Territory Market Studies

RSR produces territory market studies for manufacturers’ representatives, sales organizations, and other companies whose business is limited by geographic boundaries. Clients typically request territory market studies to quantify the market potential of a new product or a new territory.

These studies are unique because competitors are sales organizations rather than manufacturers. Understanding the competitive landscape, therefore, involves learning about the capabilities of particular selling organizations and understanding the purchases and preferences of customers in a particular territory.

Benefits Achieved

• Quantify and segment the market potential for a product in a territory
• Find and understand the key customers for a product in a territory
• Assess and analyze the competition in a territory

Key Components

RSR typically answers the following questions in a territory study:

• Territory market size for the product
• Market shares of the major competitors
• Companies gaining or losing market share
• Key customers of the major competitors

Relevant Case Studies