Client Challenge
The client was one of the well-known players in the diesel generator set business in the country with a product portfolio ranging from 5 kVA to 500 kVA. It wanted to benchmark a set of leading genset players in the country to understand the value propositions they offer across the entire ecosystem right from the end-customer to their business partners
Our Approach
- UC Strategy first outlined a framework with all the parameters to be used for benchmarking players. This was brainstormed with client team members and finalized. The key areas benchmarked were:
- Business Systems
- & Supply Chain
- Consumer Services
- Product & Technology
- Post this, UC Strategy adopted a three step approach to benchmark the target set of industry players:
- Desk research and literature review was conducted to put together a draft profile and operation of each target
- Interviews/ meetings were then conducted with industry participants across the value chain (customer key accounts across user industries, players, channel members, service partners, suppliers)
- Synthesis of inputs from desk research and interviews to generate insights on player strategies
- UC Strategy then synthesized perspectives obtained from industry interviews to articulate the following for each benchmark player
- Detailed out practices followed by leading players across the value chain
- Compared and contrast players’ approach to the market
- Commented on strategic and operational parameters that were leveraged by players and identify those where not much differentiation/ focus has been attempted/ created
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Our Impact
The client and their global joint venture partner received an actionable plan based on which the client intended to take immediate actions across the nation.