%

13%

10%

17%

24%

17%

17%

7%

7%

9%

7% 7%

7%

15%

Network Internet Protocol (IP) Video Surveillance Cameras

Analog Video Surveillance Cameras

DVR (Digital Video Recorder)

NVR (Network Video Recorder)

Video Surveillance Monitors

Open Video Management Software

Video Analytics Software

Proprietary Video Management Software

Encoders/Video Servers

Aware and Currently Using Aware and Likely to Adopt within a Year Aware, but No Plans to Adopt within a YearHeard About, but Little Understanding Never Heard of

Key Take Away: Network IP video surveillance cameras and analog video surveillance cameras are most widely used, with a

penetration of over eighty percent for each. Encoders/video servers and proprietary video management software show the

highest short-term potential, with over one-quarter planning to adopt within a year.

Q2. Please indicate your awareness, usage status, or adoption intent for the following video surveillance technologies.

Note: Proportions less than five percent not shown numerically in chart

14

Service Innovation: Helping Clients Deal With Uncertainty

Competitive Benchmarking Mega trends Analysis

Opportunity Analysis Strategy comparison

OE Benchmarking

15

Analyst Hours Are Flexible: Multiple Analyst Access Methods; Customizable Deliverable Options

30 minute

phone call with

sector expert

Short study,

secondary resources

5-10 company

interviews and

short report

Focused end-user

survey and analysis

Strategic market studies

Hours

1-2

10-30

40-70

100-120

150+

Impact on Organization

16

Key Rail Research Studies Constituting Growth Partnership

Service- 2014

17

Global Rail and Public Transport Program

Planned Research (2014)

Year Planned Research Title Scope

2014 360 Degree Overview of the Latin American Rail Freight Transport Market and Prospects for Freight

Locomotives Market - Argentina, Brazil, Chile, Colombia, Mexico and Peru Latin America

2014 Opportunity Analysis of Eastern European Rail Market - 360 Review of Rolling Stock, Infrastructure &

Signalling

Eastern

Europe

2014 360 Degree Analysis of the Turkish Rail Market - Trends, Infrastructure & Rolling Stocks Turkey

2014 Strategic Analysis of Implications of Big Data on Urban Mass Transportation Systems Global

2014 Opportunity Analysis for Rail Operators: Growth and Evolution to Newer Businesses Global

2014 Opportunity Analysis in the European Passenger Rail Interiors Market Europe

2014 Strategic Analysis of Global Passenger Rail Volumes Europe

2014 Rail Outlook 2014 Global

2014 Strategic Outlook of Implication of Shale Gas Energy on Global Rail Industry NA

2014 Analysis of Seamless Intermodal transfers freight Global

2014 Remote Diagnostics and Prognostics of Rolling stock and or Infrastructure China

2014 Global outlook for Locomotive and Rail powertrain systems Europe

18


Existing Research (Until 2013)

Year Study Code Existing Research Title Regional Scope

2013 M77E-18 Strategic Analysis of Growth Opportunities in European Urban Rail Rolling Stock Systems Europe

2013 M92D-13 Strategic Analysis Of Communication Based Train Control Systems in Europe Europe

2013 M663-18 Strategic Analysis of the European and North American Rail Infotainment Market NA

2013 M957-13 Rail Outlook Study 2013-2022 Global

2013 P76A-13 Strategic Analysis of Chinese Rail Rolling Stock Market China

2013 M9A6-13 Strategic Analysis of European Rail Market for E-ticketing Solutions Europe

2013 NC3D-13 Strategic Analysis of North American Light Rail Transit Market NA

2012 M77D-18 Strategic Insight on Global Rail Market Global

2012 NA5E-18 Strategic Analysis of the Global Market for Bus Rapid Transit Systems (BRT) Global

2012 M8BF-18 Future of Mobility - New Business Models, Opportunities, and Market Entrants in Mobility

Integration Europe

2013 M663-18 Strategic Analysis of the European And North American Rail Infotainment Market Europe + NA

2013 P712-13 Transportation Modal Shift in India and Impact on Rail Logistics INDIA

2012 9832-13 Strategic Analysis of Passenger Safety for Urban Rail in Malaysia APAC

2012 M77D-18 Strategic Insight on Global Rail Market Global

19




2011 M4DD-18 Strategic Analysis of the Global High Speed Rail Market Global

2011 M64A-18 North American Locomotive Market: A strategic Analysis of Powertrain Technologies and

Auxiliary Systems Considered by OEMs for EPA Emission Compliance North America

2011 M6DB-18 Strategic Analysis of Alternative Powertrain Technologies in the European Diesel

Locomotive and Railcar Market Europe

2011 9823-13 Strategic Insight on the GCC Rail Sector ME

2011 N92D-18 An Executive Analysis on Passenger Rolling Stock Market in the United States: A Demand

Analysis for Passenger Rolling Stock and Seating Systems USA

2011 P712-13 Green Technologies and Developments in Rail Transportation APAC

2010 M649-18 European Rail Catenary Systems – Executive Analysis of Copper Requirement for

Electrification across Strategic European Markets Europe

2009 M3F5-18 Strategic Analysis of the European Rail Electrification Market Europe

2009 M555-18 Strategic Analysis of the European Rail Signalling Systems Market Europe

2009 M1B3-18 Strategic Analysis of the European Light Rail and Underground Market - Part 2: Market

Engineering Measurements Europe

2009 P2A3-18 Strategic Analysis of the Growth Opportunities in the Indian Rail Industry India

2009 M363-18 Strategic Opportunity Analysis of the Russian Rail Market: Implication for the Global Supply

Chain Russia

20




2008 P211-13 Asia Pacific Rail Market 2008 - An Overview APAC

2008 M3F5-18 Executive Summary of the Rail Stress Testing Market for France, Germany and the UK Europe

2007 M1B2-18 Strategic Analysis of the European Light Rail & Underground Market - Part 3: Competitive

Environment Analysis Europe

2007 M1B6-18 Strategic Analysis of the European Light Rail and Underground Market - Part 1: Market

Overview Europe

2005 M06F-18 Strategic Analysis of the European Rail Intelligent Transportation Systems Markets Europe

21

List Of Custom Projects and Case Studies

22

Client Project Title Segment

Global Ticketing Solutions

Provider Strategic Analysis of Global Passenger Volumes Passenger Rail

Global Electronics Giant Opportunity Analysis and Assessment of Automated Fare Collection for Public Transit

Systems in North America Fare Collection

Leading Freight Operator Assessment of a high-speed train solution for freight transportation in Europe High Speed Rail /

Freight

Leading Locomotive

Manufacturer Competitive Intelligence: Profile of Competitor for Leading Locomotive Manufacturer Locomotives

Major Global Rail Maintenance

Provider

Opportunity Analysis Of The Chinese Traction Motor Maintenance Market – Identification Of

Opportunities Traction Motors

Major Global Rail System

Supplier

Analysis of the East European & CIS Market for Rail and

Rail Equipment – Identification of Opportunities Rail Equipment

Asian Rail System Supplier Develop a Detailed Competitive Benchmark of Three Global Rail System Manufacturers Rail Systems

Asian Rail System Supplier Analysis of the Eastern European Market for Railway Systems – Market Opportunities Rail Systems

Leading Freight Operator Market demand assessment of a high-speed train network to transport freight within

Western Europe

High Speed Rail /

Freight

A government agency in Asia Strategic Assessment to Determine Standards for Logistics Industry Logistics

Global infrastructure provider Global Trade Opportunity Analysis Business Strategy /

Trade / Commerce

List Of Custom Projects Completed In The Rail Sector 1/2

23

Client Project Title Segment

A Singaporean government

agency Logistics Study on Fresh Produce logistics Logistics

Global Monorail Solution

Provider Competitive Benchmark of Global Rail System Manufacturers Monorail

Economic Corridor Planning

and Implementation Authority Feasibility Study for A Cross Border Inland Clearance Depot (ICD)

Business Strategy /

Trade / Commerce

Department of Transportation

(DoT), South Africa Improve Competitiveness of South Africa’s Transport Industry Transportation

Leading international defence

and security company

Development of a market entry strategy and identification of industry partners for a new rail

stress testing product Rail Equipment

Leading European Seating

Systems Provider Railway Passenger Seating Solutions: Market Opportunities Assessment Seating Systems

World leader in IT service

provider Quantifying Market Size and Potential Growth of Key Technology Trends in Transportation Rail Systems

List Of Custom Projects Completed In The Rail Sector 2/2

24

The Client : Our client is a top 5 player in the intra-European freight

transportation and logistics market, active in all modes of

transportation and also holds a strong position in the

express market.

The Challenge: Our client needed to quantify the market potential in

volume and value of a high-speed cargo train between

major European hubs. The potential investment

considered by our client to launch this project was

around €500m

Project objectives: • Identify itineraries where a high-speed cargo train would

provide a viable alternative to existing transportation modes

• Estimate potential in volume and value on selected itineraries

over a 5-year period

• Define all parameters of a potential launch offer

Outcome & business impact:

Case Study 1: Assessment of a high-speed train solution for freight transportation in Europe

Frost & Sullivan delivered a scenario-based analysis

showing potential revenue by itinerary, split by type of

client (eg. express shippers, freight forwarders), type of

vehicle (eg. truck, aircraft), type of service (eg. express)

and the optimal price grid. We also delivered a

forecasted analysis to 2017.

Following our recommendation, our client used our

analysis as a decision-making tool and decided to run a

real-life test on the strongest itinerary that we had

recommended.Our client also uses our model to

continually monitor the future potential of itineraries

Our approach and work: 1. Evaluate the size of air and road freight transportation

markets on itineraries in initial scope (~80)

2. Compare attraction of potential clients for selected itineraries

and estimate volumes gathered by a high-speed cargo train

3. Forecast transferred volumes and revenues on strongest

itineraries

Exhibit: Typology

of clients for a

specific scenario

Moreover, a statistical model was built along the project,

allowing for complex simulations and forecasts

25

Case Study 2: Competitive Intelligence: Profile of Competitor for

Leading Locomotive Manufacturer

Client : Leading Locomotive Manufacturer

Aim of the Project: To assess strengths, weaknesses and strategies of primary competitor of

the client

The key objectives are summarised as:

1- Develop a detailed competitor profile of Competitor and its products in

Brazil

2- Explore strategic issues in terms of supply chain, marketing and

operations and customers in the Region

3- Determine market size and growth expectations for the product in the

region.

Develop Strategic Recommendations on how client should

respond to this competitive position and specifically relating to

the locomotive market conditions in Brazil

Methodology : Review of secondary information : internal, client and external

Detailed Interviews with key market players (system manufacturers, local

government, rail operators)

Deliverables: Market forecast up to year 2017, Gap analysis, competitors strategic

roadmap. Fleet operator perception of locomotive OEMS, Dynamic SWOT

analysis, Strategy to strengthen client’s market position

Results: End User / Operator perception was recorded in detail. Successfully

delivered competitor’s sstrategic objectives in Brazilian rail market.

Identified key targets to leverage existing market position and maximise

growth.

OEM

OEM

OEM

OEM OEM

OEM

OEM

26

Case Study 3: Opportunity Analysis Of The Chinese Traction Motor

Maintenance Market – Identification Of Opportunities

Client : Major Global Rail Maintenance Provider

Aim of the Project:

To identify and understand the competitive landscape of the rail rolling stock

traction motor service market in China.


• Map local train operators and define their rolling stock

• Assess the rail rolling stock servicing structure and patterns across

the vehicle life cycle – esp. traction motor maintenance

• Estimate rolling stock servicing market size and forecast – in-house vs

outsourced. Identify the assessment criteria & procedure followed for

(sub-) contracting traction motor service and maintenance.

• Rail operator & servicing providers profiles – Structure, activities &

process, and benchmark

Methodology: Review of secondary information : internal, client and external

Detailed Interviews with key local and central government agencies, rail

operators, maintenance mangers, depot managers, and technology

providers)

Deliverables:

Market forecast up to year 2021, Competitive analysis of rolling stock

providers in China, Rolling stock maintenance market, Value chain mapping,

Strategies and mapping of opportunities, Dynamic SWOT analysis,

Results:

Successfully delivered the criteria and structure for outsourcing/sub

contracting traction motor servicing across all rail segments. Entry

opportunities were identified and best strategy to interact with market

identified

Examples

27

Case Study 4: Analysis of the East European & CIS Market for Rail and

Rail Equipment – Identification of Opportunities

Client : Major Global Rail System Supplier

Key objectives :

• Measure market size and forecasts by country and product

(Vehicle Systems, Information Systems, Automatic Fare

Collection Systems)

• Determine method and scope of procurements

(standards,expectations and requirements, etc.)

• Assess competitive environment in these markets for better

product and brand positioning

Methodology :

• Review of secondary information : internal, client and external

• Interview with key market player in each country (system

manufacturers, local government, rail operator…)

Results :

• Identification of key geographic opportunity – prioritisation

• Barriers to Entry and key leverage points (product,

service,finance, etc.)

Examples

28

Case Study 5: Enabling key rail operators’ strategies through profitable

technology leverage – White Paper

Development of a white paper study for Siemens,

evaluating the following issues -

• Challenges and Opportunities in the Rail Operator

Market

• Helping a Rail Operator to Improve Punctuality and

Reliability

• Helping a Rail Operator to Improve Front-line Customer

Care

• Helping a Metro/Tram Operator to Reduce Maintenance

Costs

• Helping a Perfect Operator Build a Key Account

Management Structure

• Assisting a Rail Operator to Improve Its Bottom-line

Through Communications Integration

• Increase the Effectiveness of a Rail Operator’ Nervous

System

29

Case Study 6: Develop a Detailed Competitive Benchmark of

Three Global Rail System Manufacturers

Client: Asian Rail System Supplier

Key objectives

Evaluate organizational structure, facilities location &

financial situation

Analysis of the competitive environment, product portfolio

and partnerships

Global and regional review, and Business strategy

analysis

Methodology

Review of secondary information : internal and external

Key interviews within the companies benchmarked and

key competitors

Results

Identification of gaps for the client development

Opportunities for strategic differentiation

Support in the restructuring process and development in

Europe

30

Case Study 7: Analysis of the Eastern European Market for Railway

Systems – Market Opportunities

Client: Asian Rail System Supplier

Objectives

To identify opportunities in the Eastern European Rail

Market in order to expand global sales in Transportation

and supporting equipment

Research and Output

Total market for Rail Systems in Eastern Europe including:

Industry structure; drivers restraints and challenges;

sources of funds and attractiveness of foreign funds

Geographical Analysis of the Rail systems Market,

including

Market size and revenue forecasts, trends analysis;

market share analysis

Result :

Helped to

Assess the competitive environment in these markets for

better product and brand positioning

Understand the method and scope of procurements to

adapt Toshiba’s marketing strategy to market standards,

expectations and requirements.

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Client and context:

Our client is a top 5 player in the intra-European freight transportation and logistics market, active in

all modes of transportation


• Most itineraries where identified as below the minimum volume potential required avoiding for the client a

non viable 400 M€ infrastructure investment

• One key axe emerged as the most promising; a real test has been set up after the project to cover this

itinerary

• The model was applied to other freight railway itineraries projects assessment and competitive

benchmark

Our approach:

• Evaluate the size of air and road freight transportation markets on 80 initial itineraries

• Compare clients interest for itineraries and services

• Forecast transferred volumes and revenues on strongest itineraries

• Design of a customized statistical model allowing simulations and competitive benchmark and forecast

Case Study 8: Market demand assessment of a high-speed train network to transport freight within Western Europe

Challenge:

• The market is usually very fragmented across the

different transportation means available

• However end users compare the diversity of

means available for a specific logistic issue

Project objectives:

• Identify itineraries where a high-speed cargo train

would provide a viable alternative to alternative

transportation modes (air and road)

• Estimate potential in volume and value on selected

itineraries over a 5-years period

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Case study 9 : Improve Competitiveness of South Africa’s Transport

Industry

Client: Department of Transportation (DoT), South Africa

Aim and Objectives:

Identify measures to improve competitiveness of South African Road, Rail

and Air transportation systems in both passenger as well as freight

movement.

Benchmark against best practices in other developing nations

Project Methodology:

• Conducted 10-week research on the SA Transportation industry as

well as suitable benchmark countries

• Identified KPIs and elements for dashboard to monitor competitiveness

• Identified best practices and implementation plans to improve

competitiveness

• Designed 2-day workshop involving Private and Public sector Industry

bodies, as well as DoT executives

Result

• Identified critical areas of inefficiencies and bottlenecks affecting

competitiveness

• Developed and prioritised strategies for improving quality and

competitiveness of service to be further researched before

implementation

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Case Study 10: Development of a market entry strategy and

identification of industry partners for a new rail stress testing product

Client : Leading international defence and security company

Aim of the Project:

• Analyse the market potential for a new rail stress testing product in France,

Germany and the United Kingdom and validate the opportunity for the

client.


1. Assess the market drivers, restraints, challenges and trends for rail

stress testing

2. Gauge interest for the new solution amongst key value chain players

3. Determine market size and growth expectations for the product

4. Define key success factors and best route to market – who is the

potential customer?

Support the client in the development of a winning market entry

strategy

Research methodology:

Collect and analyse data: extensive F&S database, comprehensive desk

research and interviews

Determine, analyse and prioritize the key factors influencing the market

for rail equipment

Results:

Extensive market forecasts up to year 2021,Providing data for 2 options

and 2 scenarios of anticipated market development

Route to market opportunities, Identification of potential partners and

customers, Challenges and strategic counteractions

Key success factors and next steps

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Case Study 11: Railway Passenger Seating Solutions:

Market Opportunities Assessment; Support Go/No Go decision for expansion

Client : Leading European Seating Systems Provider

Aim of the Project: To assess and support a GO/ NO-GO decision for expansion into US

Market


1. Understanding of the short term opportunities for Client in USA

2. Support a “Go/ No Go” decision regarding the US market

3. Support a “Go/ No Go” decision regarding the development of a new

product

4. Pre-qualification of potential opportunities, partners and clients, if

identified

5. Focus further research, marketing planning and activities on best-fit

opportunities

Develop Strategic Recommendations on how client should

proceed with the decision presented

Methodology : Review of secondary information : internal, client and external

Detailed Interviews with key market players (system manufacturers, local

government, rail operators)

Deliverables: Market forecast up to year 2017, Gap analysis, Dynamic SWOT analysis,

Strategy to penetrate the US market

Results: End User / Operator perception was recorded in detail. Successfully

delivered key success factors and benchmarked local competitors.

Conducted workshop to key strategists and decision makers

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Case Study 12: Quantifying Market Size and Potential Growth of Key

Technology Trends in Transportation

Client : Leading IT and technology service provider

Aim

• Quantify key technology trends in Transportation Infrastructure, Automated

Fare Collection, Information Management, payment, and value added

services

Objective of project:

• Main focus was the UK & Ireland Markets, specifically Road, Rail, and Bus

transportation, providing a brief narrative to support the metrics and identify

current suppliers/operators in each of the ten markets identified

Research Methodology

• A two stage approach was adopted, with F&S identifying an initial market

overview of over 30 trends, then focussing on and quantifying10 of the

markets deemed of most importance to the client at the second stage

• The project involved a number of secondary research methods, focussing

on F&S internal and external existing databases, F&S technical and market

insights, and validation with public sector statistics, trade press, websites,

and conference presentations

Results

• F&S delivered value added information which the client was not aware of,

and assisted in their investment decision making process by identifying

growth markets, and key players with which to compete, partner, or acquire

• Delivered a workshop with the companies’ key strategy decision makers to

provide further market insights to the areas researched as part of this study.

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Client : A government agency in Asia

Geographic Coverage: Malaysia, USA, UK, Australia, Singapore


Successfully provided strategic recommendations on the national level policies on standards in security and safety of cargo,

Code of conduct for rules and regulations and proposed a legal framework outlining responsibilities of respective regulatory

agencies


Detailed Interviews with key local and central government agencies, rail operators, infrastructure mangers and technology

providers)

Case Study 13: Strategic Assessment to Determine Standards for

Logistics Industry


• To understand standards and security measure adopted

and perspective of key logistics players in Malaysia

• To benchmark current status in Malaysia with selected

countries by identifying best practices and challenges

faced by logistics sector in respective country

• To develop a national level standard and framework for

Malaysia logistics and supply chain industry

Project Aim:

• To assess and benchmark the current standard/ regulation,

incorporating safety and security aspects of the logistics

and supply chain of different industries in Malaysia versus

selected countries

• To recommend on the improvement of the implementation

of rules and measures to ensure the standards of services,

security and safety of cargo movement in Malaysia

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Client : An infrastructure service provider for the Global freight market

Geographic Coverage: Global


• Identified the emerging trade lanes and new business opportunities that the client could tap into based on trade value,

volume, and growth.

• Provided strategies to target the business opportunities identified


Detailed Interviews with key local and central government agencies, rail operators, freight operators, fleet mangers, service

providers in the value chain, and technology providers)

Case Study 14: Global Trade Opportunity Analysis


• To analyse the global trade flow trends and assess the

regional trade flow volume and growth

• To detail out the trade lanes to identify the specific

opportunities in terms of commodity traded, mode of

transport and top cities of country trade pairs, emerging

trends that might impact the key trade lanes

Project Aim:

• To understand how global and regional trade flows are

currently evolving and how the client would be affected

based on the current strategy

• To obtain an In-depth understanding of the emerging trade

lanes, particularly those around Asia, evaluate the trade by

mode of transport and identify the opportunities that client

can tap into

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Client : A Singaporean government agency

Geographic Coverage: Indonesia


• Mapped out the value chain and current business model of fresh produce

• Identified the key trend in fresh produce logistics especially export of fresh produce

• Evaluated and assessed the infrastructure capability and provide strategic recommendation




Case Study 15: Logistics Study on Fresh Produce logistics


• To analyse the current market trends and economic

contribution of fresh produce

• To study the value chain and identify the gaps in the

current operating procedures

• Assessment of Infrastructure Capability and Logistics of

Fresh Produces

Project Aim:

• To study on the transportation of fresh produce, and

understand the key challenges involved in the supply

chain of fresh produce.

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Client: A Global Monorail Solution Provider

Geographic Coverage: Global


• Identified critical success factor monorail business in APAC and potential threats from tier-II monorail suppliers

• Evaluated customer satisfaction on monorail projects for Chongqing, Dubai, Kuala Lumpur, Mumbai, Riyadh and Sao Paulo

monorails to better understand the market requirement




Case Study 16: Competitive Benchmark of Global Rail System

Manufacturers


• Product coverage: urban transportation and Semi urban / Entertainment purposes

• To evaluate the benchmark companies’ organizational structure, facilities location, financial situation, critical success and

management factor

• Analyse emerging competition from Tier-II monorail suppliers

• Obtain feedback on the two monorail supplier’s previous projects implemented / or under implementation

Project Aim:

• To assist client to better position its value propositions against competitors by benchmarking against two global rail system

manufacturers

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Client: Economic Corridor Planning and Implementation Authority

Geographic Coverage: Malaysia, Thailand & Global Best Practices


• Evaluated potential demand from commodity traffic and business capability assessment for rail freight movement

• Detailed the requirement (operational, layout, processes, capital) for rail commodity traffic

• The findings were presented to the state government and agencies




Case Study 17: Feasibility Study for A Cross Border Inland Clearance

Depot (ICD)


• Understand the ICD freight corridor in terms of rail transport connectivity, competitive analysis and traffic impact assessment

• Understand key elements of ICD in terms of business capability assessment, operational requirement and capital

infrastructure requirement

• Detail the concept layout, , representing services, manpower and facilities to be provided

Project Aim:

• To ascertain feasibility of constructing and operating the ICD, resource and investment needed, then design a concept

layout for the ICD

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A Wide Variety of Customers Access our Research and Avail our Consulting

Services in the Rail Domain

Research Subscription Clients Consulting Clients

Note: The above

companies are few our

subscription and

consulting clients

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Key Contacts

Sandeep Kar

Global Director- Commercial Vehicle and Rail

Research

Direct: 416.490.7796

Fax: 416.490.1533

Email: [email protected]

Shyam Raman

Research Analyst, Rail

Direct: 416.495.2686

Fax: 416.490.1533

Email: [email protected]

Rail brochure 2014

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Transcript of Rail brochure 2014