The Business Research Company Manufacturing, Travel and Defence Case Studies.

The Business Research Company

Manufacturing, Travel and Defence Case Studies

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Case Study – Competitive Threat Analysis for a Global Tire Company

A leading global tire manufacturer was expecting competition from a Chinese tire manufacturer and wanted to understand it better.

•The scope of our research included the understanding of: Operations Summarization of financial information Research and Development information Products launched and upcoming products New Announcements and Events

Requirement Requirement

MethodologyMethodology Client Benefits and FeedbackClient Benefits and Feedback

• A detailed presentation in PowerPoint on the Chinese Tire Manufacturer included:

Industry Overview Competitor’s manufacturing capacities and

capabilities Finances - global and regional Products - current and proposed Market expansion strategies Research & Development – spend (global and

regional) and activities New announcements Historic and forecast data (five years) Detailed sourcing and interview highlights

SolutionSolution

• The report on the operations of the competitor helped the client to shape its response.• Primary research revealed a range of important strategic

information the client had not been aware of, including: The competitor company’s ambitious plans to

increase capacity and output in the short term Plans for first manufacturing sites in the US and UK Insights into the company’s M&A strategy

• We conducted research on the competitor through:- Primary research (9 interviews with senior

employees of the competitor; 2 interviews with other tire manufacturers)

Secondary research (largely from Chinese-only sites) Social Media monitoring – monitoring comments on

consumer discussion forums and professional networking sites

Delivery of a comprehensive report on the competitor and the threat it posed to the client



Case Study – Mass Transit Market Study for a Rolling Stock Manufacturer

A major manufacturer of train cars wanted to identify new opportunities in upcoming mass transit projects.

•The scope of our research included: Industry research Summarization of global competitors Market Potential Project pipeline by region, including rumored

projects Potential bidders (local and global)

RequirementRequirement


• The in-depth research and findings were delivered to the client as an analytical report on the global mass transit industry

• The detailed research reports included, Industry Overview Manufacturing Capabilities – Global (by volume and

value) Competitive Landscape Pipeline and Rumored Projects Market Opportunities Recommendations for specific regions and

upcoming projects

SolutionSolution

• The manufacturing capability data helped the client realize the potential competitors.• Information from government sources helped the client

focus its sales efforts.• Early-stage and rumored project information allowed the

client to identify and target opportunities.

• We conducted thorough research of the industry through:-

Secondary research, including proprietary sources. Primary research (15 interviews with OEMs; 10

with Government agencies; 5 each with Associations and Infrastructure companies).

Our Analysts gathered the information, analyzed the industry and market trends and developed market models and forecasts.



Case Study -Database of Companies for a Leading Research Publisher

• A UK client wanted us to create company profiles for 45,000 companies (public and private) across 25 industries and 60 countries.

• The scope of our research included: Collect key information from company websites.

Data collected included: Company corporate information A brief overview of company’s business Sector and geographic indexing List and information on key executives List of major products Company locations Historical events of the company

Requirement Requirement

• Research on company websites• Data collection from third party credible sources• Validation of data collected from all sources• Data entry into a purpose designed authoring tool• Proof-reading of written content • Multi-layer quality check process


• The client was provided with an efficient and reliable service that included: Error free data collection and input Thoroughly proof-read content Comprehensive coverage of data points specified

by the client Online tool so the client could constantly monitor

progress and input Delivery in multiple formats including XML and PDF

SolutionSolution

• The content is used in some of the world’s leading business information portals.

• Client was able to save on costs due to the low US$ / hour service that we gave. We estimate the cost savings to be around 55% compared to the company’s captive center in India.

5


Case Study- Business Development for a Build Operate Transfer (BOT) Infrastructure Company

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The client was a medium-sized road construction company focusing on inter-state Build Operate Transfer (BOT) projects.

Traditionally it had been focused in the Maharashtra region of India, however it wanted to extend to win more contracts in other Indian states and become a national player.

It wanted help with identifying new opportunities and bidding more successfully for opportunities outside Maharashtra.


TBRC suggested the following approach.

The monitoring of National Highway Authority and State-level road authorities for upcoming tenders.

Analysis of Road Development Authority Bid records. Mapping of major roads in India, by quality and last date of

development. Research interviews with senior figures from competitors,

contractors, state and government authorities.

MethodologyMethodology Benefits and FeedbackBenefits and Feedback

TBRC offered the following to meet the client’s need.

Ongoing monitoring of new roads projects in India. By state analysis of political and budgetary factors effecting

road infrastructure spend. Mapping of national highways and expressways to highlight

areas where developments were expected. Benchmarking of successful bid pricing and offerings.

SolutionSolution

Through the study the client was able to:

Identify more new road projects nationally at an earlier stage of the process.

Target states based on forecast road development projects. Bid for projects more accurately.

The study helped the client to win more contracts outside of Maharashtra and establish a national presence.

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Case Study- Rental Market Potential of Compressors Study

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The client is an international construction equipment manufacturer with an established presence in India.

It sells compressors, used to supply power to certain machinery used on construction sites.It believed that given the expense and usage patterns of this equipment, there was a market for a rental service. It had successfully launched this rental service in one state and wanted to understand the demand in other locations, as well as identifying potential customers for the service.


TBRC suggested the following approach

Detailed interviews with current customers to understand the demand for the new service.

Survey of other construction and development companies to identify those interested in the new service.

Secondary research and mystery shopping of other equipment companies to identify competitors for the service, and benchmark pricing and service levels.


TBRC offered the following study to meet the client’s need.

Analysis of the market of the rental service including:

Estimated market sizing of the requirement. Porter’s five forces analysis of the market. Evaluation of interest of existing and potential clients. Details of competitor offerings and pricing.

SolutionSolution

Based on the qualitative and quantitative information supplied by TBRC the client was able to make the decision to go ahead with its new offering from two additional locations: Bangalore and Delhi, with a view to expanding the offering to other areas in the future.


Case Study- Financial and Operational Due Diligence on an Analytics Services Company

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The Private Equity (PE) arm of a global bank was looking for an investment in the expanding data analytics and text mining services sector. The company had identified 2 potential investment targets. Both companies had provided an information pack giving details on financials, operations, strategy and plans. One of the companies was being promoted for sale by a bank, the other had been identified by the client.The client wished to cross verify the information given in the packs, and make an independent assessment of the companies and their potential value.


TBRC adopted the following approach.

Financial due diligence Line-by-line analysis of financials and definitions. Independent forecast of major P&L lines. Comparative ratio analysis against industry norms and

recent deals for pricing guidance. Comparison of different business units and geographies.

Operational due diligence Interviews with the target company, its clients, and

competitors. Desk research on trends and growth in the data analytics

market.


TBRC delivered the following:Financial Annotated financials with feedback on any points to note. Independent profit and loss forecast. Ratio analysis and price benchmarking. Business unit and geographic contribution break down. Cost Analysis. Operational Verification notes on the documented operational

information. SWOT analysis of company’s operations. Gap analysis of its competencies and services.

SolutionSolution

The research inputs helped the PE firm to finalize its investment target and price its offer.



Case Study- Officers and Directors –Database of Key Executives For A Leading Publisher

• A client approached us to check their in-house directory of 75,000 Officers and Directors

• The scope of our research included: Check existing lists of executives, update changes

and add new executives Check for correct name Check if there is change in designation Add / Update employee biography Add / Update years of experience Add / Update education, qualifications. Historical events of the company

ScopeScope


• The client was provided with an efficient and reliable solution that included: Error free and up to date Officers and Directors

database Two layer quality checks on data processed Thoroughly proof-read content Yearly update of the database to keep it relevant

and up-to-date

SolutionSolution

• Client was able to save on costs due to the low US$ / hour service that we provided (around US$ 5 / per hour).• The client benefitted from our existing experience of

handling people databases

• Secondary research on company websites• Data collection from third party credible sources• Validation of data collected from all sources• Data entry into a purpose designed authoring

tool• Proof-reading of written content • Multi-level quality checks including statistical

analysis



Case Study- Office Equipment Company Client Survey

One of the world’s largest office equipment companies wanted to know more about attitudes to buying office equipment in leading companies, in the US including the following.

• Which equipment types were of most interest to purchasers?

• What features were purchasers looking for?• How were spending patterns likely to change in the

next three years?• Attitudes to the company and its competitor’s

brands.



TBRC delivered a detailed report covering:

• Drivers and restraints of different equipment categories.

• Increases and decreases in equipment budget.• Brand attitudes and opinions. • Results were broken down by geography and

sector of respondent to highlight differences.

SolutionSolution

Information from the report influenced:• Sales strategy and investment by geography. • Inputs into the product design based on feature

feedback. • Media coverage based on survey results.

• A questionnaire was designed in close collaboration with the client.

• Surveying and routing were designed using proprietary software.

• Large in-house databases of CIOs and purchase managers globally provided the panel for the research.

• Our Market Research Society -trained interviewers used their expertise in interviewing senior level business professionals, c-level executives and technicians.

• The client was able to track the project’s progress in real time through an online portal.

• Data analysis was conducted in-house and presented to the client.


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The Business Research Company Manufacturing, Travel and Defence Case Studies.

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