case studies > Pricing, Product, Services, Channel, Brand
Developing a Brand Positioning for A Large Equipment Manufacturer
The Challenge: A manufacturer of heavy duty equipment was looking to unify its business, and better serve market demands by developing a strong corporate brand positioning. The firm had been essentially functioning as a holding company— the corporate level of the organization operated over two strongly branded, independent sub companies. Customers and employees were loyal Read the rest…
Brand Strategy for a Supplier of Electrical Components
The Challenge: Our client, a supplier of electrical components marketed through numerous product brands, was looking for a strategy to enhance and leverage its corporate brand. The new corporate brand position needed to meet multiple criteria: believable, relevant to all constituents (end customers, channel, employees, etc.), differentiating, additive to product brand positioning, and sustainable, while Read the rest…
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…
Identifying Acquisition Opportunities For Growth In China
The Challenge: Our client had a limited footprint in China and was looking to expand its presence there, with an ultimate goal of developing a billion dollar China business through targeted acquisitions. The client is a supplier of construction tools and materials that targeted wood based residential construction– which is largely absent in China. Acquisitions Read the rest…
Understand Pricing Realities across Market Segments
The Challenge: Our client manufactures and sells products that are incorporated into various types of equipment by customers who operate in numerous distinct industries. While this client has a strong technology base and an extensive service support network, it faces active, on-going competition from other firms around the world. Frequently, this company must react to Read the rest…
Respond to the Competition
The Challenge: Our client’s business involves competing for long-term contracts under which they would operate for many years. The firm understood that contract terms were quite important, as the contracts would determine the company’s profitability for several years to come. Some competitive bids were quite formal, such as those involving sales to government agencies. In Read the rest…
Offering New Products and Services
The Challenge: Our client, a major provider of high-technology equipment to the health care market, was experiencing decreasing sales of its flagship equipment product line because of aggressive competitors, and a stalled product development process. The new business leader wanted to tackle this problem by becoming a solutions provider”? to its customers. This executive and Read the rest…
Product Planning For Medical Device Company
The Challenge: A Fortune 100 healthcare product manufacturer was experiencing decreasing sales of its flagship equipment product line because of aggressive competitors, a stalled product development process, and capital budget constraints facing their customers. The client sought to better understand the needs of the market and to align its product development, marketing, and sales efforts Read the rest…
New Service Exploration For Industrial Products Distributor
The Challenge: A $5 billion industrial products distributor was charged with developing new, value-added services with which to augment its core distribution business, which faced increasing price competition. The company had an under-utilized service capability, which it thought could spur growth. Assessment: Blue Canyon analyzed the needs of the firm’s customers, segmented the potential market, Read the rest…
Solving the Vicious Cycle of Price-Based Competition
The Challenge: A $30 billion manufacturer of components, systems, and electronics was facing increased pricing pressure from its major OEM customers. The company needed to better understand how to establish a more attractive and profitable position with these large OEM customers. Assessment: Blue Canyon analysis confirmed that extreme price pressures existed in select customer environments. Read the rest…
Growth Strategy for a Vehicle Manufacturer
The Challenge: A leading manufacturer of commercial vehicles was facing increased competition and pricing pressures from competitors and, as a result, was exploring new opportunities for growth in the North American market. The client was concerned about delivering short-term sales while building its organization to increase vehicle penetration through a new product launch. Assessment: Blue Read the rest…
Growth Strategy For Specialty Packaging Manufacturer
The Challenge: A specialty-packaging manufacturer was performing at half of its revenue projections five years after it was acquired by a $10 billion diversified corporation. Assessment: Blue Canyon analysis found that the company’s sales efforts were based on product attributes, rather than its key benefit of reducing the damage to high-value products. Insights emerged from Read the rest…
