PMG conducted a B2B market research project which included a customer mapping exercise to provide a PET bottle manufacturer with a current and comprehensive database of potential customers to support their sales and marketing efforts. The customer mapping generated a detailed profile of most bottle filler end users in the defined market to provide insight on potential customers to assist in future customer acquisition. As a result of the project, PMG provided the company with a user friendly business tool to expand and grow beyond their current market position.
Through a tailored B2B market research project, PMG evaluated the market potential for BBT's glass bottling technology. A database of large glass bottling facilities was created with information pertaining to key decision makers at each plant, plant location, and estimated volume. With the created database and the new insight into the purchasing decision process, the study resulted in over $2 million in new business within 12 months of the project.
PMG's B2B market research approach entailed reaching out to and connecting with the competitor's highest level executives to gain a deeper understanding of the company's R&D strategy than could be derived from publicly available sources. PMG's analysts, well experienced in contacting senior level managers and engaging them in conversation, were utilized to develop a thorough understanding of the client's major competitor. The competitive intelligence gained from the conversations with key executives proved to be valuable insight into the competitor's value position in the market.
Through custom market research, PMG assessed the current hermetic compressor market in juxtaposition with the company's net position on each product and service attribute. The PMG study proposed two alternative strategies to leverage the company's perceived strengths in the marketplace: to compete on reliability or efficiency. As a direct result of PMG's recommendations, the company aggressively pursued the position of a strong second supplier and, in turn, has strengthened its market positioning in the industry.
Through a phased B2B market research study, PMG was able to identify the value proposition for a company producing medical-grade plastic products for diagnostic reactants. The market research concluded several key observations including the distinct advantage of the company's product over glass and potential competitive producers of alternative products. Resulting from the study conclusions, the company pursued plans to introduce their product to the market with key insight into specific desired features and market needs.
