PMG's B2B market research approach entailed reaching out to and connecting with the competitor's highest level executives to gain a deeper understanding of the company's R&D strategy than could be derived from publicly available sources. PMG's analysts, well experienced in contacting senior level managers and engaging them in conversation, were utilized to develop a thorough understanding of the client's major competitor. The competitive intelligence gained from the conversations with key executives proved to be valuable insight into the competitor's value position in the market.
Through a tailored B2B market research project, PMG evaluated the market potential for BBT's glass bottling technology. A database of large glass bottling facilities was created with information pertaining to key decision makers at each plant, plant location, and estimated volume. With the created database and the new insight into the purchasing decision process, the study resulted in over $2 million in new business within 12 months of the project.
Through a phased B2B market research study, PMG was able to identify the value proposition for a company producing medical-grade plastic products for diagnostic reactants. The market research concluded several key observations including the distinct advantage of the company's product over glass and potential competitive producers of alternative products. Resulting from the study conclusions, the company pursued plans to introduce their product to the market with key insight into specific desired features and market needs.
PMG's market assessment included specific recommendations on how to compete more effectively against competitors and an approach to realize future growth opportunities. By developing a more detailed and relevant market segmentation for evaluation, selected market segments were evaluated in-depth for short-term and long-term potential. As a result, the market research provided the client solid business insights that have helped the company navigate around potential business disruptions and make better informed decisions about its approach to future business growth.
As part of a commercial due diligence, PMG recommended a B2B market research project focused on a supplier selection study to qualify potential suppliers and allow the company to provide a more system-based solution in the building products market. The study identified eleven potential suppliers and three supply scenarios that addressed potential risks and changing trends in consumer preference for the client to consider in their strategic decision making process. The company was able to favorably leverage future contract terms and negotiations based on the insight that resulted from the study.
