Evaluate an Alliance Opportunity in Indian Medical Devices (Equipment) Market for a Leading Indian Manufacturer of Photographic Materials

manufacturing company

Client Challenge

The client was India’s leading manufacturer of photographic and medical photographic products.The client was considering entering new product segments within the Indian medical devices market.  UC Strategy was asked to help the client by the way of selecting product opportunities for the Indian market which can leverage client’s strengths and which have the attractive market opportunity.

 

Our Approach

In order to evaluate an alliance opportunity, UC Strategy used the following approach:

  • As a part of the engagement, conducted a detailed primary and secondary research, interviewed more than 140 industry respondents across:
    • Distributors
    • Importers
    • OEMs
    • Customers and Potential customers
    • Potential alliance candidates
  • Understood management’s hypothesis
  • Built an understanding of current business, performance strengths and weaknesses
  • Undertook an initial opportunity screening:
    • Developed and categorised long list of medical equipment
    • Finalised framework for shortlisting and conduct primary research
    • Short listed products for detailed evaluation phase
  • Detailed evaluation and short listing of products:
    • Conducted market analysis and map competitive landscape of each shortlisted product
    • Examined the customer purchase dynamics and distributor dynamics
    • Assessed availability of potential partners for products
    • Conducted final short list of product opportunities
  • Defined partner selection criteria:
    • Determined the key selection criteria and their relative importance
    • Developed a partner screening framework
  • Screening of potential partners based on evaluation
    • Developed a long list of potential partners
    • Researched and analysed the long list of potential partners
    • Crafted a value proposition on behalf of the client
    • Determined the fit with client’s new product/product expansion strategy
    • Shortlisted the partners based on the framework developed
  • Created a detailed business profile of each of the shortlisted partner company.

 

Our Impact

The client not only received a detailed evaluation assessment of for the medical devices opportunity but also received the final list of a potential partner to alliance with for diversification of its business.

Developing a White Paper Case Analysis on Driving Marketing Initiatives through Thought Leadership for an International Container Terminal Operating Company

supply chain

Client Challenge

The client is a leading international container terminal operator. The client requested UC Strategy’s assistance in developing a white paper case analysis for its India business

 

Our Approach

In order to prepare a white paper, UC Strategy used the following approach:

  • Assessed and developed container trade overview
  • Characterised parameters for inland container logistics operations
  • Highlighted the logistics cost and its break up
  • Evaluated parameters for inland container logistics operators and highlighted the same
  • Highlighted the existing scenarios and challenges
  • Highlighted the future growth prospect and demand scenario.

 

Our Impact

The client received a well-defined white paper case study.

 

Conducting a Detailed Study of American Express (AMEX) Alliances

strategic due diligence

Client Challenge

A predictive analytics company, founded by one of the world’s leading complexity scientists, was seeking assistance in developing an overview of alliances made by American Express with ‘deal companies’ targeted towards mass customers using AMEX cards. The client engaged UC Strategy to conduct a detailed profiling of AMEX’s key alliances in the US and Europe and provide a market feedback as to how the new alliances were received by various stakeholders, early experiences of consumers and major friction points in the system.

 

Our Approach

To conduct the detailed study of AMEX alliances, UC Strategy identified the key alliances and performed a detailed study on the following:

  • Mechanics of the alliance
  • Target audience for the alliance
  • Key drivers of the alliance and how these feed into value to individual stakeholders
  • Intrinsic advantages and limitations of these alliances and how these impact the eventual success/ failure of the alliance
  • Adoption rates of each of the alliance platforms along with analysis of past and present initiatives and future plans
  • Detailed segmentation of key marketing initiatives for each of the alliances and the resulting effect on customer adoption
  • Aggregation and segmentation of customer opinions on each of the alliances and comparison across platforms

UC Strategy also completed an analysis of the usage of alternative platforms (‘push’ based) and their effect on the overall success of the alliance.

Our Impact

The client obtained a realistic assessment on how these alliances work, who they target, whether they were successful or not (and why). It understood the intrinsic advantages and disadvantages of different operating models and their acceptability in the market.

 

 

Designing a Metrics-based Business Performance Management System

distribution

Client Challenge

The client was a tier-1 automotive component supplier for leading commercial vehicle companies for both their original equipment as well aftermarket requirements. The client requested UC Strategy to create performance metrics across their individual departments in order to track their strategy and business goals.

 

Our Approach

To create the tracking system, UC Strategy adopted the following approach:

  • Assessed existing methods of data capture and forum for data representation
  • Examined accuracy of data across various departments
  • Identified key areas for improvement within the existing MIS systems
  • Defined function-wise unit-level metrics and built them up to a department and organisation level
  • Created function-wise performance scorecards for the different positions across departments
  • Created the structure and ran pilots of company-wide monthly review meetings featuring the different departments focusing on broad metrics reflecting the company’s performance

 

Our Impact

The client received an implemented model for a metrics-based business performance system to track strategy and business goals across the various departments.

 

Conducting Market Assessment of CPVC in India

market assessment

Client Challenge

The client was a prominent construction material manufacturer in India and was and looking to leverage its strong channel base by entering the CPVC market as a result of UC Strategy’s recommendation of this opportunity in an earlier project. The client, therefore, needed to assess the piping market in the country, with a specific focus on the residential & commercial real estate segments.

Our Approach

The engagement answered questions critical to the client’s entry decision into the market, including market size and expected growth, key customer segments, their usage patterns and adoption rates of CPVC piping, as well as identification of trends that would impact adoption and growth in the coming years.

Our strategy was based on the identification of the key substitute products and assessing the adoption of CPVC as compared to these products, understanding the specific features of the product that was currently in use by the target segment and the variation of these features based on application. Reasons for adoption and preference of CPVC over other products were examined with a specific focus on functional advantages of CPVC over its substitutes. Key influencers to the decision of CPVC usage were taken in to account in order to understand important entities in the ecosystem. Margins across substitutes and entities in the value chain were considered in order to understand revenue potential. Adoption rates across key tier I and tier II cities were estimated in order to be able to develop a strategic locational focus.

 

Our Impact

Key competitors were identified and operational issues such as availability of raw materials were taken into consideration in order to determine the level of entry barriers in the market. Trends material to market growth and margins were understood and market size was established.

Evaluating Relocation of Manufacturing Operations to India

distribution

Client Challenge

The client is a global player involved in the large-scale manufacturing of medical orthopaedic solutions. The client requested UC Strategy to compare the cost of products manufactured at its home facility in the USA with the cost of manufacturing the same in India.

Our Approach

UC Strategy adopted the following approach:

  • Triangulate findings with data from primary and secondary research with respect to major cost heads
  • Assess cost differential across key types of raw material
  • Define factors and assumptions for variances in efficiency/productivity through primary and secondary research
  • Assess applicability of duties considering location 

Our Impact

The client received a model comparing the cost heads at a line item level between the cost of having manufacturing operations in the USA with the cost of having manufacturing operations in India.

Market Survey of Indian Door Hardware and Security Systems for a Leading Premium Access Solutions and Service Provider

Client Challenge

The client was a leading international company in premium access solutions & services. In the business segments of door control, movable walls and glass fittings the company is a world leader. The client approached UC Strategy to conduct an Indian market survey of door hardware and security systems

                                     
Our Approach

In order to conduct the market survey, UC Strategy used the following approach:

  • As a part of the assignment conducted detailed primary research
  • Interviewed more than 20 industry respondents which included key prospective customers and other key competitors
  • Segmented the door hardware and security systems market into three distinct segments based on market inputs
  • For each of the segment assessed and examined the market size, growth and future growth potential
  • Assessed and examined the competition:
    • Conducted detailed competition benchmarking
    • Assessed each key players for:
      • Business model and strategy
      • Product assortment
      • Service delivery and use of value chain
    • Examined the consumer brand preference
    • Laid out the key success factors for the market
    • Examined and highlighted the supply chain prevalent in the industry

Our Impact

The client was handed over a detailed Indian market survey. It enabled the company to take appropriate correct decisions based on the survey.

Conducting Competitive Intelligence and Identifying Competitor’s Weaknesses for a Global Paint Manufacturer

market assessment

Client Challenge

The client, a global paint manufacturer, had been losing market share for a previous couple of years, to one of its competitors. The client wanted to carry out competitive intelligence to develop a flanking strategy so as to regain that market share. The focus was to look at the potential weaknesses of the competitor that could be exploited.

 

Our Approach

To carry out the competitive intelligence, UC Strategy adopted the following approach:

  • Understood the strategic drivers of the industry
  • Analysed the key success factors in the industry and their relevance going forward
  • Analysed the key strengths of the competitor and their sustainability in the future
  • Analysed the strategic, tactical and operational intent of the competitor to look for gaps in intended vision and execution
  • Designed a framework to analyse the weaknesses based on the current and future capabilities
  • Analysed the stakeholder’s feedback and its effects on the competitor’s strength and weaknesses going forward

 

Our Impact

The client received a detailed understanding of the current and probable weaknesses of the competitor.

Formulation Of Detailed Strategic Business Plan For Accelerating Growth For Ophthalmic Business In India

manufacturing company

Client Challenge

The client, a part of a US incorporated MNC and currently, a preferred supplier of many of its product categories in India was one of the leading suppliers of ophthalmic glass in India. The client wanted to formulate a detailed strategic and operating business plan for significant growth of plastic ophthalmic lens in India

Our Approach

To develop a robust strategic business plan for the client encompassing brand, pricing promotion, location, capacity, Channel, sourcing and financial strategy

• Detailed primary research and discussion with ~ 80 respondents from various industry stakeholders
• Investment and financial outlay was prepared for the future business scenario with detailed impact analysis for each scenarios
• Assessed customer segments and analyzed competitor landscape to ascertain market dynamics and value chain in the industry

Our Impact

The client received a complete understanding of the industry, along with the future scenario. It also obtained a well-defined financial plan, organisation structure and implementation plan with acute recommendations based on client’s present strengths and future outlook

Defining Entry Strategy for Medium Density Fibre Board (MDF) and Particle Board (PB) in India

market assessment

Client Challenge

The client was a large building products company having a presence in various business areas such as sanitary ware, container glass, kitchen exhaust, cooktops and faucets in the B2C segment. The management was looking to diversify into new business areas and explore business opportunities in the manufacturing of medium density fiberboard (MDF) and particle board (PB). UC Strategy was asked to define a market entry strategy for the MDF & PB business in India

Our Approach

To define an entry strategy, UC Strategy adopted the following approach:

  • Understanding the strategic intent and rationale for entering MDF and PB business
    • Worked with the core management and leadership team of client to analyze their internal capabilities and identify any resource constraints
    • Assessed the current and future potential of the wood panels industry, specifically MDF and PB; with input from professionals from the industry
    • Undertook a stakeholder analysis, based on identifying and profiling key customer segments and customer behavior, assessing key purchasing criteria and benchmarking competitors against various parameters
  • Analysis of market and product dynamics
    • Customer selection behavior analysis and competitor positioning analysis was conducted to analyze the client’s strengths and weaknesses on the key success factors and to identify capability gaps
    • The pricing models for both raw and laminated boards were studied, followed by an analysis of the logistics dynamics
    • Analyzing the different stages of regulatory compliance and the bodies involved in the sanctioning of these stages
    • The market assessment illustrated the attractiveness of the engineered wood panel market in India for a new entrant with favorable opportunities and economics, which was concluded with the definition of an entry strategy for the client in the PB and MDF industry
  • Designing entry strategy
    • The entry strategy was defined based on sourcing and manufacturing strategy, product and customer segment strategy, pricing strategy, sales promotion strategy, channel strategy
    • Entry strategy was supplemented with the identification and mitigation of operational, financial, technological and regulatory risks associated with the market.

Our Impact

The client received a detailed entry strategy and an implementation plan was developed based on the market entry strategy for the client.