B2B

Menu --- Optimizing Distribution Coverage for a Professional Audio Brand

Background

A global professional audio systems manufacturer and seller, has been in the China market for a number of years through a partnership with a single distributor. They suspected their distributor was not covering all key market segments, and wanted to better understand the size and market potential of these segments in order to optimize its distribution coverage


Solutions

•    Determined the size of the client’s addressable market in each key Pro Audio market segment

•    Analyzed dynamics of each key segment to determine optimal distribution and growth strategies

•    Provided a ranked list of the size and attractiveness of key segments to identify gaps in the client’s coverage

•    Provided strategic recommendations for distribution practice in prioritized segments


Methodology

•    Total number of 91 in-depth interviews were conducted covering industry KOLs, distributors, competitors, end-users and contractors from each of the market segment

•    A detailed market sizing model was created to incorporate macro and micro growth trends in the market, to provide an evaluation of the market size and growth at the segment level. Utilized a combination of interview practices to validate data and identify key business levers


Selected Findings



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