Industrial market research refers to the systematic analysis and prediction of the demand, supply, competition, price, channel and other aspects of industrial products or services, so as to provide the basis and suggestions for the decision-making of enterprises. Industrial market research differs from consumer market research in the following areas:

The size of the industrial market is usually small, but it involves more industries and fields, which requires professional knowledge and experience;

The demand of the industrial market is usually complex, which is affected by many factors such as technology, regulations and standards, and requires in-depth analysis and understanding;

The supply of the industrial market is usually concentrated, but there are different levels and types of competitors, which need to be clearly positioned and differentiated;

Prices in the industrial market are usually more flexible and are affected by many factors such as cost, quality and service, which require reasonable strategies and methods;

The channels of the industrial market are usually more complex, involving direct sales, agency, distribution and other forms, which require effective management and coordination.

Therefore, industrial market research needs a set of logic and thinking suitable for its characteristics and laws to ensure the quality and effect of research. This article will introduce the logic and thinking of industrial market research from the following four aspects, and take Shangpu Consulting as an example to show its service content and customer cases in industrial market research.

1. customer-centric

The first aspect of industrial market research is customer-centric, focusing on indicators such as customer demand, satisfaction, and loyalty. Customers are the foundation of the existence and development of enterprises, and understanding customers is the premise and foundation of doing a good job in industrial market research. Industrial market research requires an in-depth understanding of the customer's demand motivation, decision-making process, purchase behavior, use experience, etc., as well as the external environment, internal organization, and personal characteristics that affect the customer from the customer's point of view. Industrial market research also needs to regularly measure customer satisfaction, loyalty, willingness to recommend, etc., to evaluate the performance and competitiveness of a company's products or services, as well as the value and potential of customers.

Shangpu Consulting Company is a consulting organization specializing in industrial market research. Its services include customer demand analysis, customer satisfaction survey, customer loyalty management, etc. Shangpu Consulting has provided customer demand analysis services to an internationally renowned industrial lubricant manufacturer to help it understand the characteristics and changing trends of customer demand in the Chinese market, as well as the strengths and weaknesses of competitors. Through a variety of methods, such as in-depth interviews, questionnaires, focus groups, etc., Shangpu Consulting collected information and feedback from customers from different industries, different sizes, and different regions, subdivided and classified the needs of customers, and Put forward product development and marketing suggestions for different types of customers. The company's services helped the producer improve the fit and competitiveness of its products, increasing its market share and profitability.

2. is value oriented

The second aspect of industrial market research is value-oriented and evaluates the value proposition, value chain, value creation and other elements of a product or service. Value is the core of exchange and sharing between enterprises and customers, and creating value is the goal and motivation of doing a good job in industrial market research. Industrial market research needs to clarify the value proposition that the product or service can provide, that is, what problems can be solved by the customer, what needs can be met, and what benefits can be brought to the customer. Industrial market research also needs to analyze the value chain of a product or service, I .e. the various links and activities that the product or service goes through from raw materials to end users, as well as the value created and delivered in each link. Industrial market research also needs to explore the value creation of products or services, that is, how to improve the value created and delivered by products or services in each link through innovation, optimization, integration, etc.

Shangpu Consulting also provides value-oriented services in industrial market research, such as value proposition design, value chain analysis, value creation strategy, etc. Shangpu Consulting has provided value proposition design services for a leading domestic industrial robot manufacturer to help it redefine the value proposition that its products can provide in different industries and application scenarios, and compare it with competitors. Through a variety of methods, such as literature analysis, expert interviews, case studies, etc., Shangpu Consulting has collected information on the problems that industrial robots can solve in different industries and application scenarios, the needs they meet, and the benefits they bring. And it is summarized into four dimensions: performance, efficiency, safety and flexibility. Champu Consulting has designed different value propositions for the manufacturer, such as improving the stability and reliability of the production line, reducing labor costs and energy consumption, improving the safety and comfort of operators, and adapting to diversified and customized production needs, etc., and provided specific data and evidence for each value proposition. The company's services help the manufacturer articulate the value proposition of its products more clearly, attract and retain customers more effectively, and better withstand competitive pressures.

3. to the competition as a reference

The third aspect of industrial market research is to analyze the structure, dynamics, trends, opportunities and threats of the industry with reference to competition. Competition is the biggest challenge facing enterprises and the biggest driving force for their progress and development. Industrial market research requires a comprehensive understanding of the current situation and future of the industry, including indicators such as the size, growth, distribution, and profit of the industry, as well as internal and external factors such as policy, technology, society, and economy. Industrial market research also requires an in-depth understanding of competitors, including the number, type, size, strategy, strengths, weaknesses, etc. of competitors, as well as the relationships and interactions between competitors. Industrial market research also needs to predict the changing trends of the industry and competitors, identify the opportunities and threats in the industry, and the advantages and disadvantages of the enterprise.

Shangpu Consulting also provides competition-based services in industrial market research, such as industry analysis, competitor analysis, opportunity and threat analysis, etc. Shangpu Consulting has provided industry analysis services to a leading domestic industrial gas supplier to help it understand the current and future of China's industrial gas market. Through a variety of methods, such as data collection, expert interviews, model building, etc., Shangpu Consulting analyzed the scale, growth, structure, distribution and other indicators of China's industrial gas market, and subdivided the market into different market segments according to the demand characteristics of different industries and regions. Shangpu Consulting also analyzed various factors affecting the industrial gas market, such as policies and regulations, technological innovation, environmental protection, etc., and predicted the development trend and changes of the market in the next five years. The services of Champu Consulting help the supplier to more accurately grasp the opportunities and challenges of the market, and more rationally formulate its development strategy and goals.

4. is supported by data

The fourth aspect of industrial market research is based on data, using quantitative and qualitative methods to collect, process, analyze and present data, and put forward convincing conclusions and suggestions. Data is the foundation and core of industrial market research, and there is no reliable and effective research without data. Industrial market research needs to select appropriate data sources and data types, such as first-hand data and second-hand data, numerical data and text data, according to the purpose and content of the research. Industrial market research also requires the use of appropriate data methods and tools, such as statistical analysis, regression analysis, cluster analysis, text analysis, etc., to clean, organize, analyze and interpret the data in order to discover hidden patterns and information in the data. Industrial market research also requires the use of appropriate data presentation and presentation methods, such as charts, reports, presentations, etc., to effectively present and communicate data in order to make convincing conclusions and recommendations.

Shangpu Consulting also provides data-supported services in industrial market research, such as data collection, data analysis, and data presentation. Shangpu Consulting has provided data analysis services for a well-known industrial valve manufacturer in China to help it optimize its product pricing strategy. Through a variety of methods, such as web crawlers, questionnaires, expert interviews, etc., Shangpu Consulting has collected a variety of data on the industrial valve market, including market demand, market prices, competitor prices, customer preferences, etc. Champ Consulting uses a variety of methods and tools, suchExcel、SPSS、RThe data are cleaned, collated, analyzed and interpreted, and a product pricing model based on demand elasticity is established. Shangpu Consulting also uses a variety of methods, such as charts, reports, presentations, etc., to effectively present and communicate data, and make pricing recommendations for different products and different markets. The services of Champu Consulting have helped the manufacturer to improve the price rationality and competitiveness of its products, increasing its sales volume and profits.

Summary

Industrial market research is an important and complex work, which requires a set of logic and thinking suitable for its characteristics and laws. This paper introduces the logic and thinking of industrial market research from four aspects, that is, customer-centered, value-oriented, competition-based and data-supported, and takes Shangpu Consulting Company as an example to show its service content and customer cases in industrial market research. Shangpu Consulting is a consulting organization specializing in industrial market research, which uses the logic and thinking of industrial market research to help clients solve problems and achieve growth.