case studies > Customer And Market Strategy
Market Exploration Of The Wind Power Market
The Challenge: Our client was looking to grow its business in the wind power market. Blue Canyon worked with the client to provide an in-depth understanding of the market’s structure in order to evaluate potential growth opportunities. Assessment: Blue Canyon conducted three separate studies, each focusing on one of the three key markets for wind Read the rest…
Expanding The Market For High Tech Devices
The Challenge: Our client acquired a company that manufactured an extremely expensive, high tech piece of machinery. The devices the company manufactures produce imaging to show the atomic structure of a sample, such as a computer chip. Our client wanted to sell the device to new customers and markets, expanding from a largely academic current Read the rest…
New Market Growth Opportunities
Challenge: The client had little or no presence across numerous industrial market segments and wanted to identify diversification opportunities with significant growth and profit potential. What we did: Blue Canyon used its Opportunity-Fit Methodology to assess 336 segments which presented potential opportunities. Next, we conducted marketplace interviews across 16 select segments to provide our strategic Read the rest…
Develop a Proactive Major Customer Relationship
The Challenge: Our client serves a fast-paced industry with short product cycles and rapid innovation. Their business is global and generally involves major customer relationships. In some country markets, all of the client’s sales were to a single customer organization. The company’s executives described their situation as constantly losing ground on a treadmill that was Read the rest…
Build Competencies for Success with Major Customers
The Challenge: As a major supplier to the automotive industry, our client produces several key vehicle systems across their many divisions. They sell three major systems across a dozen vehicle models on four major continents to their largest automotive OEM customer. This relationship was expansive, but our client and its major customer considered it troubled. Read the rest…
Collaborate with Customers on Value Creation
The Challenge: Our clients annual sales volume and business is heavily concentrated with a small number of major customers. Given this concentration, our clients ongoing success requires that these major customer relationships remain profitable. In recent years, however, many of these relationships had become adversarial, with pricing battles becoming more and more the major focus. Read the rest…
Manage Channel Conflict
The Challenge: As a major supplier to the construction environment, our client’s products are visible across all types of facilities projects, from home renovations to the construction of major industrial complexes. Their products are sold through various distributors who were selected to provide extensive coverage across geographic markets and across various construction specializations. One distributor Read the rest…
Develop the Right Channel Relationships
The Challenge: A major supplier to the automotive market provides original parts and accessories for automakers as well as repair and replacement parts for aftermarket firms. This corporation wanted to grow its already significant presence in the aftermarket by entering a specialized segment. The firm wanted to understand if this specialized segment could yield them Read the rest…
Translate Business Strategy into Channel Strategy
The Challenge: Our client, a manufacturer of a key ingredient used in modern industrial machinery, plays a key role in the major advances that have taken place in machine tools and robotics. Their end customers span the full spectrum of industrial sectors in North America as well as around the world. In recent years, management Read the rest…
Managing Channel Relationships
The Challenge: A $10 billion manufacturer of a key building system was faced with increasing channel complexity. The supplier’s traditional channels were consolidating and Big Box home centers continued to command a greater share of the market. Assessment: Blue Canyon teamed with the client to map the complex customer chains with a particular focus on Read the rest…
Channel Conflict With National Foodservice Provider
The Challenge: A leading national foodservice supplier had lost market share due to consolidation and resulting conflicts with its channel partners. Assessment: Blue Canyon helped the company to recognize that it needed to take the lead role in its relationship with critical national customers. To restore its success, the firm had to assume responsibility for Read the rest…
Meet Major Customer Requirements
The Challenge: Our client supplies a major technological component to its largest customer in a relationship that involves numerous other products and spans three continents. While there were many positive dimensions to this strategic account, the spotlight was unfortunately focused on the price of the supplier’s technological component. Margins were declining as a result of Read the rest…
