Case study
Go-to-market strategy for an appliance manufacturer
Situation
An appliance manufacturer engaged a consultant to help it become a top-tier player in a region’s white goods market. Delivery Partners conducted market and category analysis.
Our work
Channel analysis:
- Market structure / segments, dynamics and trends
- Buying behavior and service requirements by segment
- Channel economics (by segment)
- Competitive positioning and strategies by segment
- Market penetration options
Logistics options for serving the channels:
- Economics / value chain analysis
- Make / lease / buy / partner options
Product strategy:
- Analysis of product assortment (categories, SKUs, pricing, features)
- Hypotheses regarding competitive positioning / brand value proposition
Results
- Segmented pragmatic understanding of the market including relevant elements of channels, distributors, consumers and competitors
- Focused Value Propositions for the most attractive market segments that best align with current and potential capabilities, and with desired competitive positioning
- Product assortment and branding strategies based on consumer and market needs, and selected channel strategies