LatAm Expansion for Industrial Cleaning Equipment Manufacturer

Services

Opportunity Benchmarking

Challenge

Our client, a global consultancy, was contracted by a US manufacturer of industrial cleaning equipment to guide them on where to enter the market in Latin America. Their client brought some pre-conceived notions of where to prioritize their growth efforts but wanted an independent study to test their hypothesis. The challenge, as is often the case, was the lack of timely market data available through published sources.

Approach

Americas Market Intelligence (AMI) quickly exhausted what few published sources could provide data. Then, our researchers, on the ground in four markets, interviewed importers, distributors, competitors and large clients of industrial cleaners. Those interviews were the key to understanding today’s dynamic in the market.

Result

AMI delivered an analysis of four different markets and presented the prospects for the client’s product sales in each one. AMI findings showed that the largest market, which the client had singled out as a logical starting point for their regional expansion, turned out not to be the best point of entry. The fourth largest market was in fact the least competitive and undergoing impressive growth. Our study steered the client to an immediate and profitable opportunity that provided an excellent starting point to their regional expansion.

Client Benefit

AMI helped the client to identify the market that served as the best point of point of entry for regional expansion of its industrial cleaning equipment.

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