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Market Assessment

Customer Acquisiton

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.

Additional Case Studies

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Due Diligence

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.

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Competitive Intelligence

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.

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Growth Assessment

A global packaging company wished to understand the potential for packaging of products sold in the perimeter of grocery stores including fresh fruit and vegetables, meat and, deli and bakery. PMG designed and executed a large-scale research project identifying key trends and prioritizing specific opportunities for the client.

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Market Research

Through custom market research, PMG assessed the current hermetic compressor market in juxtaposition with the company's net position on each product and service attribute. The PMG study proposed two alternative strategies to leverage the company's perceived strengths in the marketplace: to compete on reliability or efficiency. As a direct result of PMG's recommendations, the company aggressively pursued the position of a strong second supplier and, in turn, has strengthened its market positioning in the industry.

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