Case Studies
In our profession, we have been at home in almost all areas of
business since more than ten years. Accordingly, we are able to show
references virtually everywhere. This is already implied by the list of
our clients, we may mention by name. It's understood that we can hardly
present all of our 1 700 closed projects. Yet we will regularly publish
newly or lately completed (anonymized) case studies here. Where
possible, we refer to deliverables as examples, i.e. selected and
partly alienated documents of final reports. For the sake of clarity, a
classification of all case studies provided is given here:
Examples of case studies
| Case 1: Feasibility
study "Container Inspection Systems" |
| Initial situation: |
Our client, a world-wide renowned manufacturer of
cranes
planned a strategic alliance with an x-ray specialist concerning the
joint market-entry in the segment of container inspection systems |
| Our task: |
Gayer Consulting was asked for a marketing
expertise/case study incl. recommendation |
| Goals: |
1. Comparison of physical processes (benefits/drawbacks)
2. Available and planned products and systems
3. Customer demands, today & tomorrow
4. Evaluation of functionality and efficiency |
| Methods: |
Desk research in relevant international specialist
publications
Expert interviews (US customs authorities, R&D, competitors,
transportation businesses) |
| Expenses: |
5 digit fee |
| Time frame: |
Only 30 work days until client's decision-making |
| Deliverables: |
Presentation in front of executives, delivery of
complete documentation (25 pages) |
| Outcome: |
Based on our findings, management decided on starting
strategic alliance with this partner introduced by us |
| Case 2: Benchmark
anlysis about delivery time of copper pipes |
| Initial situation: |
Our client, a manufacturer of copper pipes, detected
deficiencies in delivery time in the course of a customer satisfaction
analysis |
| Our task: |
To verify this, Gayer Consulting was asked to provide
corresponding benchmarks among international competitors |
| Goal: |
Intelligence of average delivery time of several
competitors |
| Method: |
Telephonic enquiries for relevant product variants at
competitors' and buyers' companies |
| Expenses: |
3 000 EUR fee |
| Time frame: |
Deadline was 5 days after commissioning |
| Deliverables: |
Summary of elicited average figures |
| Outcome: |
Delivery times were adjusted to competitor level (best
practice), level of customer satisfaction enhanced |
Case 3: Feasibility
study - expanded metal ceilings
with special look |
| Initial situation: |
A leading supplier of aluminum roofs and facades
planned
market-entry into expanded metal ceilings; his R&D developed
special look to be filed for patent application. Essential planning
figures concerning market size, customer demands and competition were
missing |
| Our task: |
Market analysis |
| Goals: |
Comprehensive insight into market size and potential,
competitors, technologies, customer demands, prices, and buying
processes |
| Methods: |
1. Sighting of prototype, talks with R&D and
Marketing executives
2. Secondary source analysis
3. Expert interviews (architects, building trade, building owners,
other decision makers and experts) |
| Expenses: |
n.a. |
| Time frame: |
4 weeks |
| Deliverables: |
Final report with relevant facts for decision-making |
| Outcome: |
Management refrained from continuing R&D and
Marketing
measures for want of market potential, thus saving unsecured costs of
six digit number |
| Case 4: Product
comparison among leading German banks |
| Initial situation: |
The research dept. of an international consulting
company
quickly needed a systematic product comparison among leading German
banks; their own resources were too scarce in the face of a short
deadline |
| Our task: |
Performance of checks for a part, later the whole of
target companies |
| Goals: |
Comparison of various banking products; in total more
than 100 criteria per bank were to be checked |
| Methods: |
Three combined methods were required:
1. Desk research (extensive user checks of web-sites)
2. Telephonic enquiries (hotlines, branches, PR)
3. POS visits in branches ("mystery shopping") |
| Expenses: |
n.a. |
| Time frame: |
For elicitation and anlyses max. 5 work days |
| Deliverables: |
Excel spreadsheets |
| Outcome: |
Research dept. was able to provide all needed data in
time, their client (bank) adjusted his product and service range |
Case 5: Benchmarks
about holding structures of
banking groups in Europe |
| Initial situation: |
A European banking group developed with the help of an
international consulting company a new, adequate organisational
structure of its holding |
| Our task: |
As a subcontract we were asked to examine the
structures of
over 70 European banking and insurance holdings. By means of a detailed
check list, enterprises were categorized in the following typology:
- financial holding
- strategic holding
- operative holding |
| Goals: |
Naming the predominant holding type among European
banks and insurances (structure benchmarks) |
| Methods: |
Evaluation of web-sites, annual reports, and other
online
resources available (IR reports, brochures etc.) based on
classificatory system developed beforehand. Furthermore, telephonic
enquiries directed at various bank departments (Public Relations,
Investor Relations, Business Development etc.) |
| Expenses: |
n.a. |
| Time frame: |
2 weeks |
| Deliverables: |
Summarizing overview with distribution of ∼70
banks,
organigrams and substantial data base with comprehensible detailed
results of each bank group |
| Outcome: |
Based on our empirical findings, the consulting company
could give adequate recommendations. |
Case 6: Start-up
consulting - business and marketing plan
for founding an advertising company
und Marketing-Plans |
| Initial situation: |
Three formerly employed art directors founded a
full-service advertising company on their own |
| Our task: |
A business plan for presentation at banks |
| Goals: |
Basis for own planning and assent for loans by banks;
parallel: coaching |
| Methods: |
Competence analysis, market analysis (secondary sources
and
primary elicitation among customers and competitors), efficiency
calculations |
| Expenses: |
4 digit fee, 50% publicly subsidized |
| Time frame: |
6 weeks |
| Deliverables: |
Permanent personal consulting and coaching, business
plan (focus on marketing plan) |
| Outcome: |
The founding team was allowed a 6 digit loan to realise
their
ambitious concept and is by now extremely successful in a fierce market |
Case 7: Feasibility
study for launching an innovative
advertising medium |
| Initial situation: |
Our client, an American diversified technology
enterprise,
planned market-entry with bypassing existing sales structures and
offering their product directly to target group |
| Our task: |
Feasibility study |
| Goals: |
Willingness for product and price, determination of
target group segments, grasp for advertising motives |
| Methods: |
Intensive interviews with 30 top decision-makers
(marketing executives resp. product managers) |
| Expenses: |
n.a. |
| Time frame: |
Elicitation 3 weeks, analyses 3 days |
| Deliverables: |
Presentation of recommendations for action, aggregated
results and interview notes as back-up |
| Outcome: |
Rollout was initiated target group-specific and with
the help of targeted advertising concept |
Case 8: Customer
satisfaction analysis for a supplier of
metal roofs |
| Initial situation: |
An internationally leading metal manufacturer wanted to
improve customer satisfaction sustainably within his segment of metal
roofs and facades |
| Our task: |
Gayer Consulting was asked for concept and
implementation of a customer satisfaction analysis |
| Goals: |
- determining dimensions of general and specific
customer satisfaction
- comparing with specific competitors
- measuring of brand familiarity of potential customers
- regular update every 2 years |
| Methods: |
Telephonic enquiries of architects and trading
companies (duration 30 min.; sample size n=250) |
| Expenses: |
∼20 000 EUR |
| Time frame: |
4 weeks, regular update every 2 years |
| Deliverables: |
Presentation and delivery of final report incl.
results, analyses and derivatives |
| Outcome: |
Our client could recognize single deficiencies of
customer
satisfaction and eliminate them largely by appropriate marketing
measures. Regular updates show differences of several dimensions over
time |
Case 9: Efficiency
study for Stadtrat Moers
(City council of Moers) |
| Initial situation: |
The city's council decided on decrementing public
subsidies for the local music school for a 6 digit number |
| Our task: |
Creating a new concept for lessons |
| Goals: |
The new concept of courses offered should be realized
sustainably with reduced public subsidies; further requirements: no job
loss, no blanket incremented fees |
| Methods: |
Development of a plan concept based on detailed
analysis of
actual state (incl. workshops and questionnaires of music teachers).
Strict orientation on intrinsic tasks of a public music school and
demand situation for optimization of lesson units and their prices.
Moderation and conflict management |
| Expenses: |
5 digit fee |
| Time frame: |
3 months |
| Deliverables: |
Final report and summary with measures plan, various
presentations in between for city's culture committee and council |
| Outcome: |
Our concept including recommendations was only partly
implemented for fear of fierce opposition though still realizing
possible savings partly |
| Case 10: Usage rate
of selected banking terminals |
| Initial situation: |
An international consulting company based their
strategy
recommendation for a larger bank on reliable data on rates of usage of
customer terminals (e.g., automated tiller machines) in contrast to
competitors |
| Our task: |
Planning and implementation of elicitation |
| Goals: |
Data on usage rates, its duration and "jams" |
| Methods: |
Selection of spot checks (terminals at different types
of branches and locations), observation, analysis |
| Expenses: |
4 digit fee |
| Time frame: |
3 work days |
| Deliverables: |
Excel spreadsheets |
| Outcome: |
The national distribution concept was scrutinized and
by now optimized based on our findings |
Case 11: Purchasing
marketing -
Overview of chemicals suppliers in the Far East |
| Initial situation: |
Our client, a world-wide leading chemical enterprise
with
headquarters in Europe, was seeking lower-priced suppliers of various
substances involved in production |
| Our task: |
Gayer Consulting was asked to plan and implement this
internationally oriented research |
| Goals: |
List with potential suppliers conforming to special
requirements (size, region, product quality) for getting into business
contact |
| Methods: |
Coordinated desk research activities of the local
branches of Global Intelligence Alliance (GIA) |
| Expenses: |
n.a. |
| Time frame: |
∼10 work days |
| Deliverables: |
Excel spreadsheets |
| Outcome: |
Several Far Eastern suppliers checked aroused further
attention. Ensuing negotiations were backed by repeated recourse on
Asian members of Global Intelligence Alliance (GIA)
concerning language and market familiarities |
Case 12: Retail
marketing -
store check for optimized goods range determination |
| Initial situation: |
A British retailer planned his market-entry into DIY
superstores in Germany; thus local market leaders resp. their policies
of pricing and range of goods were examined |
| Our task: |
Concept and implementation of analyses in range of goods |
| Goals: |
Solid base for comparison of range of goods (depth,
breadth) and pricing |
| Methods: |
Store checks in three selected branches of each of
three
market leaders each; criteria: market size, location, selected product
groups; coordinated effort with network colleagues required thorough
briefing and pre-defined elicitation templates |
| Expenses: |
n.a. |
| Time frame: |
Deadline 5 days later (next steering committee meeting) |
| Deliverables: |
Analytical preparation of core results, back-up
information (service availability, pictures, layout scribbles) |
| Outcome: |
Based on our findings, the British retailer could
prepare a targeted acquisition of a suitable retailer. |
| Case 13:
Competitive intelligence within the pharma industry |
| Initial situation: |
A pharma enterprise planned the launch of an
oncological drug
based on hormones. In this context, state of affairs and plans of
potential competitors were to be factored in |
| Our task: |
Gathering of competitive intelligence |
| Goals: |
Understanding competitors' next steps |
| Methods: |
1. Continued analyses of secondary sources (incl.
integration of relevant information in a CI portal)
2. Experts and competitor interviews (Business Development, Product
Management)
3. Combination of available piece-meal intelligence into expressive
picture |
| Expenses: |
n.a. |
| Time frame: |
n.a./continual |
| Deliverables: |
CI reports, continual |
| Outcome: |
Our client was able to assess his unique selling point
better
and is prepared for possible steps of competitors within the relevant
range of indication |
Case 14: Marketing
consulting -
model overview and success factors for compact size cars |
| Initial situation: |
An Asian automotive supplier wanted to learn about the
European market for compact cars, especially success factors within the
compact size class |
| Our task: |
Classification of information deficiencies and
production of
a corresponding market analysis. Derivation of recommendations for
action concerning marketing options |
| Goals: |
Extraction of a deeper market intelligence,
specifically derivation of segment- and model-related success factors |
| Methods: |
Market demarcation, numbers for market segments,
profiles of
all available and planned competition models, contrast of individual
success/failure factors. Furthermore, analysis of market positioning
and ensuing recommendation for their European marketing |
| Expenses: |
n.a. |
| Time frame: |
3 months |
| Deliverables: |
Report volume (english) |
| Outcome: |
Our client could adapt his model policy to the special
conditions of the European markets; (follow-up Case 15.) |
Case 15: Marketing
consulting -
launch within the compact size class |
| Initial situation: |
An Asian automotive supplier was faced with the
detailed
planning for the launch of a small car in Europe. For this, the optimal
time of rollout in the relevant national markets and accompanying
marketing measures were to be determined. |
| Our task: |
Update of the model overview of the relevant class (see
Case 14) |
| Goals: |
Concrete action derivations for the local European
marketing |
| Methods: |
Detailed profiles of available and planned competitive
models, contrasting of market and test results and their advertising
positioning and ensuing recommendations for own marketing actions |
| Expenses: |
n.a. |
| Time frame: |
2 months |
| Deliverables: |
Report volume (english) |
| Outcome: |
Our client could launch the new model on time and with
coordinated marketing measures in optimal sequence in the relevant
European markets |
Case 16: Purchasing
marketing - transportation providers
for the itineraries Germany-Eastern Europe |
| Initial situation: |
Our client, an Eastern European supplier of plastics
parts
like sockets, wanted to reduce his transportation cost. There were 16
different routes to be checked with specified details (means of
transportation, frequency, extent of batch), mid-term duration of
contract |
| Our task: |
Identification of suitable providers based on their
tenders |
| Goals: |
Identification of most suitable provider |
| Methods: |
Telephonic enquiries |
| Expenses: |
n.a. |
| Time frame: |
5 work days |
| Deliverables: |
Excel spreadsheets with tenders and their evaluation |
| Outcome: |
Based on our findings, our client was able to cut down
transportation costs for more than a third of the original amount |
Case 17:
Competition analysis -
world market for steam turbines |
| Initial situation: |
A European manufacturer of power generators (fossil
fuels)
wanted a detailed overview of competitors world-wide for distribution
measures |
| Our task: |
Market overview world-wide |
| Goals: |
Identification of most important global competitors
within
subarea of "steam turbines, small to medium dimensioned,
<100 MW" |
| Methods: |
- Desk research: web-sites, annual reports,
newspaper/professional articles, product catalogues online and requested
- Expert interviews: market participants, professional associations,
professional consultants |
| Expenses: |
n.a. |
| Time frame: |
3 months |
| Deliverables: |
- Complete overview of all manufacturers, profiles with
their business and technical details
- Aggregation of qualitative statements |
| Outcome: |
Based on our findings, our client was able to work out
key
factors of success of his line of business, understand the top players'
product and sales policies, learn about new trends, develop suitable
strategies and measures to extend his market share globally.
Furthermore, possible candidates for acquisition were identified. |
Case 18:
Introduction of business contacts -
software for push to talk services |
| Initial situation: |
The Scandinavian manufacturer of a browser software for
mobile phones wanted to check market chances for new applications like
push to talk services on a European scale |
| Our task: |
Establish contacts with leading GMS providers in many
European countries |
| Goals: |
Evaluation of general interest, market assessment,
ideally priming of business relations |
| Methods: |
Telephonic enquiries for identifying decision-makers,
face-to-face interviews (via GIA
network partners) |
| Expenses: |
n.a. |
| Time frame: |
2 weeks |
| Deliverables: |
Final report incl. interviews notes |
| Outcome: |
Our client is by now engaged in close business
relations with several providers contacted by us. |
| Case 19:
Competitive intelligence - tyre market in Austria |
| Initial situation: |
Our client, a European manufacturer of tyres, planned
market-entry in several countries of Eastern Europe incl. Austria,
focus: spare tyres for cars and light commercial trucks |
| Our task: |
Permanent market analysis of Austria, coordinated
efforts by Global Intelligence Alliance (GIA)
network partners regarding other countries |
| Goals: |
Detailed understanding of distribution channels, market
dynamics and success factors (concerning logistics). Outlook on future
market and segment developments |
| Methods: |
Systematic analyses of secondary sources in connection
with
telephonic and face-to-face expert interviews (retail/wholesale,
competitors, professional associations), set-up of operable interview
guidelines and web-based platform for continual cross-national analysis
processes |
| Expenses: |
Lower 5 digit fee according to country and time frame |
| Time frame: |
3 months |
| Deliverables: |
Powerpoint presentation, regular news flashes,
complementary information like price lists or enterprise profiles |
| Outcome: |
Our client received market depictions of Austria and
Poland,
Slovakia, Czechia, Hungary within a short time; market monitoring is
still going on. |
| Case 20: Product
relaunch of a pace-maker |
| Initial situation: |
Our client, a manufacturer of pace-makers operating
globally,
planned rollout of a new product generation (focus: bradycardy and AF).
In connection with the forthcoming launch, there were informational
deficiencies concerning brand familiarity, assessment of benefits,
potentials for improvement and suitable motives for advertising |
| Our task: |
Concept and implementation of a survey of physicians
implanting pace-makers across Europe (UK, F, I, D) |
| Goals: |
Adjustment of central marketing planning and national
distributional organisation based on criteria examined |
| Methods: |
Spot check telephonic surveys of up to 50
physicians/country;
interviews along a very detailed guideline took 30-45 minutes.
Furthermore, personal opinions on given advertising motives were asked.
Interviewees were offered incentives of 100 EUR per interview,
alternatively as beneficent donation |
| Expenses: |
n.a. |
| Time frame: |
1.5 months |
| Deliverables: |
Interpretation of results according to country,
user/non-user and documentation of single findings (anonymized) |
| Outcome: |
Our client was very pleased with our findings and could
thus
launch products of the new generation successfully by stressing their
technical advantages to former generation and competitors' products. A
similar study on a different product group followed this one,
commissioned by a different product management team. |
Case 21: Benchmark
analysis -
counter- and data management |
| Initial situation: |
The commissioning energy provider wanted to know in the
course of process optimization, how their competitors and industrial
enterprises organize counter-readings and to what extent outsourcing is
common practice |
| Our task: |
Generation of benchmarks, examples of best practice |
| Goals: |
Generation of adequate primary data and ensuing
compression and analysis |
| Methods: |
Essentially expert interviews (general area of
counters/meters for gas, electricity, water, long-distance heating) |
| Expenses: |
∼20 000 EUR |
| Time frame: |
1 month |
| Deliverables: |
n.a. |
| Outcome: |
Our client could improve his processes of
counter-reading
substantially and has been cutting down his expenses for a 6 digit
number p.a. |
Case 22: Consulting
project -
Marketing strategy for online-banking software |
| Initial situation: |
Our Northern European client has been monitoring market
development for banking interface software/mobile applications and has
planned (re-)entry in this problematic market in Germany (market crash
after high-flying promises) |
| Our task: |
Identification of potential partners and customers,
market
segmentation, ratio external/in-house programming of software, outlook;
step by step, our research was enlarged by complementary tasks up to a
fully fledged marketing concept for the decided market-entry |
| Goals: |
Safeguarding the marketing strategic procedures |
| Methods: |
Search and study of relevant articles, publications,
web-sites; concept of a semi-structured interview guideline aimed at
technical, demand-oriented and business-related facts. Generation of
hypotheses to be verified/falsified in the study's course by further
industry interviews |
| Expenses: |
n.a. |
| Time frame: |
Several months (step-by-step enlargement of
commissioning) |
| Deliverables: |
Final report with recommendations for strategic
marketing |
| Outcome: |
Our client could win out over his local competitors due
to his superior products and thorough market familiarity |
Case 23: Personnel
development - professional model for
continuous process of education for music teachers |
| Initial situation: |
Based on a preceding study for the federal association
of
music schools in Northrhine Westphalia, personnel development,
especially further training and education, has become an issue |
| Our task: |
A structured base for personnel development for all of
the 160 music schools in NRW |
| Goals: |
Sustainable optimization of music schools and of
quality standards regarding lessons offered |
| Methods: |
Balance of qualificational deficiencies and tuitional
courses
on offer. Quantitative analysis and qualitative evaluation of them,
set-up of a data base. Implementation of incentives and an assessment
system for a more effective steering. |
| Expenses: |
n.a. |
| Time frame: |
3 months |
| Deliverables: |
Final report incl. summary, data base of tuitional
offers, evaluation system |
| Outcome: |
Music schools in NRW have for the first time at their
disposal a documented professional model as basis for individual
personnel development |
| Case 24: Store
checks of telcom hardware across Europe |
| Initial situation: |
An internationally leading consulting company worked on
a
strategy study for a client, a globally operating manufacturer of
telcom hardware. Part of it was a marketing strategical assessment of
the future product portfolio |
| Our Task: |
Carry out of store checks across Europe for gathering
data on
relevant rival products. Only one week was granted for planning,
carrying out and evaluation |
| Goals: |
Comparison and assessment of technical features, size
and
look & feel of telcom hardware (cordless and cord-connected
telephones) of relevant competitors in Europe |
| Methodik: |
Determining of the sample: up to five selected big
telcom
retailers in Madrid, London, Milan and Cologne each with store checks
by means of a standardized survey form |
| Cost: |
four-digit number |
| Time frame: |
One week |
| Deliverables: |
Summary analysis of data gathered and visualization of
quality dimensions researched (Powerpoint) |
| Result: |
Products as well as product portfolio were improved
within the framework of this comprehensive consulting project |
Case 25: Consulting
project: New positioning of a
BPO bundle offer (Focus: DMS) |
| Initial situation: |
A renowned global player in the Business Process
Outsourcing
industry planned a strategic new positioning of a "grown" complex
bundle of outsourcing services around document management
(digitalization/scanning, indication, archiving, output/mass printing,
publishing, logistics of arriving mail, consulting) in diverse locations |
| Our Task: |
Comprehensive market analyses aimed at estimates of
requirements, competition examination as well as deduction of
recommendations for action |
| Goals: |
Basis for planning of strategic and operative marketing |
| Methodology: |
Besides comprehensive market and competition analyses
and
comparisons on price/output relation, we interviewed about 100 experts
(telephonic and face-to-face) to assess market readiness |
| Cost: |
n/a |
| Time frame: |
Four months |
| Deliverables: |
Final report of 200 pages and Powerpoint presentation |
| Result: |
Our client successfully lined up his BPO bundle offer
and
with his new portfolio is among the biggest providers in this market
within Europe |
| Case 26: Market
potential analysis of insulated apparel |
| Initial situation: |
A globally acting manufacturer and supplier of
high-tech
micro-fibres for padding of work wear and outdoor, sports and winter
clothes commissioned a market potential study with an international
lay-out |
| Our Task: |
Research of international supply streams of all
relevant
clothing categories (according to volumes and values) in selected
European countries (e.g., UK, Italy, Spain, Sweden); NB: official
sources on production and foreign trade statistics could not provide
the data directly because of diverging delimiting of criteria |
| Goals: |
Supply of a valid data basis by means of own survey |
| Methodology: |
At first, utilization of available secondary sources
(official statistics, reports etc.) followed by telephonic inquiries of
textile and clothing experts (associations, manufacturers, retailers)
in the relevant countries engaging our partners in GIA. Finally,
analysis of the more than 25 000 data items and computation of
aggregated market data |
| Cost: |
20-30.000 EUR |
| Time frame: |
Two months |
| Deliverables: |
Powerpoint presentation with summarized main results,
comprehensive spread sheets with result details (e.g., imports per
manufacturing country, clothing category etc.) |
| Result: |
After perusal of these market data and structures,
which up
until then were wholly opaque, our client could start working on three
company levels - Enterprise Development, Marketing and Sales - to
purposefully reinforce his position in the international market
environment with a mid- to long-term focus |
| Case 27: Product
development of smart adapter for home safety |
| Initial situation: |
A Finnish supplier of innovative electronic devices
planned a
world-wide launch of a newly developed, easily to integrate and
"learning" security adapter for kitchen household utensils like
washing-machines, ovens, refrigerators (patented) |
| Our Task: |
Inquiries at leading manufacturers of household
electronics on their interest in the device |
| Goals: |
Ascertain interest of decision makers, ask for comments
(unmet needs, proposals for improvement, suggestions) and ensuing
analysis; possibly initiation of concrete business introduction |
| Methodology: |
Identification of responsible contact persons at around
ten
selected manufacturers' in Europe, North America and Asia. Agreeing and
carrying out of 40-minute telephone calls according to a partly
structured interview guideline. Because of company headquarters in
different countries, talks were partly held in English, Italian or
other languages (with the help of our GIA colleagues) |
| Cost: |
A three-digit fee per successful interview was agreed on |
| Time frame: |
Because of often unavailable contact persons (mostly
heads of R&D or Product managers): three weeks |
| Deliverables: |
Summarizing report in English, documentation (interview
notes, notes on contact courses) |
| Result: |
Faced with multiple, mainly constructive comments, our
Finnish client completely rethought his innovation within the run-up of
an "official" launch and plans renewed contacts with a modified
prototype in autumn/winter 2006 |
Case 28: Analysis
of the market potential
in the area of "Smart
Metering" |
| Initial situation: |
An energy supplier thought about offering so-called
"Smart Metering" services to their bulk customers from the property
business, but wanted to check in advance if these services are relevant
for this target group at all. |
| Our Task: |
Inquiries at housing companies in how far the term
"Smart Metering" is common and what the responsible managers' attitude
is towards this service. |
| Goals: |
Ascertain interest of decision makers, ask for
comments (unmet needs, proposals for improvement, suggestions) and
ensuing analysis; possibly initiation of concrete business introduction. |
| Methodology: |
Identification of responsible contact persons at about
15 selected housing and construction companies in Germany. Agreeing and
carrying out of 20-minute telephone calls according to a partly
structured interview guideline. |
| Cost: |
n. a. |
| Time frame: |
One week |
| Deliverables: |
Summarizing report, documentation (interview notes,
notes on contact courses) |
| Result: |
The project has been successfully implemented including
our results concerning the customers' requirements to enhance
acceptance of the new service. |
Case 29: Global
expertise on the demand of
drinking water pipe rehabilitiation |
| Initial situation: |
A multinational supplier of an innovative, cost- and
time-saving solution for the rehabilitation of drinking water pipe
networks has planned the global launch of their product and gradual
market entry in particular regions. |
| Our Task: |
Analysis of the most suitable markets: Inquiries at
water works and water suppliers both public and private in communities
concerning their rehabilitation demand through 2010, as well as an
opinion of the market potential of available solutions. |
| Goals: |
Ascertain interest of decision makers, ask for comments
(unmet needs, proposals for improvement, suggestions) and ensuing
analysis; possibly initiation of concrete business introduction. |
| Methodology: |
Beside the analysis of local secondary sources in each
relevant country (expert publications, databases, studies, etc),
interviews were an indispensable part of the project. Thus
identification of responsible contact persons in 21 countries. Agreeing
and carrying out of 30-minute telephone calls according to a partly
structured interview guideline. Because of the diverse languages
involved, calls were made in English, Italian, French, Spanish, and
Asian languages by our local partners of GIA. |
| Cost: |
About 50.000 € |
| Time frame: |
Because of the scarce availability of the highly
specified contact persons and the challenging project coordination over
many countries: 12 weeks. |
| Deliverables: |
Summarizing report in English, documentation (interview
notes, notes on contact courses). |
| Result: |
Our client has successfully entered particular markets
shortly after our presentation and gradually broadens their sales
activities. |
| Case 30: Supply
chain of a leading tobacco supplier |
| Initial situation: |
A service supplier of the logistics and supply chain
management area needed detailed knowledge on the respective structure
of the global tobacco industry for the purpose of business introduction. |
| Our Task: |
Research and data elicitation among experts of the
tobacco and logistics industries. |
| Goals: |
Analysis of the typical supply chain currently used in
this industry: participants, costs, logistics reqirements, unmet needs,
trends, etc. |
| Methodology: |
Identification of responsible contact persons at
tobacco products manufacturers, their suppliers and participating
logistics service providers. Agreeing and carrying out of 25-minute
telephone calls according to a structured interview guideline. |
| Cost: |
10.000-20.000 € |
| Time frame: |
Four weeks |
| Deliverables: |
Summarizing report and Powerpoint presentation in
English, documentation (interview notes, notes on contact courses). |
| Result: |
Our client has successfully customized their services
according to industry specific requirements, recognized unmet needs and
satisfy them. Similar projects for other industries are planned in
order to meet industry-specific solutions. |
Case 31: Assessment
of the German market for
bulk customers of electric power |
| Initial situation: |
A national supplier of current planned to increasingly
target bulk customers of the public sector in Germany with attractive
offerings. |
| Our Task: |
By means of interviews gain knowledge on potential bulk
customers of current in the German public sector. |
| Goals: |
Comprehensive overview of the present market of bulk
customers of the public sector, assessment of the present situation and
future prospects. Furthermore, identification of potential customers
and their segmentation according to their current supply needs and
structures. |
| Methodology: |
List public institutions in Germany with a preliminary
segmentation, identify responsible contact persons. Agreeing and
carrying out telephone calls not longer than 10 minutes according to a
structured interview guideline. Detailed analysis of the structure of
bulk supplies thus gained. |
| Cost: |
>10.000 € |
| Time frame: |
Two weeks |
| Deliverables: |
Summarizing report and documentation |
| Result: |
Targeted segments have been successfully specified and
could be soon and competently approached by Sales accordingly reformed. |
Case 32:
Identification of a possible partner
in the area of factory and plant
construction planning |
| Initial situation: |
A German supplier in the area of factory and plant
construction was looking for strategical partners inside and outside of
Germany in order to extend respective business activities and take
joint action. |
| Our Task: |
Identify providers in the area of factory and plant
construction planning, prepare short company profiles and identify
possible company contacts. |
| Goals: |
Identifying possible targets for a strategical
partnership and initiate contact with responsible managers in order to
gain knowledge on their general interest in an alliance. |
| Methodology: |
Database inquiries and unguided online search for
suitable companies according to given criteria. Short interviews in
order to assess the general interest in partnering strategically. |
| Cost: |
<5.000 € |
| Time frame: |
One week |
| Deliverables: |
List of companies identified as suitable including
information on their history, services, financials etc. List of
contacts within the companies, documentation of first contacts made. |
| Result: |
First agreements on cooperation were initiated
sucessfully within the frame of larger stand-alone projects. |
| Case 33: German
market of Lost Wax Precision Casting |
| Initial situation: |
An East-European company planned their market entry
into Germany, should the occasion arise take joint action with a
partner already established in the German Lost Wax Precision Casting
market. |
| Our Task: |
Provide a general overview of the German market,
identify the most important participants in this intransparent niche
market and initiate first contacts. |
| Goals: |
Give answers to the following questions: Who are the
biggest suppliers (capacities, production output); Who are their main
customers and main applications; most significant techniques and
technologies; furthermore, which role do Far-Eastern competitors play. |
| Methodology: |
First, research of available data on the market and the
main players online, in databases and expert publications. Moreover,
interviews with experts and suppliers. |
| Cost: |
5.000-10.000 € |
| Time frame: |
Three weeks |
| Deliverables: |
Final report in English. |
| Result: |
Sales activities from the home base of our client are
intensified for the time being by means of contacts established by
Gayer Consulting. |
Case 34: Market
overview: Composite materials
in the automotive industry |
| Initial situation: |
A global specialist for engineering and machines in the
area of metal moulds thought about extending their product portfolio
and entering the market of moulding composite materials for the
automotive industry. |
| Our Task: |
First, gathering information on composite materials in
the automotive industry (trends, technologies, parts, suppliers etc).
Based on that providing a market overview for Europe as well as
identifying and assessing potentially further applications. This
includes questions like "Who are the main buyers, who are the biggest
players etc" as well as technical requirements on materials and
machines. |
| Goals: |
Provide a comprehensive base for decision-making and
evaluation of strategic action options. |
| Methodology: |
Research of available market data and relevant players
online, in databases and expert publications. Moreover, interviews with
experts, applying companies and suppliers as well as information
gathering on a specialized fair. |
| Cost: |
n. a. |
| Time frame: |
Four weeks |
| Deliverables: |
Report in English, documentation (interview notes,
notes on contact courses), separate overviews on different processing
and production techniques. |
| Result: |
Based on information provided by us, some areas are
recognized as prospectively fertile, while others are excluded for the
time being. |
| Case 35: Analysis
of market potential: German Fast Food market |
| Initial situation: |
A client from abroad thought about pushing aheadhis
Fast Food activities in Germany. |
| Our Task: |
Map the German market for Fast Food (Who are providers
and how many of them are there; which products are competing; how
popular is Fast Food compared to other products, etc). Assess the
market potential as well as give an opinion on the market development
so far. |
| Goals: |
Provide an overview on the German Fast Food market
considering specific issues. |
| Methodology: |
Research of available market data and relevant players
online, in databases, studies, and expert publications. |
| Cost: |
<5.000 € |
| Time frame: |
Three days. |
| Deliverables: |
Report in English, documentation. |
| Result: |
Our client decided to suspend their market entry for
the time being, based on the comprehensive market characterization
provided by us. |
Case 36: Comparison
of service providers for
"routine maintenance of power poles
and wireless telecommunication aerials" |
| Initial situation: |
Our client was looking for service providers of routine
maintenance for power poles and wireless telecommunication aerials as
they were not content with the work of their current company anymore. |
| Our Task: |
Provide a list with service providers of routine
maintenance in the respective area, ask for initial tenders and
quotations including details. Furthermore, cross-check with a list of
criteria provided by our client to delimit potentially interesting
companies. |
| Goals: |
Find a reliable provider with an agreeable service
portfolio. |
| Methodology: |
Online research for service providers, first contact
and inquiries for initial qotations. Comparison of service portfolio of
providers with criteria given in order to list potential service
providers. |
| Cost: |
5.000-10.000 € |
| Time frame: |
Three to five days. |
| Deliverables: |
List of service providers, starting with the most
matching criteria as well as an overview of their respective portfolio
and their prices. |
| Result: |
Based on information provided by Gayer Consulting, our
client asked for specified quotations at several companies and finally
decided on a new maintenance provider. |
Case 37: Demand
analysis for combined heat and
power systems (microCHP) in Germany |
| Initial situation: |
The client, a Scandinavian manufacturer of CHP units,
wants to offer their products in Germany in the future, too. |
| Our Task: |
Identify potential customers in Germany, interview
suppliers and buyers in order to learn about the demand for CHP units
in Germany. Gain knowledge of customers' arguments pro and con CHP. |
| Goals: |
Provide an overview of the German CHP unit market. |
| Methodology: |
Research of suppliers/manufacturers and potential
customers, interviews with experts and potentially interested customers
for their requirements and opinions. |
| Cost: |
5.000-10.000 € |
| Time frame: |
One week. |
| Deliverables: |
A list of suppliers/manufacturers and potential
customers in English, interview documentation. |
| Result: |
The client received a list of suppliers already
established on the German market as well as a list of potential
customers with whom first contacts concerning their interest has been
made. Based on the overview provided by Gayer Consulting concerning
demand and supply of the German market, they decide on their market
entry. |
| Case 38: Visit of a
specialized fair, on instruction of a client |
| Initial situation: |
A client wanted to gain knowledge within the frame of a
current project but could not dispense any employer at the time. Still
he wanted to take the chance to gather valuable information there and
establish first contacts. |
| Our Task: |
Familiarize with the subject, gather material on latest
developments and issues, talk with exhibitors also to identify
potential suppliers and buyers, discuss future trends, requirements or
unmet needs. |
| Goals: |
Visit the specialists' fair, gather information
material and initiate contact. |
| Methodology: |
Three-day visit of the fair including the adjacent
conference. |
| Cost: |
n. a. |
| Time frame: |
Three days. |
| Deliverables: |
Report about relevant fair novelties, interview notes,
documentation of other results (e.g., contacts) as well as advertising
materials in printed and digital form. |
| Result: |
Owing to Gayer Consulting and the efforts of their
analyst
sent there, our client gained valuable information and contact data
without having to dispense with an employee for three days. |
| Case 39: Analysis
Of Market Potential For Accounting Software |
| Initial situation: |
The client, an American software developer for
accounting and tax software, planned to market his products in Germany
as well. |
| Our Task: |
Get an overview for software targeting the private and
SME segment |
| Goals: |
Sketching the German market for accounting and finance
software (Who are suppliers? How many programs are marketed in Germany?
Which are competing software products? Etc). Assessment of the market
potential as well as of the market development so far |
| Methodology: |
Research of market data and competitor information in
the internet, databases, studies, and specialist publications |
| Cost: |
n. a. |
| Time frame: |
2 weeks |
| Deliverables: |
Report in English |
| Result: |
Based on findings by Gayer Consulting, our client
decided to postpone further marketing action in Germany. |
| Case 40: Market
Overview Of Hemophilia Drugs |
| Initial situation: |
An American pharma supplier of factor VIII drugs wanted
to get to know the German market. |
| Our Task: |
Getting an overview on the German market for
recombinant and plasma-based hemophilia A drugs |
| Goals: |
Distribution and assessment of factor VIII drugs
prescribed by German hematologists |
| Methodology: |
Expert interviews with hemastasiologists treating
hemophilia |
| Cost: |
Between 5.000 - 10.000 EUR |
| Time frame: |
2 weeks |
| Deliverables: |
Interview notes in English, documentation |
| Result: |
The client could assess his USP better and is better
prepared for competitors’ actions in the relevant drug
segment. |
| Case 41: Visit Of A
Specialized Fair, On Instruction Of A Client |
| Initial situation: |
An American client from the tool machining industry
engaged Gayer Consulting to perform trade fair intelligence based on an
extensive questionnaire. |
| Our Task: |
Familiarize with the subject, gather material on latest
developments and issues, talk with exhibitors, discuss future trends,
requirements or unmet needs |
| Goals: |
Visit the specialists' fair, gather information material |
| Methodology: |
Three-day visit of the fair with four Gayer analysts |
| Cost: |
n. a. |
| Time frame: |
1 week |
| Deliverables: |
Interview notes, documentation of other results (e.g.,
contacts) as well as advertising materials in printed and digital form. |
| Result: |
Owing to Gayer Consulting and the efforts of their
analysts sent there, our client gained valuable information without
having to enter the picture himself. |
Case 42: Market
Potential analysis of deep foundation with
steel pipes in southern
germany & austria |
| Initial situation: |
Our client, a supplier of steel pipes, wanted to know
about the use of steel pipes in underpiling and pinning in the
respective areas. |
| Our Task: |
Overview of common methods for deep foundations in
Southern Germany and Austria. |
| Goals: |
Information about the use of steel pipes for driven
piles in the respective regions. |
| Methodology: |
Research of given methods with expert interviews and
potentially interested purchasers concerning their opinions and
requirements. |
| Cost: |
> 17.0000 EUR |
| Time frame: |
Results were to be delivered after 4 weeks following
commissioning. |
| Deliverables: |
Outline of common methods and their distribution in
English, interview notes, documentation |
| Result: |
Based on the findings of Gayer Consulting, our client
was able to make well founded decisions on entering the market in the
respective areas. |
| Case 43: Cosmetics
& Toiletries in germany as part of global study |
| Initial situation: |
Our client, a renowned US market researcher, assigned
to us the responsibility for the German part of the global C&T
study 2005/06 |
| Our Task: |
Work on the extensive task catalogue while minding the
high quality standards |
| Goals: |
Quantitative information about diverse products and
launches in various product categories and qualitative explanations for
their success. |
| Methodology: |
Telephone interviews with industry experts and
suppliers, store checks, online research |
| Cost: |
n. a. |
| Time frame: |
The project was due after three months. |
| Deliverables: |
Report chapter in English on the German cosmetics
& toiletries market as part of the global study. |
| Result: |
Commissioning of Gayer Consulting for the update 2007,
from now on published on a yearly basis. |
| Case 44:
Market for fittings in Germany |
| Initial situation: |
The client, a producer of fittings
is interested in extending his commitment on the German market and this
for wnats to know more about the competitve landscape and his
competitors. |
| Goals: |
Overview of the average delivery times of
competitors,collecting marketing and
promotion activities/requirements,collecting price lists and catalogues |
| Our Task: |
Gayer Consutling was charged with collecting
information regarding the relevant competitors, as well as regarding
requirements of the market. |
| Methodology: |
Telephone interviews with competitors, whole salers and
customers; Screening of relevant magazines and websites. |
| Cost: |
> 10.000 EUR |
| Time frame: |
4 weeks |
| Deliverables: |
Summary of results, analysis of collected information
as well as recommendations on basis of the conducted interviews.
Furthermore a collection of advertises articles. |
| Result: |
No data by now |
| Case 45:
Company profile of a building materials producer |
| Initial situation: |
A client was interested in the course of a business initiation to get beforehand more information on
the possible partner company. |
| Goals: |
Collecting information on organisation / structure, shares,
background information etc |
| Our task: |
Gayer Consulting was charged to collect all disposable information and deliver it rehashed to the client |
| Methodology: |
Data base queries, internet research, press-clippings, magazines checks,
etc |
| Costs: |
< 10.000 EUR |
| Time frame: |
1 week |
| Deliverables: |
Summary of information,
press clippings, facts and figures on the company |
| Result: |
The decision-making process was simplified for the client. |
