Type of Client
Mining Industry Equipment Supplier
Geography
US and Europe
Challenge
A European-based manufacturer of fixtures for heavy-duty mining and construction vehicles looked to augment the number of sales to the mining industry in the United States. The client has been selling into the US mining market for a number of years, but sales had been flat and they did not have any visibility into the end customers. The client needed to know how large the market was for their products and how to capture more market share.
Solution
Together with a partner organization EMW conducted a detailed market analysis of the US mining industry focusing on end-user and distribution partners. The team performed thorough desktop research, analyzed international trade data, attended multiple US based industry relevant tradeshows, and performed multiple detailed interviews with various end-users and industry experts to compile a comprehensive report on the USA mining industry. The market analysis contained key market data, addressable market sizing information, geographical insights, competitive analyses, and a revised market channel strategy proposal.
Result
A comprehensive written report and action plan, augmented with a 2-hour review, PowerPoint and a fluid interactive discussion with the client’s stakeholders and decision makers. The client contracted EMW for the next phase of work which will include a detailed partner analysis with both long and short lists of potential candidates, alternative operating models based on market feedback, a fine-tuned channel partner value proposition specific to the US market, interview reports, and a meeting program with the prospective partners and client. The client has since hired a full-time US-based employee, expanding their investment in the US market, and proactively developing sales opportunities alongside the EMW team.
More results to come…