CASE STUDIES

01

Water pumps market entry - Argentina

ABOUT THE CLIENT

Indian leading manufacturer of energy efficient pumps and motors.

BUSINESS OBJECTIVE

To gain knowledge on the distributor landscape specific to water pumps in Argentina, as well as to identify the firms that are willing to initiate discussions with them in order to distribute its products in the region. Our client was also interested in understanding market best practices regarding stocks, after sales services, delivery times and pricing policies, among others.

RESULT & VALUE ADDITION

An in-depth description of the market was provided, together with a detailed benchmarking of foreign peers ‘strategies and a thorough identification and profiling of major distributors. A clear list of industry challenges, which turn into market entry opportunities and the highlighting of best fit distributors, placed our client in an unbeatable position to plan the settlement in the country.

RESEARCH METHODOLOGY & APPROACH

This market research began with an exploratory stage focused on introducing GM’s team into the field of study. Later on, a second descriptive stage took place in order to analyze the project deliverables previously set up. A variety of primary and secondary sources were consulted for this purpose. The former included interviews to industry experts and distributors, and the latter was composed of relevant publications of the market, as well as different Internet portals, news agencies, and distributors and manufacturer’s institutional websites.

 

Once all the relevant information was properly gathered, it was analyzed, triangulated, and the final report was edited.

02

Autopilot Systems for agricultural applications in Brazil

ABOUT DE CLIENT

A regional agri-business company.

BUSINESS OBJECTIVE

To understand the current Automatic Pilots (AP) market in Brazil and the major providers.

RESULT & VALUE ADDITION

A global market overview was provided. Then, for estimating the size of the Brazilian market the team used various proxies, triangulated and verified their assumptions through multiple primary sources in order to give the client a reliable value. The market structure and main trends were identified and described.

We also listed main AP brands present in the market, providing a clear differentiation between those locally manufactured and the imported ones and the advantages and disadvantages of each one. We also carried out an exhaustive distributor analysis including their capabilities, main clients and payment terms utilized. Finally, we described the governmental credit lines for the purchase of machinery, such as FINAME.

RESEARCH METHODOLOGY & APPROACH

Secondary research: Manufacturers and Vendors’ Webpages, Agriculture Technology Journals and Publications, Governmental sites. Primary Research: Manufacturers of Automatic Pilots, Distributors/Vendors of Automatic Pilots. Data Collation – Analysis and Strategic Review.

03

MI on medical devices CM in Central America

ABOUT DE CLIENT

•    It is an European diversified technology company, with global presence.

BUSINESS OBJETIVE

•    Our client had a low visibility into the supply base of plastic injection molders, OEMs and ODMs in Central America. Consequently, it wanted to understand the local supplier base in this region with regard to the design and manufacture of medical devices. It wished to study suppliers who can supply domestically as well as have the ability to export to other countries.

•    Apart from the supplier analysis, there was a need to identify the best countries for outsourcing the production of medical devices in terms of incentives, business environment, proximity to the US, industrial free trade zone parks, tax benefits, etc.

RESEARCH METHODOLOGY & APPROACH

•    In depth secondary search including Medical journals and magazines; Plastic industry publications; Medical companies’ reports and interviews; Commerce and export associations of each country.

•    Exhaustive interaction with industry experts and governmental bodies in order to determine best fit country.

•    Thorough interaction with suppliers so as to confirm their willingness and capabilities to work with our client.

•    Data was collated to prepare a detailed presentation on the medical device market in the region.

RESULT & VALUE ADDITION

•    Identification of local suppliers with ability to design and manufacture medical devices according to client specs.

•    Recommendation of best fit suppliers.

•    Identification of hubs in selected countries for outsourcing the production of medical devices, justified with all pros and cons of each one.

04

MI and Si on agricultural labor in Chile

ABOUT DE CLIENT

Major Agro business company

BUSINESS OBJECTIVE

There was a need to renegotiate a very large contract with a staffing supplier. Thus, client wanted to increase its knowledge on the market and identify the main staffing players. It was the largest spend in this subcategory in all Latam for the company.

RESULT & VALUE ADDITION

A Macroeconomic Scenario was provided to contextualize and a Market Overview was carried out (Global-Latin American and Chilean), including agricultural labor overview, regulatory framework and five forces Porter´s analysis.

 

Best Practices were identified, including Engagement Models, Wage Determinants, Competitors Strategies and Strategies for Hiring.

 

A Supplier Analysis  was provided, keeping in mind the requirements of the client (Geographical coverage, Service Capabilities, Experience in Temporary recruitment for Agribusiness) and validated through primary research and expert recommendation.

 

The report allowed the client to be placed in excellent conditions to negotiate the contract due the thorough knowledge of the market gathered and the awareness of good alternative suppliers.

RESEARCH METHODOLOGY & APPROACH

Chilean Association of Temporary Agencies, Chilean Office on studies and agricultural policy ODEPA, Law 20,123, International Labor Organization, Inter-American Development Bank and CASEN survey were some of the secondary sources utilized.

 

The approach was completed with a primary research covering the representatives of the above Institutions and of the major suppliers.

05

Market Intelligence on Gasoil in Argentina

ABOUT DE CLIENT

Multinational agrochemical and agricultural biotechnology corporation 

BUSINESS OBJECTIVE

Our client used to procure gasoil for its operations in Argentina through spot purchases and intended to have a better understanding of the fuel market in order to set a more efficient and effective sourcing strategy.

RESULT & VALUE ADDITION

In a first stage, our client was provided with an overview of Argentinean gasoil market, including an analysis of the most relevant trends and forecasts. A special focus was made on gasoil subsidies and prices, considering the price formation process and its evolution over time, as well as reference prices per region, price drivers, and the impact of legislation and gasoil taxes.

 

During a second stage, current players of the market were evaluated. Oil producing companies were contacted and their proposals were analyzed. The same was done with gasoil wholesale companies and fuel logistic firms.

RESEARCH METHODOLOGY & APPROACH

This project was designed by covering an exploratory phase intended to explore the field of study. Afterward, a second descriptive phase took place in order to analyze the project deliverables. For this purpose, both primary and secondary sources were consulted. Primary sources included interaction with industry experts and suppliers, whereas secondary sources were composed of relevant publications of the market, as well as different Internet portals, news agencies, and producers, wholesaler and logistic companies’ institutional websites. Once all the pertinent data was collected, it was evaluated, triangulated, and the final report was edited.

06

Market Intelligence on Payroll & Benefits – LATAM.

ABOUT DE CLIENT

A Latin American FMCG company.

BUSINESS OBJECTIVE

Our client wanted to understand the Payroll Benefits Industry, to ensure savings, best in class service, compliance and service continuity for the HRO services.

RESULT & VALUE ADDITION

By providing a robust market overview, a clear description of challenges and trends, an accurate cost structure and a detailed supplier landscape we helped our client fill all the business questions:

 

What is the best practice followed by fortune 500 companies for selecting their sourcing strategy (LATAM/regional/local)?; What are the challenges the clients have faced while outsourcing Payroll and Benefits services in LATAM?; What might the cost structure of an ideal Payroll and Benefits contract look like (based on certain assumptions)?; What are the major cost drivers for in-house and outsourced models of Payroll and Benefits?; Who are the top suppliers in terms of service and delivery capabilities, technology capabilities, etc.?

RESEARCH METHODOLOGY & APPROACH

Secondary Information: Journals, Blogs, Trade Magazines, Research Reports, And Conferences together with in-house information. Primary information: Industry Experts, Research Groups, Consultants and Suppliers. Data Collation, Analysis, & Strategic Review.

© 2016 GM Procurement & Market Entry Solutions.