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Competitive Advantage Case Studies |
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Competitive Advantage has worked with many construction industry clients to help them improve their business sales and marketing. Click on the links from the examples listed below for more information.
Case Study 1: Improved profit and sales A manufacturer in the electrical industry suffered a significant fall in profitability and realised it needed to move away from price driven sales.
Case Study 2: Construction only a niche market A manufacturer of specialist products served a variety of engineering applications. These included the construction sector, but it was only a niche market. Salesmen had to be generalists dealing with many different customer types. Construction represented an opportunity but there was not the industry knowledge within the company to develop it effectively.
Case Study 3: Recovering lost customers A manufacturer had neglected its specialist retailer channel which was traditionally handled by distributors. With increased penetration from exports sales into that channel had fallen significantly.
Case Study 4: Merging businesses need new identity Two competing building product manufacturers were planning to merge and needed to launch a new image shortly after the merger was announced. Neither had a strong marketing department and confidentiality was necessary before the launch.
Case Study 5: Developing new products
A company wanted to speed up the process of new product development and launching them into the market.
Case Study 6: Offer benefits to hold price
Increasing competition from low cost imports meant a manufacturer's Utility customers were only interested in buying at the lowest price. The company believed it could offer service and support with the potential to provide cost savings to its customers, but the customers were not interested.
Case Study 7: Literature research
A member of an international group was due to be re-named and had the opportunity to change the form and style of its literature. It needed to understand what specifiers considered important in literature.
Case Study 8: Sell on benefits not price
A European manufacturer wanted to change its sales team’s focus negotiating on price with distributors to promoting benefits via specifiers.
Case Study 9: Understand Housebuilder needs
A brick manufacturer wanted to develop an added value approach to its house builder customers.
Case Study 10: Customer & supplier perception study
Following a reorganisation and re-branding a contractor wanted to know how their customers and suppliers felt about the changes.
Case Study 11: Regular measurement of customer satisfaction
Through regular measurement of customer satisfaction a company can improve customer service and monitor competitor performance.
Case Study 12: Customer profiling
A Land Surveyor wanted to identify potential clients so that it could adopt a targeted approach to promoting its services.
Case Study 13: International market research
An international manufacturer wished to ensure its spend on samples was providing a good return in each of its European markets.
Case Study 14: Developing a Specification Sales Approach
A component manufacturer wanted to increase demand through specification sales
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