B2B

Optimizing Distribution Coverage for a Professional Audio Brand 为一家音频公司进行分销覆盖率的优化

客户是一家全球专业音频系统制造商和销售商,通过与一个分销商的合作已经进入中国市场多年。客户怀疑他们的经销商没有覆盖到所有的细分市场,并希望能够更好的了解这些细分市场的规模和市场潜力。为此我们建立了缜密的模型帮助客户评估各市场细分的市场潜量,以优化其分销覆盖率。

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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