Issue

Our client has been established in China for ten years and wanted to encrease his market share.

Mission

The objective was to gain in-depth insight into the current market structure and potential mutations in order to suggest to our client the best strategic repositioning route.

Actions

• Given that this was a regulated market of capital goods, we had very closed contact with the local and national regulatory authorities, as well as with the main contractors. This multi-channel approach allowed us to understand the fundamental changes of the relevant market : willingness of the players to concentrate, regulatory standardization process and purchasing centralization at the national level.
• In the light of this key information, we made strategic recommendations and identified the products to be developed, the right partner and the most influential prescribers.

Results

This client is now the only prominent international player operating on that market in China. His international competitors were not able of understanding the market changes and gradually walked away.