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Assessing the Critical Success Factors for Market Entry

A leading industrial products company was considering entry into an adjacent market for its current technology. The company had not previously sold into this adjacent market because the product requirements appeared to be different. Upon further review, however, the...

New Market Penetration

Shortly after consummating a highly coveted acquisition, an industrial controls company was assessing how to grow the newly acquired products. The Client believed it could use its well-developed channel to grow the business in selected strategic country markets;...

Re-Starting a New Product Launch in a Changed Marketplace

A leading industrial automation company had postponed a new product launch due to deteriorating global economic conditions. Internal budgets had been slashed, and customers were unlikely to approve spending for the proposed new product, so the launch was postponed. As...

Re-investing In Product Development

After spending most of its time and resources, restructuring the company to weather the financial downturn, a leading industrial automation company decided to revisit its five year growth plan. In the plan there were a number of assumptions regarding market trends,...

Pursuing Alternative Energy Segments

A leading industrial equipment manufacturer is trying to expand its footprint into alternative energy to include CNG, biofuels, solar, wind, and related areas. In doing so the Client assembled a team from its key divisions to assess the market potential in each of the...

Defending Your Position in an Emerging Market

A leading process control manufacturer had established a dominant position in the alternative energy market. Approximately 70% of its products were sold in developing countries, such as India, Pakistan, Brazil, etc. With the rapidly growing and evolving market, the...