Evaluate Competitors Case Study Competitive Threat Analysis for

Evaluate Competitors

Case Study – Competitive Threat Analysis for a Global Tire Company Requirement A leading global tire manufacturer was expecting competition from a Chinese tire manufacturer and wanted to understand it better. • The scope of our research included the understanding of: ü Operations ü Summarization of financial information ü Research and Development information ü Products launched and upcoming products ü New Announcements and Events Methodology • We conducted research on the competitor through: ü Primary research (9 interviews with senior employees of the competitor; 2 interviews with other tire manufacturers) ü Secondary research (largely from Chinese-only sites) ü Social Media monitoring – monitoring comments on consumer discussion forums and professional networking sites ü Delivery of a comprehensive report on the competitor and the threat it posed to the client Solution • A detailed presentation in Power. Point on the Chinese Tire Manufacturer included: ü Industry Overview ü Competitor’s manufacturing capacities and capabilities ü Finances - global and regional ü Products - current and proposed ü Market expansion strategies ü Research & Development – spend (global and regional) and activities ü New announcements ü Historic and forecast data (five years) ü Detailed sourcing and interview highlights Client Benefits and Feedback • The report on the operations of the competitor helped the client to shape its response. • Primary research revealed a range of important strategic information the client had not been aware of, including: ü The competitor company’s ambitious plans to increase capacity and output in the short term ü Plans for first manufacturing sites in the US and UK ü Insights into the company’s M&A strategy

Case Study -Database of Companies for a Leading Research Publisher Requirement • A UK client wanted us to create company profiles for 45, 000 companies (public and private) across 25 industries and 60 countries. • The scope of our research included: ü Collect key information from company websites. Data collected included: ü Company corporate information ü A brief overview of company’s business ü Sector and geographic indexing ü List and information on key executives ü List of major products ü Company locations ü Historical events of the company Solution • The client was provided with an efficient and reliable service that included: ü Error free data collection and input ü Thoroughly proof-read content ü Comprehensive coverage of data points specified by the client ü Online tool so the client could constantly monitor progress and input ü Delivery in multiple formats including XML and PDF Client Benefits and Feedback • • Methodology • • • Research on company websites Data collection from third party credible sources Validation of data collected from all sources Data entry into a purpose designed authoring tool Proof-reading of written content Multi-layer quality check process 3 The content is used in some of the world’s leading business information portals. Client was able to save on costs due to the low US$ / hour service that we gave. We estimate the cost savings to be around 55% compared to the company’s captive center in India.

Case Study - Optoelectronics Competitor Benchmarking Requirement A leading optoelectronics manufacturer wanted a detailed competitor benchmarking study in order to: ü Identify its key competitors ü Evaluate them according to standard parameters ü Assess competitor strength ü Develop strategies based on a better understanding of its competitive position Methodology • We conducted thorough research through: ü ü Secondary research: Company websites, annual reports, social networks, IEEE, FDA, US Patent Office, European Patent Office. Primary research: Interviewing industry management, sales heads, R&D heads, and academics. Our Analysts used the information gathered from the above sources, analyzed the data and offered a two-format solution to the client. Solution • The in-depth research and findings was delivered to the client as: üOverview and findings üCompetitor peer group with justification üCompetitor assessment by parameters including: product pipeline, patents, brand share, revenues, social media presence. üWeighted competitor ranking based on parameter scores üAssessment of the client’s competitive position based on its benchmarked strengths and weaknesses üCompetitive strategy action points Benefits and Feedback • Based on the study the client was able to: • Identify its strengths and weaknesses and develop improvement strategies. • Understand which competitors posed the greatest threat. • Target competitor weaknesses. • Gain competitive advantage, helping to improve the clients’ competitive ranking over the next year. 4

Case Study- Due Diligence on a Chinese Partner Requirement A commodities company wanted to know more information on a potential partner company in China. It wanted to know: ü Overview of the Chinese commodities trading market and trading practices. ü What was the financial and trading history of the Chinese company? ü Did the company have the connections and existing contracts it claimed? ü Were there any regulatory or reputational issues facing the company? Methodology • We conducted thorough investigation through: ü Face-to-face research (conducted by Chinese agent): 10 Interviews with the Chinese company’s employees, ex employees, customers and competitors. ü Investigation of regulatory filings of the company (by a Chinese Agent) and the history of the leading sponsors and executives. ü Checking of social media and newspaper comment on the company. Our Analysts used the information gathered from the above sources, analyzed the data and offered a two-format solution to the client. 5 Solution The research and findings were delivered to the client as a: ü China Market profile of the Commodities Trading market ü Company profile including: ü Company overview ü Financials ü Key personnel ü Company reputation ü Regulatory issues Benefits and Feedback • Based on the study the client was able to establish the following about the Chinese company. • It did indeed have the contacts and connections it claimed. • The company had long and steady history of profitable trading. • While there had been some complaints against the company there were no law suits. • On the basis of this the commodities trader was able to confidently go into partnership.

Case Study – Competitive Analysis for an Healthcare IT Company Requirement A leading software technology company offering Healthcare Information Systems (HIS) wanted to understand why it was losing market share to a number of smaller competitors. Specifically it wanted to know the following for three HIS providers ü Operations set up ü Sales by product ü Research and Development spend and focus ü Products launched and upgraded, technical specifications ü End user feedback/ market attitude ü Pricing benchmarks Methodology TBRC conducted research on each provider through: ü Primary research (5+ interviews with senior employees; 5+ interviews with customer hospitals) ü Secondary research (company websites, journals and presentations) ü Social Media monitoring – monitoring comments on consumer discussion forums and professional networking sites ü Delivery of a comprehensive report on the competitor and the threat it posed to the client 6 Solution A detailed presentation in Power. Point on each provider included: ü Operations centers, geographies, staff ü Revenues split by geography and service line (estimated) ü Products and services on offer and in pipeline ü Research & Development – spend (global and regional) and focus areas (estimated) ü Customer feedback on products ü Social media response ü Approximate pricing benchmarks, ü Price/value perception of clients Client Benefits and Feedback The report on the operations of the providers helped the client to shape its strategic response. Primary research revealed a range of important strategic information the client had not been aware of, including: ü Lower than expected price points and higher discounts ü Customer perceptions that the smaller companies were more responsive ü Technology development focus areas of the providers

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